Case Study: Net Revenue Management in Excel

Overview

You will use Net Revenue Management techniques in Excel for a Fast Moving Consumer Goods company.

The world of Fast Moving Consumer Goods (FMCG) is a dynamic world that plays a significant role in our daily lives. Have you ever wondered how well-known brands like Coca-Cola, Nivea, and Lay's are being managed? This case study will help you get a better understanding of this industry.

You will start by analyzing a big dataset and by performing your own market analysis. You will go from calculating market share to creating clear visuals to reveal actionable insights. Next, you will use the principles of Net Revenue Management (NRM), which will help you to identify new growth opportunities for your company.

You will have to use a variety of Excel tools and functions to calculate the true potential of these growth buckets. You will not only master everything which relates to PivotTables, VLOOKUP, and forecasting but also have a better understanding of what is happening behind the scenes of your favorite FMCG brands.

Are you ready to use your Excel skills to build a complete business case?

Syllabus

Fast Moving Consumer Goods

In the first chapter, you will be working as a category manager for Healthmax, a FMCG company active in the shampoo business. You will calculate Key Performance Indicators (KPIs) such as market share and value growth on various time dimensions such as year-to-date (YTD) and moving annual total (MAT).

Net Revenue Management

In this chapter, you will learn about the concept of Net Revenue Management (NRM) and will focus on two of its pillars: Brand Portfolio Pricing and Mix Management.

You’ll calculate important KPIs such as net sales contribution and gross margin. You’ll also use brand Portfolio Pricing to identify the correct price for your consumers. Consecutively you’ll use Mix Management techniques to help Healthmax launch a new product and expand into a new subcategory.

Optimizing Net Revenue

In the last chapter, you will focus on the three remaining pillars of Net Revenue Management (NRM). Trade Terms Management will help you to decide in which customers and products you should be investing to grow your business.

You’ll combine that information with Pack Price Architecture to develop a new pricing strategy for a small shampoo bottle and use a Promotion Management technique to identify the most successful promotion. Finally, you’ll wrap it up by forecasting next year's growth by combining organic growth with the additional revenue of your NRM activities.

Taught by

Gauthier Georgis

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