Client Challenge

Over the past 10 years, the client has outsourced the daily category and purchasing operations for “Fruit & Vegetables” to a partner. This category represents the client’s largest and most important segment, both in terms of concept and market impact.

  • The partner has managed pricing and central campaign activities with limited involvement from the client. The pricing and campaign strategy has also been unclear.
  • There has been a lack of documentation, frameworks, and process descriptions. In addition, there is a high degree of dependency on individuals, which poses a risk.
  • Order handling and claims are managed inconsistently, and clear processes for these areas are missing.

The client intends to establish a centralized agreement and pricing model, and to take greater ownership of the “Fruit & Vegetables” category — with the goal of managing it internally rather than outsourcing it. The new agreement will also be accompanied by organizational and process efficiency improvements.

Assignment

  • Map the current processes and organization related to Pricing & Campaigns, Internal Sales, and Key Account Management at the partner to build a deeper understanding and lay the foundation for the new organization.
  • Analyze how the client should manage the implications of the new agreement and organizational setup; and, together with the current-state mapping, provide recommendations.
  • Develop the concept for future campaign work and propose a revised campaign process.
  • Given the strategic importance of the category, the assignment required active engagement from multiple stakeholders including sales, procurement, and logistics managers.

Client Benefits

  • Reduced reliance on external supplier and strengthened internal control and ownership.
  • Greater transparency in ways of working and
    processes.
  • Improved risk management through reduced individual dependency and clearer processes.
  • Deeper understanding of what is required to achieve the goal of owning the “Fruit & Vegetables” category internally, and how the organization and processes can be optimized.
  • By gaining better control and ownership, the client was able to make faster decisions and run more targeted campaigns – ultimately
    leading to increased sales.
  • Improved end-to-end control and visibility across the entire value chain, from origin and supplier to the end customer.