Client
Frozen Food company
Industry
FMCG
Primary Goal
Revenue growth management (RGM)
MAKE PRICING PAY
Achieving sustainable growth
Achieving sustainable revenue growth is a challenging goal for fast-moving consumer goods (FMCG) businesses. Profit margins can be tight, so pricing has to be right for every market and product brand.
For a UK-headquartered European frozen food company, we helped implement a a new revenue growth management (RGM) tool to improve key decision-making across multiple markets and boost profits.
6.1% CAGR in gross margin
in two years (2023 and 2024)
190 basis points
of improvement in gross margin
- Before
- During
- After
MAKE GLOBAL YOUR LOCAL
Bringing consistency into commercial decision-making
The business operates across 22 Europea markets and its revenue management practices varied significantly between each one market. Teams relied heavily on Excel models and manually assembled data, interpreting playbooks in different ways and working with inconsistent definitions and assumptions. The teams lacked consistent and continuous access to timely data and insights, resulting in ad hoc decision-making and duplication of effort.
The client was facing significant risk of margin erosion in a high-cost environment, which with inconsistent price and promotional strategies across markets, could result in a failure to realise value.
MAKE TRANSFORMATION HAPPEN
Building a roadmap for growth
Combining our market expertise with senior stakeholders, we delivered a comprehensive maturity assessment of the client’s current operation. This assessment looked across the client’s markets, functions and leadership levels, benchmarking performance and highlighting where weaknesses were limiting commercial impact.
From this, we developed a structured three-year roadmap to implement an integrated RGM capability. This capability combined advanced analytics, standardised playbooks, governance mechanisms and targeted capability building.
MAKE GROWTH INEVITABLE
Removing fragmentation and driving revenue growth
Within 15 months, the new platform was live across 12 markets. We had replaced fragmented spreadsheets with a single source of commercial truth. The RGM Analytics Hub contains nearly 100 integrated analytical views spanning pricing, promotions, pack architecture, mix optimisationand trade investment.
The platform also supports the client’s structured playbooks, which allow the firm to understand and implement optimal price increases, promotional strategies, pack changes and retailer negotiations.
As a result, the client saw an increase in profits during a period of significant cost pressures and established a scalable commercial engine ready for further evolution, including AI-enabled analytics.
How we’re making the difference
We helped develop and implement a new RGM platform to fundamentally reshape how pricing, promotions and trade investment decisions are made across the organisation.
This future-ready platform replaces its fragmented local analysis with harmonised, standardised methodologies, providing the client not only with a profit increase, but confidence and resilience against a backdrop of cost inflation and supply chain volatility.
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