The Challenge
Market coverage was limited to just 4 retail banners, leaving significant revenue and share-of-shelf opportunity on the table. Expanding required building new relationships from scratch, understanding each retailer's unique category strategy, and proving value through consultative selling.
The Approach
- 1
Mapped the total addressable market to prioritize the highest-opportunity retail partners
- 2
Developed customized category insights and sell stories tailored to each retailer's shopper profile
- 3
Led joint business planning sessions to establish mutual growth targets and activation roadmaps
- 4
Built internal processes to support the operational complexity of servicing more retail partners
The Results
4 → 9
Retail Banners
125%
Coverage Increase
Significant
New Revenue
Expanded
Category Share
Reflection
"Expansion isn't just about getting into new doors — it's about being ready to deliver once you're there. The operational discipline to support 9 banners at the same standard as 4 was the real win."