Customer Insights

Superior customer management helps our clients identify and capture growth opportunities, often in partnership with retailers. Leveraging our global footprint and our familiarity with all major consumer markets, we serve leading consumer goods companies on topics that include modern trade, fragmented trade, and revenue management. Working with leading consumer goods companies across regions and sectors, we help build and embed best-practice customer management capabilities in three principal areas:

Modern Trade

We help clients capture opportunities in modern trade topics that include channel and regional growth strategies, tailored key account management, in-store execution, and building a winning key account management organization. We do this through a deep understanding of global and regional customers and consumers, supported by a deep fact base of best practices collected through industry-wide benchmarking efforts globally.

Fragmented Trade

Dealing with hundreds of thousands of small independent retailers and food service outlets in every major consumer market requires specific skills and approaches that differ significantly from those employed in modern trade. We work with clients to identify growth opportunities, both in developed and emerging markets. To derive sustained benefits from such opportunities, we help clients address specific challenges in direct-store-delivery environments as well as in distributor-driven environments. We empower clients to leverage technology to win in distributed environments, and we bring lean tools to optimize cost-to-serve in direct-store-delivery systems. Our tools are tailored to specific market conditions to create clear competitive advantages. Applications include route-to-market setup optimization, highly granular prioritization of microterritories, continuous sales-force effectiveness improvement, and excellence in distributor management.

Big Data and Advanced Analytics

Consumer goods companies face increasing amounts of data, especially if they have access to transaction logs through syndicated data arrangements with retailers. This data can be a unique asset to generate value by way of more targeted product development, pricing, promotions, and marketing. Our analytical experts have the knowledge and the practical experience to work with disparate data sources, generate relevant insights, and derive a rich fact base to support key business decisions in the consumer goods industry.

 

Executive Leadership

 Mr. David Solomon

Mr. David Solomon

Strategic Due Diligence

The ability to capture, organize, and extract insights from data has become requisite in every industry and function. To help our clients move quickly from data to actionable insights, we embed our proprietary knowledge in a growing collection of digital tools, analytics, and services, which allows managers at all levels to independently exploit data to make better decisions on a daily basis.