Case Study: Starbucks boosts convenience distribution with Tactical Solutions

Starbucks - Customer Case Study

The customer, Starbucks, faced the challenge of accelerating its distribution by securing 1,900 new points of sale in convenience stores within 12 months. Their field team, which had been transferred from a previous agency, was using an ineffective, fixed call cycle that had already failed to meet this target. Tactical Solutions was engaged to address this challenge.

Tactical Solutions implemented a new data-led strategy, creating a prioritized call file for the field team based on store data like size and footfall. They optimized the call cycle and used their Brandstack retailer loyalty app to maintain communication. As a result, the team exceeded its target, securing over 2,000 new distribution points in just six months. Core range distribution in convenience stores dramatically increased from 17.5% to 54.4%, helping Starbucks become the number one brand by value in its category.

Starbucks