Appliance Manufacturer Overcomes Channel Disruption with Strategic Account
Challenge: An appliance manufacturer faced disruption in its retail channel at the same time one of its retail partners was experiencing a share loss. The manufacturer needed to precisely understand the drivers for market share fluctuations to make informed decisions about its channel strategy.
Assessment: The project team analyzed nationwide share, pricing, sales and inventory data provided by the client. Using the data, the team built an inventory adjustment model and conducted a cause and effect analysis that showed perceived share loss had a number of different explanations, many of which were temporary effects.
Strategic Solution: Blue Canyon proposed that the share fluctuations and market disruption did not warrant an immediate change to the current channel strategy with this particular strategic account.
Results: The client is currently working to follow this advice and continues to negotiate with its retail partner to maintain its current channel strategy.