Go to Market Excellence - Focus Areas
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Route to Consumer
- How is your Shopper Mission and Journey understanding being reflected in your Channel Strategies?
- Do your Customers activate your Channel Strategies consistently ?
- Is your online category share ahead of your Bricks and Mortar share?
- Are your Route to Market choices effective in securing availability and visibility targets?
- Do your Distribution Partners build your brands?
Grow System Value
- How successful have you been at growing your profitability over the last three years?
- Have you consistently grown Net Revenue faster than Trade spend?
- Do you have a robust Pack Price Architecture for your top Channels? Is it working well?
- Is your Mix optimised for Channels and the core Shopper Missions?
- Does your Promotional mix deliver a strong ROI aligned with Customer satisfaction?
Organisation & Skills
- Does your organisation work seamlessly across Sales and Marketing?
- Is there one set of "the truth" and aligned target setting?
- Is Strategic Planning an integrated effort between the Commercial Teams?
- Is the Annual Plan agile enough to capture unexpected opportunities and manage sudden challenges?
- Do your teams have the right skills for today and tomorrow?
Route to
Consumer
What we do
- Shopper Mission and Journey Insights Activation
- Channel Strategy Development and Activation
- Route to Market Strategy
- eCommerce and DTC
- Distributor Selection and Management
- Competitor Benchmarking
Enhance Value
What we do
- Profit Pool Analysis
- Competitor Benchmarking
- Value Growth Analysis
- Cause of change analysis
- Promotion Evaluation
- Mix optimisation
- Pack, Price Architecture
Org. & Skills
What we do
- Voice of the Customer
- Organisation alignment to Strategy
- Key Commercial process benchmarking and development, eg Commercial Planning
- Competency audit and gap identification
- Commercial Skills development through online and F2F Action-led learning workshops
