Strategy – case study #1

Business challenge

Retailer experiencing declining margins and lost market share of private brand offering. 

Our role:

Category Manager

What we delivered

Financial Assessment

Completed operational and financial assessment to determine core drivers and barriers of growth and opportunities to improve operating margin.  

Private Brand Strategy

Defined shopper segments, brand positioning and optimal product line-up.

Optimized Assortment

Evaluated 28K items across 42 categories to define key items driving retail sales.  Recommended de-listing 8K unproductive items and created plan for inventory runout and vendor returns.

Results

Operational cost savings of $8MM realized through assortment optimization.

Strategy – case study #2

Business challenge

Turnaround of a PE-owned company experiencing declining revenue and earnings.  

Our role:

Chief Strategy Officer

(interim)

What we delivered

Actionable Insights

  • Core issues driving business performance

  • Sales team motivators and detractors

  • Brand health among Sales team and customers

Annual Operating Plan

  • Prioritized commercial initiatives

  • Sales force restructuring and incentive plan (internal / external)

  • Category / product portfolio optimization

Marketing Plan

  • Category / product portfolio optimization

  • Consumer and customer segmentation

  • Optimized marketing tactical plan 

Results

Board approved annual operating plan. Mitigated declines among core customer segment, the largest driver of revenue decline.