Case Study: a Consumer Healthcare company strengthens retail relationships with WSL Strategic Retail

The Path to the Right Account Relationships

The consumer healthcare company faced a challenge following a corporate reorganization and rebrand. Its management sought to understand the new perceptions of retail partners and identify opportunities for retail leadership. To address this, they engaged WSL Strategic Retail to leverage its Retail Executive Panel service.

WSL Strategic Retail conducted interviews with 18 executives at 11 key retail accounts. This process provided critical diagnostics on relationships and revealed specific opportunities for leadership. As a direct result of WSL's insights, the client's sales leadership team built their strategic plan around three new priorities: digital leadership, shopper analytics, and thought leadership, fundamentally shaping their approach to key account relationships.