Unmatched Data Volume
Complicated data requires cleansing and harmonizing to enable truly actionable insights. Our team synthesizes extensive datasets to generate custom baselines, ensuring accurate promo effectiveness measurement for true ROI.
REVENUE GROWTH MANAGEMENT
Maximize profitability and achieve sustainable revenue growth
Acosta’s team of Revenue Growth Management (RGM) trailblazers deliver a one-stop solution to accelerate strategic growth, powered by data analytics.
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SERVICES
Strengthen your competitive edge with dynamic RGM tools
Balancing revenue and profit is key to sustainable growth. Our best-in-class tools and services empower brands to make informed decisions that optimize both. Acosta’s proprietary RGM strategy suite cleanses and harmonizes intricate data sets, making your data work harder for you. We customize data views based on your unique business and competitive set. Paired with expert guidance from leaders with unrivaled technical depth, we help you elevate your market position and deliver a tangible return on investment.
Pricing
Optimize pricing with a holistic approach, including impact simulations, elasticity analyses, pricing gap assessments, market structure evaluations and consultations on price pack architecture.
Promotion Effectiveness
Evaluate promotional strategies comprehensively with event-level ROI analysis, consumer research, impact simulations and deep dives into trade promotions.
Trade Architecture
Analyze and structure trade spend, promotions, and pricing strategies based on customer segmentation to align with business goals and market dynamics.
Willingness to Pay Research
Determine optimal price points and thresholds through consumer research, which collects shopper feedback on the amount they are willing to pay for a product.
Mix Management
Assess mix impact on trade rates, KPIs and profitability. A full portfolio review identifies items to prune or those that can accelerate profit growth by closing velocity or distribution gaps. Empower sales teams with tailored tools for retailer discussions.
Assortment
Optimize assortment through a consumer-centric review of innovation with an RGM-focused lens.
Approach
Elevate margin performance while meeting shopper needs
An integrated approach to revenue growth management combining consumer research, advanced analytics and deep expertise to transform your pursuit of profitable growth.
Moving With Confidence
Our strategists guide retailer discussions by equipping sales teams with consumer insights, optimal promo and base price points, trade effectiveness, and recommendations for the future.
Freeing You to Act
With more than two decades of mastery earned by leading RGM efforts across top CPG companies, we offer unrivaled strategic guidance, intricate customization and harmonization of datasets.
“I’m truly impressed with the expertise, talent and capabilities of the business intelligence team, along with the depth of tools available to drive actionable insights. The number one question we hear from brands is, “How can we become more profitable?” Our continued investment in revenue growth management is just one example of how we transform to meet the needs of the marketplace.”
Revenue Growth Management FAQs
Explore Acosta’s Revenue Growth Management services with these frequently asked questions.
What is RGM?
Revenue Growth Management (RGM) is a strategic planning and execution approach enabled by analytics. It focuses on execution and leverages all revenue management levers in pursuit of revenue and profit growth. The five vital levers of RGM are pricing, promotion effectiveness, trade architecture, mix management, and assortment.
Why is RGM important?
The traditional assumptions that drove sales and profits in retailing and consumer product goods (CPG) are out of step in today’s disrupted marketplace. Gone are the days when tried-and-true anniversary promos and legacy price-taking and merchandising strategies were surefire go-tos.
- Inflation significantly impacts profitability.
- Running a business is more complex than ever, with omnichannel, demand planning, and HR requiring more holistic and sophisticated capabilities.
- Balancing revenue and profit is essential, as profit fuels future revenue growth.
- Retailers are demanding higher investments and resources from manufacturers.
- Price, trade and mix are interdependent; each can significantly impact the others.
Isn’t RGM just price increases?
No, RGM is more collaborative, comprehensive and omnichannel. It builds near-term value and charts a path forward. A strong, well-rounded RGM strategy aims to improve profitable growth through promotional efficiency, ROI analysis, profitable mix analysis, trade architecture design and pricing optimization. When done right, these tactics work together to balance shopper expectations, economic pressures and sustainable business growth. RGM requires cross-functional collaboration and drives an organizational culture change.
How can you help us implement RGM?
Often brands want to invest in RGM but aren’t sure where to begin. Implementing RGM can be a manageable, multi-year journey with the guidance of an experienced agency partner. We guide brands and retailers of all sizes, whether they are just launching RGM or looking to enhance an established RGM program. We help you understand RGM best practices, identify high-impact opportunities, and effectively engage your sales and broader operations organization in the process.
What datasets do you utilize?
We synthesize data from a variety of sources to build a comprehensive understanding and to drive informed decisions. Data sources include our clients’ proprietary data, syndicated POS data, syndicated panel data and consumer research data. While third-party datasets are less accessible in Canada than the U.S., our approach ensures that we maximize the value of available data to deliver impactful insights.
