Food, Beverage & Consumer Goods

Focus on Customer Segmentation & High Margin Products

Align to New Customer Preferences & Routes to Market

Food & beverage and consumer goods manufacturers and distributors have historically invested significantly in marketing and branding tactics to stimulate end-user demand. However, the sales and merchandising organizations responsible for executing channel strategies and product placement have not typically received the same support and investment.

As customer preferences shift, leading organizations must adjust their go-to-market strategies to invest in new physical and digital channels and make products available where and when customers want to purchase and consume them.

High-performing companies recognize the need to realign their go-to-market models and make the right investments to promote growth, using these approaches to achieve their business goals.

  • Balance growth expectations and resource deployment across traditional and new channels.
  • Evolve coverage models to match commercial resources to segments based on both customer needs and attractiveness to the organization.
  • Articulate a value proposition around sustainability while driving focus on product mix and high-margin items.
  • Drive collaboration and accountability between Sales and Merchandising.
  • Use compensation plans to foster a pay-for-performance culture.
  • Migrate from a volume-based to a growth-based performance mindset.

Are you evolving your commercial organization to address changing customer needs and preferences? Alexander Group can assist you in aligning your food & beverage and consumer goods go-to-market model with your commercial organization to achieve your strategic goals.

How We Help

  • Segmentation: Target the right opportunities with the right value proposition based on customer needs and preferences.
  • Marketing & demand generation blueprint: Evaluate current and new markets and areas of opportunity. Optimize marketing channels, mix and return.
  • Routes to market: Determine resources required to execute sales strategy for each route to market.
  • Revenue Operations: Invest in Revenue Operations to integrate Marketing, Sales and Service and drive commercial efficiency.
  • Sales compensation: Align Sales and Merchandising compensation and quota programs to motivate and achieve more aggressive business goals.
  • Actionable research & benchmarks: Provide current and relevant data, trends and benchmarks to help guide Sales, Marketing, Merchandising and Operations decisions.

Participate in Our Rresearch

Open Opportunities Briefing Offers

Upcoming Manufacturing and Distribution Events

  • Precision Pricing: Unlocking Profit to Outperform Competitors Series


    Session 3 | Cost-Plus Pricing: Stop Leaving Money on the Table

    Intuitively, using cost-plus to set pricing would allow organizations to keep pace with inflation and ensure long-term financial viability. Yet, more than half of B2B organizations failed to keep pace with inflation in this past year. In this webinar, Avy Punwasee of Revenue Management Labs and Kyle Uebelhor of Alexander Group will outline how using value-based pricing in place of cost-plus is essential to commercial success.

    Key Takeaways:
    – Cost-based pricing versus value-based pricing
    – Unlocking customer value and willingness to pay
    – Understand the competitive landscape and how that will impact pricing decisions
    – Determining the true financial value of your offering
    – Change management considerations when migrating to a value-based approach

    • Tuesday, December 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual

Sales Compensation Symposium

Reserve your spot at Alexander Group’s upcoming Sales Compensation Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices to support your sales reps as you look to set, measure and compensate success.

Practice Leadership

Research & Benchmarks

Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement