Ecommerce Joint Business Planning Drive Sales
Client Description
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US Consumer Packaged Goods Manufacturer
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Leading Ecommerce Retailer
Background
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Opportunity to grow sales in ecommerce for the CPG manufacturer
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Fast growing category has even more potential for key retailer
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Both parties must work together to capture the opportunity due to strength of both retailer and manufacturer
Objectives
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Share insights and key findings about growth opportunities , consumer/shopper, sales trends and supply chain.
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Develop common strategies and initiatives with clear action plans and investments.
TPG Approach
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Developed a joint planning process specifically for the ecommerce opportunity
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Provided financial models to help both sides understand profitability issues and supply chain costs
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Conducted online shop-along studies with shoppers to unlock key barriers and triggers to purchase online
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Worked with manufacturer and retailer to share category insights about consumption, segments driving growth and opportunity for innovation
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Reviewed prior marketing events (digital) for ROI and provided recommendations of better investments with input from retailer
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Developed and achieved agreement on the joint business plan, scorecard and key initiatives
Impact/Results
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Improved product assortment
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Triple digit sales growth versus trend
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Improved ROI on marketing
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Custom pack products that are optimized for supply chain
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Other strategic projects that spun off the core project