Case Study: Leading Management Retailing Company achieves stronger pricing and promotion strategies with IRI

Leading Management Retailing Company - Customer Case Study

Leading Management Retailing Company worked with IRI after its category management team saw sales decline 7% year over year, despite positive all-outlet performance. The team needed to understand what was driving the drop and identify where product and pricing performance was hurting results.

IRI analyzed the sales drivers and found widely inconsistent price gaps between the retailer and the market by region, including prices that were 20% to 40% lower than the market in some areas. Using ad patches and custom retailer geographies, the retailer implemented more effective pricing and promotion strategies, developed a market-correction plan to drive traffic, and used IRI gateway trend insights to help improve the business.