Retail Data & AnalyticsStrategy & Growth Consulting
National retailer lifts gross margin by 14%
A 400-store UK grocery and convenience retailer facing sustained margin erosion from reactive discounting.
The Challenge
Promotions had become a habit rather than a strategy. Discount depth was set by instinct, category by category, and the business had no visibility into which promotions actually paid for themselves.
Our Approach
- Built a promotion-effectiveness model from three years of till-level data
- Segmented 12,000 SKUs by elasticity and role in the basket
- Designed a rules-based promotional calendar with guardrails for store managers
- Trained the commercial team to run the model without us
+14%
Gross margin within two quarters
-23%
Unprofitable promotional volume
9 weeks
From diagnosis to first results
