Helping our client grow sales cost effectively in the Licensed sector

Our client is a large player in a premium sector with a strong regional bias. Although a significant size organisation, both personnel and financial resources are limited in the wholesale division and it is vital that this is utilised to maximise return and profitability.

Analysis

TWC analysed current sales and performance against a number of measures in a scorecard format. This demonstrated the key depots where sales had to be maintained come what may, and also those development ones where the brands had the best chance of success.

Result

TWC developed a monitor for the existing key depots with a monthly check to ensure they were on track and an alert when there was a sales decline. Depot packs were put together to support the salesforce in developing the targeted outlets – demonstrating why the products would sell. Sales are now ahead of category growth in all the analysed accounts.