Client Impact
served since founding in 2014
Growth strategy to restore struggling brand
Business Challenge
Brand was experiencing with diminished brand equity, aging consumer base, and dated product and stores; new CEO and leadership team charged with stabilizing brand
Impact
- Growth strategy: Overall growth strategy approved by Board, including new consumer target; brand positioning to ensure deeper emotional connection with consumer; elevated product offering; and profitable channel strategy
- P&L and key investments: Secured Board approval for key brand investments and set targets across key metrics, e.g., # of stores, store productivity, labor efficiency, marketing support, etc.
- Sustained relationship with Leadership team: Established a long-term partnership model with ongoing strategy support role over multiple years
Rina’s ability to grasp complex challenges and provide strategic recommendations is outstanding. Throughout our partnership, she demonstrated a remarkable capacity to synthesize data, identify key insights, and translate them into actionable strategies that drove tangible results for our company.
I have no doubt Rina’s level of dedication, expertise, and strategic acumen would be an asset to any company. I highly recommend her to any organization seeking astute strategic guidance and a collaborative partner who delivers excellence."
5-year growth strategy to turn around struggling retailer
Business Challenge
Brand was at pivotal point in 40-year journey, experiencing decline in sales for several years. New CEO, CFO, and CMO were brought in to develop turnaround strategy
Impact
- 5-year turnaround strategy and P&L: Defined and aligned organization on future target consumer segment / clear competitive frame; new distinctive brand positioning; product focus areas; and 5-year P&L with recommended pricing, promotion, and marketing investments
- Board presentation and alignment: Intimately worked with leadership team and Brand, Sales, Finance teams to craft Board presentation that set an example for other brands across client
5-year growth strategy to grow revenues and improve brand strength
Business Challenge
Incoming and new CEO charged with developing growth strategy to restore brand relevance and improve sales growth and profitability
Impact
- 5-year vision| growth strategy | financial metrics: Defined overall brand aspiration; key objectives and metrics (e.g., share, brand strength, etc); critical strategies (e.g., consumer target, product and channel/market focus, new business models), and capabilities required
- Organizational Roadmap | Playbook: For each strategy, defined roadmap to ensure progress; including workstreams, action items, timing, and ownership. Engaged and aligned organization
Concept
Business plan to scale-up purpose-driven retail concept
Business Challenge
Client was charged with identifying and evaluating new growth opportunities
Impact
- Board approval for new retail concept: Secured approval from Board to invest and scale new retail concept including e-commerce and physical retail locations
- 5-year roadmap with key milestones: Developed 5 year P&L with key metrics across e-comm and mortar including capital requirements, marketing investments, and organizational hires
- 1-year operational plan: Collaborated with leadership to identify critical next steps across entire organization (e.g., Merchandising, Marketing, Operations, etc) with associated KPIs
Market entry strategy for new beverage category
Business Challenge
Company was seeking growth from areas other than its traditional products. The New Business Ventures group was tasked with identifying top priorities for the company
Impact
- Alignment on priority product categories: Developed comprehensive assessment criteria to align organization on top priority product areas
- Consumer value proposition: Identified target consumer, competitive frame of reference, occasions, needs/benefits, and reasons to believe
- Strategic path forward: Identified GTM strategy including associated economics to bring product to market
Division
Market entry strategy to penetrate new section of grocery store
Business Challenge
Division was looking to drive growth outside of its traditional frame of reference in grocery store
Impact
- Approval to pursue short-term priorities for innovation: Prioritized high potential categories based on category dynamics, competitive intensity, feasibility. Product brought to market
- Capabilities roadmap: Assessed manufacturing, distribution and GTM implications and likely GTM solutions
Retail expansion at largest mass retailer
Business Challenge
Executive leadership team charged with developing a go-to-market strategy for a first-time entry into retail
Impact
- Retail GTM strategy and execution plan: Aligned leadership team around retail consumer value proposition, retail assortment and pricing, in-store placement, product launched and currently available at largest retailer
- Financial plan: Developed detailed financial plan / scenarios and key metrics based on volume, pricing, margins and key investments
Go-to-market strategy for a fast-growing snack category
Business Challenge
Client was looking to extend into premium segment of fast-growing snack category
Impact
- Strategic playbook: Developed key strategies including assortment (flavors, sizing), positioning, priority distribution markets/accounts, pricing architecture
- Financial plan: Identified key economic metrics to deliver $300M in top-line sales
Proposition to win in adjacent beverage space
Business Challenge
Client was looking to evaluate the opportunity to extend its brand in retail to a fast-growing adjacent beverage space
Impact
- Market landscape: Developed comprehensive outlook of targeted adjacent space including identification of “pockets” of growth (e.g., pack size, flavors, brands, price points)
- Go-to-market strategy: Defined key success factors and recommended holistic go-to-market proposition across product, channel, pricing, and packaging vs. its key competition