Optimizing portfolio strategy in a competitive snacking category
Challenge & Objectives
A global CPG brand wanted to strengthen its revenue growth strategy in the cookies and crackers category by refining price-pack architecture and improving demand forecasting. The client’s Revenue Growth Management and Demand Planning teams were navigating a crowded, highly competitive category. They needed to evaluate optimal price and pack configurations without alienating existing consumer demand or cannibalizing portfolio sales.
Key questions
How can we better align our price-pack strategy with evolving consumer behavior?
What’s the right mix of sizes and price points to maximize growth in this category?
How can we estimate the sales impact of potential changes before going to market?
How we did it
Astrea deployed its PPO Market Sales Estimator, a simulation-based tool designed to forecast sales across different price-pack combinations. Working closely with teams across RGM, portfolio optimization, and consumer insights, we tested new configurations in a risk-free environment and assessed expected market performance.
Learnings & Outcome
The exercise revealed new opportunities to simplify the portfolio while better aligning with consumer value perceptions. It also helped identify underperforming packs that could be re-evaluated or removed without compromising revenue.
The client gained clarity on which pack-price combinations would deliver the strongest impact on both revenue and consumer satisfaction—before investing in costly production changes. The findings informed a more confident, insight-driven pricing and assortment strategy.
