Revenue Growth Management (RGM)
Comprehensive 4-Step Analytical Framework – moving from “I think” to “I know.” MRA implements a robust, data-driven framework to identify growth opportunities and inform strategic direction using advanced mathematical and statistical techniques. By combining growth decomposition, PPA, and price/promo under a unified framework, we create a powerful foundation to unlock incremental growth, optimize portfolio performance, and establish a springboard for sustained, profitable growth in an ever-evolving market.
1. Growth Decomposition
Identify growth priorities through algorithmic decomposition of Category, Manufacturer, and Brand performance (Sales & Price Variation)
Strategic Implication
Ground strategies towards a healthy growth algorithm:
A healthy price trajectory (including mix)
Balanced Sales algorithm across price, volume and mix
2. Strategic Pricing Analytics
Develop and optimize pricing strategy by balancing consumer, customer, and commercialization realities
Strategic Implication
Make the right pricing decisions, considering:
- Pricing Power
- Price Elasticity
- Competitive Context and macro-environment
3. PPA Landscape & Opportunities
Accelerate portfolio growth by mapping category segmentation and identifying gaps in PPA
Strategic Implication
Develop a long-term PPA strategy by:
- Consumer/Shopper-first assessment
Anchoring packs to the right price and size, across channels
Building an innovation pipeline with incremental, margin-accretive plays
4. Promo Analytics
Maximize promotional uplift and ROI by focusing on fundamental promo performance drivers
Strategic Implication
Make the most of trade spend with customer plans that:
Increase lift
Reduce subsidization
Drive profitable trade spend (ROI)