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Manufacturing & Industrial

Global German consumer goods group.Revenue: ~ €20B (group)

Marketplace Strategy & Management

Strategy for third-party marketplaces across seven European markets for the consumer adhesives business of a global consumer goods group, a leader in first-party sales on the main marketplace but weak elsewhere.

Services

Support

  • Advisory / Strategy

Goal

Decide where and how to sell on third-party marketplaces profitably and at scale, close price gaps between countries and define what the business needs to build to run the channel.

Approach

Four phases over four months: 87 channels mapped across seven markets with country interviews and market data, six distribution models compared, a target operating model and governance blueprint, and P&L models with a deployment plan by country.

Results

A shortlist of priority channels, a multi-million sell-out potential on third-party marketplaces, and a portfolio reshaped around bundles and kits to hold the target margin outside the leading marketplace.

Who worked on it

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