Client Description

A leading global Dairy and Food Manufacturer.

Background

Manufacturer was seeking solutions to deliver operational excellence, category sales growth and innovative new merchandising programs. Manufacturer was slow to market in key new consumer preferred segments and not regarded as the category thought leader. The category was under sever pressure from other categories within the dairy aisle seeking expansion in space and assortment.

Objectives

Manufacturer was seeking solutions to deliver operational excellence, category sales growth and innovative new merchandising programs. Manufacturer was slow to market in key new consumer preferred segments and not regarded as the category thought leader. The category was under sever pressure from other categories within the dairy aisle seeking expansion in space and assortment.

TPG Approach

Using TPG’s proprietary Category Leadership Program approach a go-to-market platform was developed and implemented for four retail channels and leading retailers. Research and shopper insights revealed shopper confusion and high levels of frustration driven by high out-of-stock levels . Additional research led to insights that identified unmet consumer needs within the category. TPG led multi-functional teams to identify key manufacturing and operational changes that would benefit the retailer, shopper and manufacturer.

Impact/Results

A new category vision was developed to double category consumption in the US over a five year period. Manufacturer is now aggressively leveraging this new strategic go-to-market platform across all channels of trade with great success. New initiatives resulted in innovative concepts for operational excellence, (including new shelf design and retail-ready case packs) shoppability and new occasion-based merchandising programs, creating in-store excitement and sales growth.