Context

A well-established sweets retail and manufacturing brand with a PAN-city presence was experiencing less than market growth in same-store sales. Despite a broad product portfolio and strong brand recall, profitability was inconsistent across outlets, some outlets even being loss making outlets. The client sought structured support to unlock revenue growth without relying on expansion or discount-led campaigns.

Approach

We focused on strengthening unit-level economics through pricing discipline, product rationalization, and sales force alignment. Our interventions were structured across three levers:

1. Channel-Wise Pricing Realignment

• Conducted a margin and positioning analysis across B2B, modern trade, and own retail outlets.

• Established a clear pricing structure aligned with channel role and customer expectations.

• Eliminated price confusion, improved perceived value, and protected margins.

  
  

2. SKU Performance & Product Strategy

• Conducted detailed SKU-level revenue and margin analysis across stores.

• Introduced new product formats (bundles, gifting packs) to improve average order value and shelf turnover.

  
  

3. Store Productivity & Incentivization

• Designed performance-linked incentive plans for frontline staff based on store sales, category focus, and upselling targets.

• Implemented weekly performance tracking and dashboards to drive visibility and accountability.

Results

• +22% Revenue Growth (YoY) 

• Enhanced store productivity, with frontline teams aligned to revenue objectives

  
  

Conclusion

For multi-outlet retail formats, growth is often constrained by store-level inefficiencies rather than market saturation. Through structured pricing, product portfolio optimization, and sales force alignment, significant revenue improvement was achieved within existing operations.