Digital transformation case study

Performance analyzer: making real-time decisions to drive sales and profits

A PwC Product

 

Transforming trade spend to help drive $100M improvement in profits

 

Client – A leading packaged foods company
Our Role – Driven by the implementation of PwC’s Performance Analyzer, a packaged foods.
Industry – Consumer markets
Services – Service Excellence, Digital

 

Situation:

Our client, a leading packaged foods company, was doing their own post-event analysis. They were working with a spreadsheet-on-steroids-type solution, but it was not scalable. Eighty percent of their time was spent getting the data integrated and cleansed to the point that they could actually look at it, and only 20% of their time was spent on driving insights.

When their new CEO adopted a zero loss mindset with the goal to drive $100M+ in profit improvement from its trade spend, they knew they had to change.

“Trade promotion was a key area to drive profitable growth.”

Director of Trade Analytics, Packaged Food Company

Solution:

Before we started any of the systems work, we helped our client perform manual analytics work to identify opportunities and zero in on how ROI should be calculated. We then implemented PwC’s Performance Analyzer analytics platform, enabling our client to analyze the events they ran in the past, identify which were working, which weren’t, and most importantly - why.

Driven by the implementation of Performance Analyzer, our client transformed their processes to manage and drive efficiency from trade spend. This encompassed everything from their way of working to their metrics and analytics, to the systems and tools that support and enable those processes.

“We brought trade professionals with a true strategy-through-execution practitioner solution skillset.”

Penny Boswell, Principal, PwC US

“Instead of spending 80% of our time getting the data ready, we’re now spending 80% actually driving insights.”

Head of Revenue Management,Packaged Food Company


 

Results:

$50M of our client’s $100M profit improvement goal from trade was realized in just one year.

80% of our client’s time is spent on driving insights, up from just 20% before Performance Analyzer implementation.

Contact us

Reggie Walker

Reggie Walker

Partner, Global Salesforce Alliance and Competency Leader, PwC US