The client (a global retailer) had identified that there was an opportunity to improve performance if it embedded a category approach, to its ways of working

The client was concerned that there was a lack of understanding and appreciation across the Category and Shopper functions, leading to a silo mentality and actions not being integrated

The client needed to identify growth platforms for the business and create a compelling story to increase their influence with their customers

To help the client embed category management principles and a category planning process, for its UK based business (demand and supply)

To help the regional organisation transform its effectiveness by creating a set of capabilities to be used to review the organisations’ Shopper Marketing and Category Development competency

To work with a cross functional client team to develop an engaging and actionable Category Vision and Strategy. This work to be replicated across a defined set of business units. To identify Category Growth Drivers, create an overall Vision statement, identify behaviour changes, identify strategies and broad tactics

The retailer identified a pilot category and lead supplier. Big River Solutions created a category planning process and supporting materials. This included a simple set of templates which we then briefed the retailer and supplier to complete. We conducted interviews with key personnel and stakeholders in both the retailer and supplier to assess the current position and help define the opportunity. Workshops were created, delivered and facilitated by Big River Solutions, during which category management principles were trained and the category plan created for one business area

We created a diagnostic tool – visited each market and held interviews with key stakeholders and personnel to review existing outputs. The diagnostic tool was populated based on findings and review created. Key areas for development were identified and a transformation roadmap developed. Training was designed, piloted and codified. Supporting technology and data solutions were identified that would contribute to a successful outcome

The project was delivered through a combination of off-line work and co-creation workshops In addition, we ran co-creation workshops with customers, to allow our client and their customers to align behind key growth opportunities and create strategies and tactics to deliver

Enhanced collaboration between the retailer and supplier

Category growth in the retailer

Value and share gain for the retailer and supplier

Improved output and team impact through new ‘ways of working’

One team talking a common language

Step-change in commercial results

Repositioned supplier with customers as thought leaders

Buy in achieved of the Category Vision from customers which led to improved uptake of initiatives

Distribution gains were made

NPD was launched successfully and distribution targets hit

The client (a global retailer) had identified the need to review internal existing processes to improve efficiency and outcomes

The client had identified that they needed a business vision to enable a cohesive and easily understood view of what they wanted to achieve

The client had received substantial feedback from their customers that they wanted to fully explore and develop plans to address

To understand the existing processes, how well they were working and identify areas for improvement

To develop a corporate vision, strategies and tactics

To understand and prioritise actions that could be undertaken

Big River Solutions carried out numerous interviews with key internal stakeholders to understand their view of the existing process, as well as gather any thoughts on areas to develop. We then collated all feedback, added our expertise and identified areas that could be quick wins, as well as areas that would need systems development and process creation

Big River Solutions created and facilitated a series of workshops at which the delegates created a corporate vision, identified the strategies that they would undertake and the tactics required to deliver the strategies

Big River Solutions ran a series of workshops to identify all of the potential actions available, which ones should be the priority and how to implement the actions

One approach across the business to commercial processes

Improved alignment on decision making

Commercial benefits achieved

Clarity around corporate initiatives

One aligned view of strategies and actions

Actions aligned to corporate goals

Improved results in following years benchmarking exercise

The client had was aware that their capabilities were not consistent across all of their markets and that they did not have a consistent approach to instore execution

The client had was keen to understand the breadth of data / research that they had available to them compared to that that was available

The client had identified that there were opportunities to improve business and personal effectiveness by developing their Commercial Strategy Team

To improve category development capabilities by developing best in class training and developing global merchandising principles

To audit current data / insight / research and to identify any key gaps

To review the teams current strengths and weaknesses and identify how to bridge any performance gaps

Merchandising principles were developed by gathering best practice and the clients existing research. Training was then developed to elevate skills and train on the global merchandising principles. A pre workshop e-learning module was created to share some basic language with the delegates. We ran the pilot workshop and finalised all materials

Big River Solutions gathered sample reports / data that the client currently had access to. Interviewed key stakeholders to understand perceived gaps and benefits if those gaps were closed

A capability diagnostic tool was created, and key stakeholders asked to complete it. We consolidated the output and identified key areas for development. Two workshops were developed and facilitated, one for team leads and one for all members of the team, at which we co-created a capability road map to take them from good to great

Aligned look and feel to fixture execution

Improved shopper metrics

Commercial benefits

Execution of insight based shopper marketing programmes

Enhanced shopper metrics due to greater understanding

A clear development framework delivering commercial benefit

Increased motivation and team work