Case Study: Ecommerce Joint Business Planning Drive Sales

Ecommerce Joint Business Planning Drive Sales


Client Description

  • US Consumer Packaged Goods Manufacturer
  • Leading  Ecommerce Retailer


  • Opportunity to grow sales in ecommerce for the CPG manufacturer
  • Fast growing category has even more potential for key retailer
  • Both parties must work together to capture the opportunity due to strength of both retailer and manufacturer


  • Share insights and key findings about growth opportunities , consumer/shopper, sales trends and supply chain.
  • Develop common strategies and initiatives with clear action plans and investments.

TPG Approach

  • Developed a joint planning process specifically for the ecommerce opportunity
  • Provided financial models to help both sides understand profitability issues and supply chain costs
  • Conducted online shopalong studies with shoppers to unlock key barriers and triggers to purchase online
  • Worked with manufacturer and retailer to share category insights about consumption, segments driving growth and opportunity for innovation
  • Reviewed prior marketing events (digital) for ROI and provided recommendations of better investments with input from retailer
  • Developed and achieved agreement on the joint business plan, scorecard and key initiatives


  • Improved product assortment
  • Triple digit sales growth versus trend
  • Improved ROI on marketing
  • Custom pack products that are optimized for supply chain
  • Other strategic projects  that spun off the core project


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