2 minute learn
The Shopper
Worldwide premium spirits firm
The Problem
The shopper recognized a big alternative to enhance margins by reclaiming hundreds of thousands of {dollars} in excise taxes by way of a Disadvantage program. Nevertheless, implementing the initiative proved tough resulting from its complexity and the organizational modifications required to combine it throughout the availability chain.
Key challenges included:
- The novelty of the initiative and the dimensions of the group, which demanded cross-functional alignment.
- Problem securing executive-level buy-in, requiring a compelling strategic narrative to generate understanding and enthusiasm.
- Resistance from staff who had been requested to work past the scope of their roles.
- New geopolitical realities and continuously evolving commerce negotiations made rising margins extra vital than ever.
The Answer
Catena Options deployed an Innovation Strategist with greater than 15 years of expertise main cross-functional initiatives within the alcoholic drinks sector, together with disadvantage applications. Particularly, the strategist had expertise serving to corporations file for refunds based mostly on previous exports and optimize their provide chains to qualify for larger refunds and financial savings.
The marketing consultant’s strategy centered on:
- Constructing a transparent mission administration framework to get well excise taxes by decreasing tariff publicity and aligning provide chain operations with Disadvantage necessities.
- Implementing a tailor-made innovation stage-gate course of to prioritize initiatives and create a transparent execution path.
- Streamlining the product portfolio to align with provide chain necessities for tariff restoration.
- Equipping management with focused communication supplies and speaking factors to construct stakeholder help and overcome inner resistance.
The marketing consultant’s expertise as a spirits trade startup founder supplied a holistic perspective and the power to steer cross-functionally. Their monitor file in creating modern options, together with spearheading the primary direct-to-consumer alcohol initiatives, enabled them to use operational, regulatory, and tariff experience creatively, which shortly related siloed features and reinvigorated a stalled initiative.
The Profit
- Positioned the corporate for potential tariff financial savings of as much as $100 million yearly
- Introduced contemporary perspective and momentum to a vital alternative
- Realigned the mission with government priorities
- Overcame organizational resistance and clarified priorities
- Shifted the corporate’s strategic lens from a brand-by-brand to a category-level strategy, accelerating adoption throughout broader product traces
Going through any related challenges? Contact us to debate how Catena Options may also help.
