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
References from the same area
Digital marketing – strategy and planning
We will be happy to assist you in building your marketing strategy. From target definition to controlling, we develop a custom-fit solution step by step. You can learn more about our approach here.
DACH Brand Beverage Industry – Realignment of the Condition System
Complete restructuring of the condition system LEH – wholesale – outlet, taking into account and implementing the Europricing requirements. The aim was to force performance in the awarding of conditions.
Price & Conditions Management
Prices and conditions have the greatest influence on the earnings situation of companies compared to many other variables. Pricing policy decisions are particularly significant because they affect both the volume and a value component of sales. Thus, wrong decisions in setting the price can lead to serious profit losses.
Digital marketing – strategy and planning
We will be happy to assist you in building your marketing strategy. From target definition to controlling, we develop a custom-fit solution step by step. You can learn more about our approach here.
DACH Brand Beverage Industry – Realignment of the Condition System
Complete restructuring of the condition system LEH – wholesale – outlet, taking into account and implementing the Europricing requirements. The aim was to force performance in the awarding of conditions.
Price & Conditions Management
Prices and conditions have the greatest influence on the earnings situation of companies compared to many other variables. Pricing policy decisions are particularly significant because they affect both the volume and a value component of sales. Thus, wrong decisions in setting the price can lead to serious profit losses.