At a Glance
Headquartered in Australia, this company is one of the largest bottlers and distributors of non-alcoholic and alcoholic ready-to-drink beverages in the Asia-Pacific region.
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2 weeksReal business impact
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5%Net sales increase
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AccurateSKU-level insights
Product used:
The Challenge
The beverage manufacturer was the market leader within the iced tea category with a product penetration rate 15% higher than its closest competitor. However, Trax data revealed that the brand’s share-of-shelf was 4% less than its main competitor. The client sought to determine the reasons for lower share-of-shelf.
The Results
Trax analysis discovered that the client's competitor had a larger number of flavor profiles compared to its own brands.
Realigned GTM Strategy
To leverage the propensity of shoppers to try more flavours, the client developed a promotional ‘buy 5, get 1 free’ offer. Trax competitive insights showed the regions and the exact stores that needed most attention. With store-level insights, Coca Cola extended its range in the right stores.
Increased sales
The client’s focus on key regions resulted in a 5% uptick in sales in just 2 weeks.
The Bottom Line
The manufacturer realigned its go-to-market strategy and grew market share. Trax insights enabled the company to identify upsell opportunities, provide qualified leads to sales representatives and maximize all channel sales.
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Actionable insights
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Expanded assortment
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Increased sales
Trax allows us to get instantaneous reads on the marketplace that has made us lift our game in customer service and provide our customer with a commercial outcome.
CHIEF INFORMATION OFFICER – TOP BEVERAGE COMPANY