Case Study: Large Mass Merchant Retailing Company achieves 20% sales lift and 80 basis point share gain with IRI shopper insights

Large Mass Merchant Retailing Company - Customer Case Study

Large Mass Merchant Retailing Company partnered with IRI to better understand why its core shoppers were spending more at competitors in the frozen seafood category. Using IRI Customer Advantage™, IRI analyzed point-of-sale data and shopper insights to identify gaps in assortment, pack sizes, and merchandising that were hurting share and wallet.

IRI then worked with one of the retailer’s key suppliers to add new flavor profiles, introduce smaller pack sizes, and launch a holiday promotion program to boost category awareness and trips. The result was a 20 percent sales lift versus the prior year and an 80 basis point gain in category share within six months, with 93 percent of the client’s divisions outperforming the rest of the market.