Emerging Business Opportunities for F&B and Grocery

Case Study

Identifying USD 600MM Worth Emerging Business Opportunities
for F&B and Grocery

Business Objective

F&B manufacturers and grocery retailers are constantly having to adapt their brand portfolios, assortments and even corporate strategy to be in tune with the consumption trends of both pre-and-post-millennial consumers. This means:
– Being able to pick out the winners from a large pool of emerging product claims or flavors
– Act on immediately implementable changes driven by granular insights at brand/item x retailer-region/store level (distribution, assortment changes, promotion support)
– Make strategic interventions in sourcing, manufacturing, supply chain, or through M&A activities


  • There is not just one source of data that could give all insights required for such transformation.
  • Even if relevant sources and data partners are identified, defining a structured path from data to insights is not easy due to multiple constraints (least of which is blending the sources).

Solution Methodology

  • Derive insights through structured analyses around 3 key pillars
    • Forward-looking consumer insights from internal and external sources
    • Product launches, growth trends including path and pace of evolution
    • Sales data from syndicated/point of sales sources
  • Identify winners ahead of time from the many product innovations (claims, flavors, etc.)
  • Size the prize through forecasting methods as well as industry research
    Where current portfolio has relevant offerings, provide precise & granular action recommendations (distribution, assortment, pricing& promotion changes)
  • Where current portfolio has gaps, identify NPI/M&A opportunities
  • Build intuitive visual outputs for use in corporate strategy and revenue management discussion

Business Impact

  • Through these approaches, business opportunities worth USD 350 – 600 million have been identified and validated with analytics and business teams of multiple F&B brands operating in multiple foods, beverages and snacking categories
  • Backed up recommendations with specific actions to take and investments to make to realize opportunities
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