Case Study: Total Store Planning

Case Study: Total Store Planning


Client Description

Global Convenience Retailer – Chinese Business


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


  • 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


  • 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


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