Client
Leading CPG Company

Client Challenges 

• Company needed category management training on convenience store retailer expectations for a large cigarette / Other Tobacco Products (OTP) sales organization
• Company desired to better understand competitive and consumer trends in the discount, drug, grocery and dollar store channels

Solutions Delivered

• Conducted category manager interviews
• Benchmarked against other sales organizations – benchmarking and presentation on c-store retailer’s expectations for a large cigarette/OTP manufacturer’s sales organization
• Extensive secondary research on competitive and consumer trends in the discount, drug, grocery and dollar store channels

Business Impact

• Sales organization better positioned as a supplier partner to add value to c-store retailers
• Competitive and consumer trends helped create a future-focused approach for the sales organization
• Better positioned Client as a thought leader with retailers
• Anticipated CVS Pharmacy’s abdication of the tobacco category