Route-to-market strategy in bottled water industry for major European producer in Germany
- Project status
- • Cancelled
- Project posted
- 15th March 2017
- Project duration (approx.)
- 6.0 Weeks
- Budget (approx.)
- €640 / day
- Level of Experience
- Senior
- Industry
- Consumer Goods , Management Consulting
- Area of expertise
- Analyst / Research , Procurement / Supply Chain , Product Development , Sales / Business Development , Strategy
- Required market experience
- Germany (Essential)
- Consultant location
- On-site
- Location
- Germany
- Languages
- English (Essential) , German (Essential)
Background & Objectives
Our client is a major bottler producer that is evaluating to invest into impulse consumption.
Impulse consumption is defined as an unplanned decision to buy and imminently (immediate or almost immediately) consume a beverage following a visual stimulus
Implies a high substitutability of products at the time of purchase
Impulse purchasing occurs in several channels
Most common ones are convenience & traditional stores, gas stations/ kiosks and vending machines but also in some others like the checkout area in hyper and supermarkets, small/express supermarkets and Horeca
The main objectives are:
1. Assess current development of Impulse Consumption and plans for the future
2. Assess capabilities to win in Impulse
3. Identify key areas for development
4. Size of the Prize of Impulse
5. RTM model to-be
Key deliverables
Key deliverable:
1. Assessment of current operations and RTM model
2. Definition of the winning/right assortment and picture of success per revenue pool/channel
3. Define the to-be RTM model including segmentation, outlet service model, outlet activation, correct sales organization
4. Produce a detailed business case to define business impact in terms of sales and margin
Consultant requirements
Experience in Route-to-market strategy in FMCG preferably in Germany and in the beverage industry