Case study

Re-design of sales and distribution strategy for an FMCG company

Situation

An FMCG company engaged a consultancy to re-design its sales and distribution strategy in a new market and business situation. Delivery Partners assisted the consultancy with market and competitor analysis.

Our work

  • Analyzed competitor groups
  • Assessed the company’s capabilities and market position (product portfolio, current sales and distribution organization, terms and conditions)
  • Performed wholesale and retail market segmentation and analysis
  • Conducted strategic scenario analysis

Results

  • Knowledge and understanding of competitor operations, sales and distribution strategies
  • Assessment of company’s market position
  • Scenarios of future competitor sales and distribution