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Dana Stanley
Greenbook’s Chief Revenue Officer
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Ferrara | Understanding Shopper Priorities Leads to Category Growth
Presented by Behaviorally
CHALLENGE
- Retail segments force confectionary brands to rethinking their shelf layouts.
- Ferrara wanted to maximize sales within their retailers’ unique specifications.
SOLUTION
- We tested shelf options in our ShopperLab™ in multiple store formats (convenience, grocery, club, and mass).
- Examining shoppers’ behavior, hierarchy of importance (i.e., brand, flavor), and store navigation, optimal shelf layouts were identified.
RESULT
- Ferrara presented the new potential shelving principles to drive category growth to their retailers.
- From these recommendations, Ferrara convinced retailers to update their category layouts.
ABOUT THIS CASE STUDY
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