The world’s largest beverage company got quick wins at the store level through a holistic commercial strategy for a country in the Central Asian Market. Here’s how it happened.
01. Business Challenge
A global beverage company was facing a predicament with its businesses and was witnessing a sign of slowing growth on the horizon. The client wanted:
- An approach that could help them better utilize the existing data sources
- To identify short-term quick wins that can be achieved at the store level. To gain a competitive edge through smart commercial strategy and drive execution excellence.
02. Approach
Decision Point’s customer experts and data analysts discussed the business objectives with the client to develop a robust approach outlined in the following 3-step process.
Our analytics solutions involved:
- Clustering ML techniques applied at the provincial level
- Treatment of outliers based on factor such as low sample size
- The PITA Framework assisted with decomposing sales growth
- Retail Store Analytics to help shed light on customers behaviors
03. Impact
The Global Beverage Company implemented the recommendations of the advanced analytics model delivered by Decision Point experts and was able to:
- Introduce differential pricing for regional markets
- Identify opportunities for launching packs across different categories
- Make targeted interventions based on insights from the segmentation of growth-based customers
Key Highlights
- Holistic strategy formulation
- Share gain opportunities
- PITA framework
