Case Study: Leading Retailing and CPG Manufacturing Company achieves $3M chocolate category growth with IRI

Leading Retailing and CPG Manufacturing Company - Customer Case Study

The customer, a leading retailing and CPG manufacturing company, wanted to improve its annual promotional plan for king-size chocolate products rather than simply repeat last year’s schedule. Working with IRI, the company sought a better way to reallocate promotional resources to drive higher top-line sales and margin.

IRI ran price and promotion models for the full chocolate category and loaded the results into a collaborative gateway to support scenario planning. By identifying the most effective SKUs for promotion and optimizing discount depth, IRI helped uncover a $3 million growth opportunity, including about $1.8 million from better SKU selection and another $1.2 million from discount optimization.