Restarting growth for a regional foods brand stuck at the same revenue for three years
The team blamed competition and pricing, but the real growth barrier was elsewhere.
Growth case- A regional packaged-foods brand
- Client
- Packaged foods
- Industry
- Growth Acceleration
- Solution
- 10 weeks
- Duration
Results
- Annual revenue growth
- 1% → 14%
- Quick-commerce share of sales
- 2% → 9%
- Repeat rate in expansion states
- +40%
The challenge
Revenue had been flat for three years. Each year the business added distributors and raised trade spend, but growth did not follow. Leadership did not know whether the problem was the product, the price, the channels or the markets it was pushing into.
Our approach
How we applied the GROW Framework — from data to decisions and measurable growth.
Broke growth down into penetration, frequency, basket and distribution by state and channel, using distributor secondary sales, retail data and a household panel.
The home state was close to its penetration ceiling. Distribution gains in new states were leaking because repeat was low, with taste profiles and pack sizes not suited to local preferences. Modern trade and quick commerce were under-served, and urban young households were largely untapped.
Focused on three growth engines: localised variants for two adjacent states, the right packs and range for quick commerce and modern trade, and a repeat-driving core range. Spend was stopped in two low-return states.
Rolled out a monthly growth dashboard and distributor KPIs linked to repeat and throughput, not just loading.
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