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CLIENT
One of the largest FMCG manufacturers
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BACKGROUND
The need to define a portfolio differentiation strategy in order to choose the best combination of the product range, including its modification, for implementation in different formats of trading networks.
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SOLUTION
A team of experts from SBS Consulting were invited to develop a unified strategy of the company, to analyze prices, assortment matrices, CTM goods between software/hard discounts and super/hypermarkets, to implement an assessment of the strategies and operational efficiency of networks, to conduct a series of interviews with industry experts and, as a result, to prepare a number of proposals to differentiate the range between channels/networks for the client.
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RESULTS
The SBS team developed recommendations, which contain information about trading network strategies, their CVP, P&L analysis to determine possible mark-up depending on the business model of the trading network. The experts also described the approach to the assortment, assesses various variants of division of the customer’s assortment between networks and identifies the final scenario of differentiation of the assortment portfolio.
