Case Study: Total Store Planning

Client Description

Global Convenience Retailer – Chinese Business

Background

• The Retailer was struggling to deliver a coordinated offering across its c20 categories in two highly competitive regions leading to disappointing growth levels

Objective

• To deliver a differentiated ‘Total Store’ plan to set direction for store portfolio and individual category plans in a way that would give shoppers a reason to shop at the retailer

TPG Approach

• TPG constructed a two part programme to both train and then facilitate application of a ‘Total Store’ planning approach across the two regional divisions in parallel
• The team led the client through a step-by-step process that:
  • clarified the client’s important target shoppers
  • refined the category portfolio and roles
  • set ‘total store’ targets and strategies
  • set direction for store layout, look & feel
  • developed an implementation plan

Impact/Results

• The result was a ‘Total Store’ plan for each regional division that dramatically clarified direction for their category management and operations teams
• Identifying 4 new categories to enter and 2 to exit, it resulted in a significant revision to store layout and ultimately delivered double-digit acceleration to growth