Spotlight on
Revenue Growth Management (RGM).
Client problem
Declining margins and net sales per KG. RGM focus on the short term, tactical, inflation-led price increases to protect margin, with little consideration to equity-led strategic pricing opportunities.
Approach
Building a pricing excellence programme attended by the Country General Managers, and 30 RGM leaders for 13 European countries.
Solution
Stakeholder interviews to understand country differences, followed by virtual workshops and offline team working sessions, solving a real business challenge on inflation and equity-led price increase opportunities.
Outcomes
Country specific action plans to apply learnings locally.
One, two and four monthly reviews put in place to track progress.
Increased confidence in identifying and executing equity-led pricing opportunities.
