Sales and Commercial Transformation

Price, promo, and mix decisions require a new level of differentiation—focused on unique data sets, tailored analytical techniques, and cross-channel considerations.

Our team can help you:

• Develop more granular, localized, and targeted recommendations across price, promo, and product.
• Adopt models that synthesize historical data, innovative third-party data sets, shopper insights, and market trends to generate highly accurate forecasts.
• Create shared data and insights platforms to more effectively co-create commercial plans alongside retail partners.

CPGs need to stay ahead of increasingly robust retailer data and insights—which includes developing unique category knowledge, proactive innovation, product co-creation, and compelling brand storytelling.

Our team can help you:

• Establish advanced capabilities associated with data, automation, and AI to gain deeper category, shopper, and retailer insights.
• Utilize predictive signals to detect purchase behavior and forecast near- and long-term trends.
• Understand motivations and defining characteristics of retail shoppers to deliver co-created innovation.

Channel proliferation, declining store traffic, and margin pressure will require CPGs to reexamine their traditional route-to-market.

Our team can help you:

• Optimize use of all available route-to-market options to align channel strategy with product roles, shopper occasions, and service expectations.
• Equip sales, partners, and retailers with integrated data to align on priority actions.
• Collaborate with retailers to enhance traceability and reduce waste, fulfilling sustainability promises and consumer outcomes.

CPG planning efforts will need to incorporate fragmented purchasing options, the ongoing rise of cross-channel shopping, and the ability to better share and coordinate across the value chain.

Our team can help you:

• Design and implement a cross-channel strategy, focused on areas of synergy and responsive to consumer shopping behavior.
• Collaborate across the value chain to enhance visibility and inventory forecasting to ensure “right product, right place”.
• Leverage distinct data sets to drive personalized experiences, predict purchase intent, and orchestrate demand across channels.

New sources of revenue, diverse channels, and shifting retail P&L will require new skills, metrics of success, and cross-functional coordination across CPG commercial teams.

Our team can help you:

• Automate low-value-add sales and commercial processes to free resource time and increase focus on customer-oriented activities.
• Implement a cross-functional, omnichannel organizational structure.
• Establish comprehensive training programs focused on future-forward skills.