Case study · Private equity · Frozen foods
Growth Strategy and Size of Prize
Sized the distribution opportunity by market and retailer, and set where a fast-growing frozen brand should — and shouldn’t — expand.
Client
A private equity portfolio company (frozen foods)
Industry
Private equity · Frozen foods
Result
$27MM revenue growth
Capability
Analytic & Consulting Services
The situation
What the client was facing.
A recently acquired frozen-foods company had grown its main brand quickly through distribution gains and consumer demand — but mostly in a small set of primarily ethnic markets. Management wanted to prioritize distribution growth and needed to know how big the opportunity was.
Growth concentrated in a few markets
No view of the size of the distribution prize
Limited resources to spread across retailers
Our approach
How we got there.
Methods used
- 01
Built a size-of-prize model at market and retailer level
- 02
Evaluated three growth avenues: deeper penetration at core retailers, expansion at moderately penetrated retailers, and white-space retailers
- 03
Assessed markets with high, medium and low ethnic presence
- 04
Outlined the key elements of the growth strategy and the watch-outs
Value created
$27MM
revenue growth
Focus on high-ethnic-presence markets, with selective entry into moderate ones
Avoid markets where the largest competitor is strongly present
Consider a new product launch in select markets to gain share
Stop investing in declining items; back innovation and high-growth items
More client work
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Pricing Strategy
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