- Client
had no account sales data beyond order information
- Worked
with sales team to identify Walgreen’s-related key product strengths and
weaknesses
- Developed
hypothesis regarding product’s underperformance at Walgreen’s
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- Identified
inexpensive way to gather rough account information by conducting a store audito
- Created shelf audit survey
- Identified underutilized internal resource to
conduct store research
- Analyzed audit results
- Interviewed
industry experts to gain category insight and perspective on Walgreen’s
performance metrics
- Worked
with client’s senior management to identify opportunities for improved performance
and service at Walgreen’s which were within budget and aligned with marketing
objectives
- New packaging
- Shelf stocking and tagging support
- Created
selling story based on store
audit results, changes client was willing to make, and brand positioning developed as part of project
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Presentation
led to buyer’s agreement to bring product back in to Walgreen’s in the next
buying cycle. Annual business
worth $250K.
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