Case: Market Turnaround

Market Turnaround Plan for Global Food Company

The CEO of a $2B global food manufacturer needed a turnaround plan for his largest market.

The category was declining and the portfolio complex, with both branded and private label products. Our review identified two key issues: a handful of money-losing products dragging down the PnL; and several years of broad price erosion leading to significant marketing and innovation cuts.

The solution involved reinvention of the business model with a strong focus on strategic revenue management and a renewed productivity emphasis in the manufacturing environment. In addition, a reprioritization of the brand portfolio directed incremental investment where the business had a strong position in a growth segment, but low investment in recent years.  As a post-script to this case, the client recently shared their Q1 results following implementation of the turnaround plan – Revenue +9%, Profit +13% and share +22bp!  We love successful partnerships like this!

“The analysis and problem definition were both insightful and easy to understand. The team is clear and energize on their go-forward priorities. I got exactly what I hoped from this project and see opportunity to repeat the approach in other markets.”

“I really valued the insightful and collaborative approach. They worked with my senior team as they analysed, challenged and then actively helped build the recovery plan. Whilst we still have much to do, we know where we are going to generate quality of growth!”
Regional VP