Case Study 1

Local country division of a global FMCG leader

Challenge

Prolonged period of low growth
Declining market share due to aggressive competition
Eroding profitability from inflation and weak price increases
Under-performing promotions and stagnant field execution

Approach

We initiated a full business reset and built a 3-year growth plan from scratch.
We addressed all growth drivers—assortment, pricing, value chain optimization, promotional mechanics, and field operations.
A double-digit price increase was planned and executed in year 2, supported by strong customer rationale.
Field execution and promotions were redesigned using deep data analysis and a new coverage model.

Impact

Growth accelerated from low single digits to high double digits in year one
Business tripled by year three
Promotional uplift increased, reclaiming market share
Margin improved through successful price increases
Field execution strengthened with a clear playbook and focus

Case Study 2

HQ of a global FMCG company

Challenge

Heavy financial pressure from retail partners during year-end negotiations
Profitability being eroded by increasingly aggressive demands
Lack of a unified, forward-looking negotiation strategy across the organisation

Approach
We developed a strategic negotiation framework focused on strengthening conditionality and protecting profitability.
Through cross-functional workshops, we aligned teams on a new mindset and equipped them with practical tools.
We provided daily coaching to Global Key Account Managers — including role plays, live feedback, and individual deal preparation — ensuring consistency and confidence during negotiations.

Impact

Negotiations shifted from reactive to strategic, increasing ownership and clarity
Improved ROI by securing stronger conditionality and more targeted sales drivers
Reduced trade spend while protecting topline growth

Case Study 3

Startup launching a Barista tools brand

Challenge

Needed to define a compelling and differentiated brand identity from scratch
Founders lacked a unified framework to articulate what the brand stands for

Approach
We facilitated a 3-day immersive brand workshop with the founders, guiding them through our full brand-building methodology.
Together, we defined their Brand Belief & Vision, Brand Purpose, Value Laddering, and Brand Essence, translating intuition into a clear strategic framework.

Impact

Delivered a powerful and complete Brand Playbook
Captured the founders’ DNA and long-term vision
Established the strategic foundation for all future branding, design, and communication work

Case Study 4

Beverage startup entering multiple European markets

Challenge

Strong product idea, but no experience in FMCG or retail go-to-market
Needed a clear, scalable commercial and distribution strategy

Approach
We built a full commercial and distribution plan from the ground up, including:
Conceptual Sell & Brand Strategy, Product Portfolio & Architecture, In-Store Activation, Route-to-Market design, Proof-of-Concept Business Case, and a 5-market Business Plan with local P&Ls and a complete company blueprint.

Impact

Founders received a full business & execution roadmap
Gained the clarity and confidence to launch across markets
Strong alignment for investors, distributors and retail partners

Case Study 5

Country division of a global FMCG company

Challenge

Newly appointed Sales Director with strong potential
Needed support to build confidence, capability, and leadership impact

Approach
We undertook a 6-month executive coaching mandate, blending strategic mentoring with operational guidance.
We created a structured space for decision-making, built core commercial capabilities, and supported the development of the annual business plan.

Impact

Sales Director integrated successfully within 3 months
Built strong leadership foundations and long-term confidence
Became a valuable and sustained asset to the organization