Industry

Consumer & Retail
Consumer Products

Company Profile

  • US$13bn company annual revenue
  • Global CPG company with a portfolio of well-known brands
  • In scope: $1bn snack brand

Situation and Objectives

  • Seek to accelerate growth
  • Better capture value despite sticky price thresholds
  • Design new pack configuration to penetrate new consumer segments and new occasions

Approach

Results

  • New packs for new occasions: Create new multi-pack formats to compete in underserved On-to-go (OTG) occasion; expand flavors to grow instinct consumption (IC) formats
  • Trade up strategy: Drive to a higher dollar ring and enable a price increase by incentivizing trade up to larger sizes and counts
  • 3-year pack price roadmap: Establish detailed plan to coordinate launch actions across supply chain, marketing and sales

Impact

  • 50% net sales growth over 3 years
  • Consumer oriented customer story