Business Partner

Challenge

Our client was faced with YOY declining sales within the very competitive coffee category. We needed to understand the value of paid advertising in the retail sales environment and its contribution to reversing the decline.

Approach

We leveraged our Performance Hub to analyze 3 years of YOY sales decline, mapping it to advertising media spending and cross referencing it to Google Analytics data to offer detailed actionable insights. We looked at paid media tactics coupled with retail distribution and other business considerations.

Outcome

• Insights generated gave our client, who operates in a sales organization, the ammunition to illustrate that the current media spend alone was not sufficient to combat the sales decline.​
• Campaign media spending did have a positive effect on sales but was limited by scale and duration.​
• The analysis also uncovered product listing and distribution issues that impacted the sales totals.