Situation

• A large confectionery manufacturer, engaged Food Strategy Associates to diagnose internal capabilities and the external market landscape across the UK and several European markets, and to develop a consolidated where-to-play strategy

What We Did

To support our client, we:

• Reviewed internal business performance, drawing on management data, retail scan data and consumer panel data to identify capability gaps and growth levers
• Mapped the external market landscape, quantifying opportunity pockets by retailer, segment and channel
• Delivered a competitive benchmark across key retailers and competitors, assessing variation in positioning, capabilities and cost structures across European markets
• Conducted expert interviews with category buyers at major retailers and former employees of competitors to validate market dynamics and right-to-win hypotheses
• Prioritised growth opportunities on an attractiveness vs. winnability basis, distinguishing core segments to defend from emerging segments to pursue
• Facilitated a client workshop to align leadership on priority segments and tactical initiatives

Results Delivered

• Food Strategy Associatesdelivered a focused growth strategy identifying the specific product segments and geographies where the business held the strongest competitive position, covering core, European expansion, inorganic options and adjacencies, supported by enabling capabilities
• Each opportunity was sized to provide clear commercial context, giving leadership a prioritised roadmap with an evidence-based view of the revenue potential at stake
• The business is now moving into implementation, with a defined set of near- and longer-term initiatives to translate the strategy into category volume growth