Top beverage manufacturer

At a Glance

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.

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2 weeks

Real business impact

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5%

Net sales increase

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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 flavours, 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, Coca Cola 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.

 


 

Trax allows us to get instantaneous reads on the marketplace that has made us lift our game in customer service and provide our customer with a commercial outcome.

Chief Information Officer – Top Beverage Company

 

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.

Products used

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