situation
our approach
impact
Clients were a leading European FMCG vendor and a leading European retailers
FMCG vendor and retailer contributing majorly to each other's revenue, however relationship challenged by annual negotiations and characterized by some inefficiencies
Our clients asked Oliver Wyman to identify potential areas for improvements to drive sales, time to market and efficiency between FMCG and retailer
Conducted comprehensive diagnostics phase, including 50+ individual interviews and data analyses
Discussed, defined and prioritized measures of optimization in close dialogue with both clients' experts – ca. 15 concrete measures targeting sales growth, reducing time-to-market and supply chain optimization
Piloted several of the measures as proof of concept and prepared implementation/roll-out beyond project duration
Identified measures (in pilot categories only) amounted to top-line potential of ca. 10 MN USD
Developed traditional supplier-retailer-relationship to collaboration/partnership, incl. more trustful interaction and "we"-orientation
Installed several platforms for close exchange on key topics between supplier and retailer to ensure sustainable continuation beyond project duration
PMO-Tool for continued measurement of success
