Sales strategy in the OnTrade area

Customer

Market leader beverage industry

Project

Sales strategy in the OnTrade area

Power range

Marketing & Sales Consulting

Description

Task

  • Development of strategies to increase market position and profitability in the relevant on-trade channels (out-of-home channels)
  • Analysis of the current customer structure
  • Development of a new customer segmentation model
  • Calculation of potential utilization per sales region
  • Capacity analysis and concept for developing potential customers
  • Calculation of sales potential based on the new market development strategy

Result

  • Share of top A customers: 5%
  • New customer potential: + 5,800 businesses/outlets
  • + 15% additional sales potential

Main focus

  • Increase market position and profitability
  • Analyzing & optimizing the current state

Your contact

Torsten Kiesslich

Board of Directors

UGW AG

References from the same area