our Success cases
casos de éxito
How a leading soft drinks company improved pricing discipline and promo ROI by redesigning its RGM model in Spain
Contexto
Context
- Leading soft drinks company operating in a highly promotional, margin-pressured market
- Pricing, promotions and trade terms were managed in silos, with limited end-to-end visibility and ownership
Our approach
Nuestro enfoque
- Built a unified, end-to-end RGM data foundation enabling consistent pricing and promotion decisions across teams
- Designed an RGM framework and decision rules supported by elasticity and promotional effectiveness models
- Applied PriceLab to support real commercial use cases — price increases, customer negotiations, promotion decisions and multi-variable scenario simulations
Deliverables
Entregables
- Unified RGM data model and governance across functions
- Clear RGM strategy and decision rules by channel and category
- Pricing and promotion scenarios with quantified margin and volume impact
- Easy-to-use digital decision-support tool for ongoing RGM execution.
Results
Resultados
- +2–4 p.p.
improvement in gross margin across priority categories
- +15-25%
uplift in promotional ROI by reducing unprofitable mechanics
Double-digit reduction in promotional intensity in low-return segments
Predictive models achieving >95% forecast accuracy in stable categories, increasing confidence in decisions
