Competitive Intelligence showed how a major competitor was retaking market share

Competitive Intelligence showed how a major competitor was retaking market share. With this case study, we show how our services provided our client with an understanding of why they were no longer market number one.

You know-how

What was happening

Our mission

This is what we did

And this is what our client got

  • Provided a view on their competitor’s organisation
  • Structure
  • Numbers
  • Hierarchy
  • Reporting lines
  • Field/Promoters staff
  • Culture
  • Isolated their Strategy
  • Market
  • Product
  • Promotion
  • Retail
  • Channel
  • Training
  • Field
  • A defined the competitor’s service proposition (Retailer support, customer support, post-purchase contact approach). KPIs (Key measures of success, value and volume)
  • The competitor’s terms and margin structure offered to their retail partners
  • An understanding of its retail estate strategy:
  • Branded display and in-run
  • and store staff advocacy (Training, Incentives, Benefits etc.)
  • When compared to their competitor, their product had no noticeable benefit or features
  • Isolated the competitor’s key selling points
  • The key points driving Premium sales and their digital presence
  • The revelation that their mystery shopping agency was not going what they were claiming to do
  • A better understanding of why their competitor was taking business away from them. And the route to a counter-attack
  • Isolation of many reasons why they were losing in-store sales, but the critical one Pizza. Yes, Pizza. If the store sales teams sold more of their product than their competitors, they got Pizza. Our client used to offer incentives but stopped doing it.
  • A client amazed at how quickly we could turn around the project
  • A dilemma. One of the senior management had just authorised a contract extension to the same “mystery shopping” company. And the rest of the report highlighted poor management. We were congratulated, and the report was promptly swept under the carpet

And we can do the same for you

Competitive Intelligence showed how a major competitor was retaking market share

Image by Giwrgos Louvaris giwrgoslouvaris.gr

About Octopus Intelligence

We live in an uncertain, competitive and ever-shifting world. So it’s reassuring that we have your back and leave no rock unturned to answer the what and the how, the now and the next. We isolate problems, deliver answers and suggest the best way forward to grow. Using our real-world experience and best in class:

  • Competitive Strategy
  • Competitive Intelligence
  • Corporate Investigations

We offer a boutique feel with a big business capability and real global reach. We are trusted by brands, middle-market players, investors and start-up innovators.

We help you beat your competitors, increase revenue, protect equity investments, reduce uncertainty and risk with Competitive Intelligence & Due Diligence