Client Impacts

Created Strategies in Systemically Declining Industry to Drive 10% Growth for Media Company

Capabilities
Retail & Consumer Packaged Goods

Challenge

A media company with 200+ local and national newspapers was experiencing a 20% per year decline in single copy sales.

The company needed help to identify creative strategies and leverage existing strengths to stem unit declines.

Approach

  • Quantified the revenue improvement required to stem the identified gap
  • Analyzed existing customer base, identifying importance of maintaining relationships with top customers who account for 90% of revenue
  • Interviewed retailers to identify newspaper value proposition, resolvable issues, relationship depth, and opportunities to stem declines
  • Identified conquest categories and customers to expand based on previous success and geographic similarities

Results

I.

Identified 4 unique business cases to increase revenue by 10% and created model for team to leverage on an ongoing basis

II.

Recommended organizational changes to improve go to market approach and strategic execution of initiatives

III.

Created new client support approach allowing sales reps to focus on key accounts and develop in-market expertise, leveraging offshore team for rote customer service needs

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