Sales Growth for a Retail Company

The Challenge

The Group operated in 4 separate sectors: stationery retail, books, press distribution and music. For 2 consecutive years, it underperformed compared to its main competitor. Management sought to increase sales and improve overall commercial performance.

The Solution

Our consultants followed a structured approach to sales growth:

Phase 1 – Analysis & Benchmarking

Analysis of financial results and of the sales mix by product category
Interviews with directors and senior management
Workshops with the client’s project team to define KPIs
Benchmarking against the two main competitors

Phase 2 – Findings

Low sales per square metre in certain stores
Excess stock in some categories and stock-outs in others
Inefficient fleet utilisation in the distribution division

This project was delivered as part of our Sales Growth service, following the ESGM Methodology.

Results Delivered

Client: Trading/Sales Growth

Refocused its strategy on high-margin products, strengthening profitability
Improved inventory management, eliminating stock-outs, reducing slow-moving lines and increasing availability of high-demand products
Achieved significant sales growth in both volume and revenue