Case Study: Manufacturer Category Leadership Platform

Client Description

US Foodservice Leader – Jams & Spreads


Company needed an insight-based go-to-market platform for use with key distributors that demonstrated category expertise and drove total category volume.


Create and deploy a comprehensive go-to-market plan that could be customized via collaboration with a distributors, considered the execution capabilities and constraints of the DSR and broker sale force, and was easily measurable.

TPG Approach

  • TPG worked with the client’s marketing and sales team to build a new “Insight Library” for both the consumer-facing front-of-house (foh) products and back-of house (boh) products
  • TPG developed a plan that included strategies around assortment by priority segment, operator targeting and segment-specific selling stories
  • It also included initiatives on best practices in foh merchandising, boh menuing recipes and online chef support


  • The new plan delivered a 15% increase in volume with the initial distributor partner
  • It also significantly improved distributor relationships and gained them recognition as the clear leader in that category