Top Beverage Manufacturer
Trax helped a top beverage manufacturer reassess its GTM strategy and grow market share
The results of using Trax were seen in just two weeks. Headquartered in Australia, this company is one of the largest bottlers and distributors of non-alcoholic and alcoholic ready-to-drink beverages in the Asia-Pacific region.
2 weeks
Real business impact
Net sales increase
0
%
Accurate
SKU-level insights
The Challenge
The beverage manufacturer was the market leader within the iced tea category with a product penetration rate 15% higher than its closest competitor. However, Trax data revealed that the brand’s share-of-shelf was 4% less than its main competitor. The client sought to determine the reasons for lower share-of-shelf.
The Results
Trax analysis discovered that the client’s competitor had a larger number of flavor profiles compared to its own brands.
Realigned GTM Strategy
To leverage the propensity of shoppers to try more flavors, the client developed a promotional ‘buy 5, get 1 free’ offer. Trax competitive insights showed the regions and the exact stores that needed most attention. With store-level insights, the brand extended its range in the right stores.
Increased sales
The client’s focus on key regions resulted in a 5% uptick in sales in just 2-weeks.
"We’ve seen a huge improvement in our execution AND the quality of the data and insights that we can get since introducing Trax."
The Bottom Line
The manufacturer realigned its go-to-market strategy and grew market share. Trax insights enabled the company to identify upsell opportunities, provide qualified leads to sales representatives and maximize all channel sales.
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