Accelerating Profitable Revenue Growth for a Beverage Company
Client Situation
Our client was a major dairy company who had recently acquired a leading soymilk brand and wanted to rapidly increase incremental revenue and profit growth from the purchase. They needed an integrated growth strategy that would deepen market penetration and usage of the core soymilk business as well as extend the brand into attractive and appropriate new categories.
Demand Strategy Approach
The Cambridge Group developed a Demand Landscape that defined the opportunity areas for profitable growth. We used CDA to define the most compelling claims/messages to drive near-term brand growth and leveraged Safari optimization to develop a relevant and insulated Demand Value Proposition to guide the brand’s long term growth strategy, including their communication, messaging and innovation areas. We also identified and prioritized future brand category extension opportunities.
Results
- Significantly accelerated brand revenue and profit growth, increasing revenues by 120% and EBITDA by 200%
- Identified and launched a series of near term line extensions to accelerate core business growth, including large and single serving sizes, a "lite" version and new flavors
- Established pipeline of category expansion opportunities progressing through development and commercialization