Case Studies
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Retailer Re-Org & Transformation
- December 4, 2024
- Posted by: tpgstaging
- Categories: Case Studies, Organization Transformation
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A retailer undertook a significant organizational transformation to enhance operational discipline, reduce costs, and refocus resources on core growth. TPG facilitated the process through diagnostics, benchmarking, and proposing a more efficient organizational structure, ultimately recommending a 30% FTE reduction. The client implemented 91 FTE reductions (23% of the workforce) and adopted the majority of TPG’s proposals. TPG also provided ongoing support for implementation and transition.
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Elevating Retailer Impact with Category Stories
- December 3, 2024
- Posted by: tpgstaging
- Categories: Case Studies, Category Management, Sales
A CPG company faced intense competition and a shift to a brand-led structure, requiring support to simplify complex content for retailers and drive innovation for growth. TPG developed a staged approach to create impactful Category Selling Stories, including discovery, strategy development, narrative creation, and tailored retailer plans. The new Category Story debuted at the National Sales Meeting to widespread praise, supporting 9 category initiatives and driving continued collaboration on retailer presentations.
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Manufacturer Category Vision Program
- November 22, 2024
- Posted by: tpgstaging
- Categories: Case Studies, Category Management
TPG helped a client strengthen strategic leadership in a new category through a four-step approach: defining a consumer-focused vision, discovering insights from research, developing a strategic growth framework, and deploying tools and training for their team. This program delivered thought leadership, sales growth, and stronger partnerships with key retailers like Kroger, Target, and Walmart.
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International Distributor Management
- November 20, 2024
- Posted by: tpgstaging
- Categories: Case Studies, Sales
The client faced challenges with inconsistent execution of distributor management across their global business, which operates in a mix of Modern and Traditional Trade markets with varying distributor partnerships. To address this, TPG developed a tailored distributor management framework. The process involved four key steps: creating the framework and conducting an initial assessment, piloting it in diverse markets, refining the framework based on pilot feedback, and rolling it out globally. As a result, the client has implemented the new approach across all markets and is on track to complete adoption and assessments in most regions by July 1, 2025.
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Trade Promotion Management Enhancement
- November 20, 2024
- Posted by: tpgstaging
- Categories: Case Studies, Revenue Management
The client was considering a new Trade Promotion Management (TPM) system. TPG recommended they assess their current TPM process, people, and system first. TPG conducted an in-depth evaluation, interviewing personnel, reviewing documents, and analyzing existing systems, which led to a comprehensive recommendation. TPG suggested improvements in process and people management without immediately investing in new technology. The client is now exploring enhancements in customer segmentation, the creation of a Trade Promotion Manager role, post-event evaluations, and potential investments in Category Management and Retail Media.
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Retailer Category Leadership Plan
- November 4, 2024
- Posted by: tpgstaging
- Categories: Case Studies, Learning & Development
Facing declining relevance and market share in a key category, this retail client turned to TPG to revitalize its position. TPG led a Category Leadership Plan, focusing on creating a consumer-centered view, gathering insights from suppliers, and developing a growth-oriented strategy. The approach reversed a 15% decline, increased purchase attachments, and strengthened supplier partnerships. By addressing operational challenges, the client reestablished its category leadership and aligned with marketplace growth trends.