Case studies // Scaling & mid-market businesses
Reducing dependence on general trade with new channels
Over 85% of sales came from one channel, leaving growth exposed and capped.
Illustrative example- A regional packaged-beverage brand
- Client
- Food & beverage
- Industry
- Growth Strategy
- Solution
- 9 weeks
- Duration
Results
- Share of revenue from one channel
- 85% → 64%
- New growth channels
- +2
- Annual revenue growth
- +21%
The challenge
The brand was strong in traditional retail in its home region but had limited presence in modern trade, e-commerce and quick commerce—where category growth was fastest.
Our approach
How we applied the GROW Framework — from data to decisions and measurable growth.
GGauge
Sized category growth by channel and region, and benchmarked the brand's share and pricing.
RReveal
Identified quick commerce and modern trade in three adjacent cities as the highest-return opportunities.
OOrchestrate
Created channel-specific pack, price and promotion strategies and a phased distribution plan.
WWin
Set channel-level targets and a weekly sell-out tracker.
More for scaling & mid-market businesses