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
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This included the structural adjustment and alignment of the system with the marketing objectives in the different categories and led to the development of a transparent planning and control basis.
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.
Market leader OTC / Health Care – Optimization of the condition system
Complete redesign of the pharmacy vs. wholesale condition system to reduce the volume of conditions, taking into account the sales strategy objectives in the condition system, as well as ensuring operationality for sales and transparency for sales intermediaries.
International cosmetics group – conditions and incentive system
This included the structural adjustment and alignment of the system with the marketing objectives in the different categories and led to the development of a transparent planning and control basis.