Billion-dollar Brand Creates 8% New Sales Revenue via Category Expansion

Client

Confidential

Timeline

16 Weeks

Services

Research

Customer research leads to new category development and generates nearly $80m in new revenue in less than 12 months.

This billion-dollar food manufacturer serves some of the biggest names in retail, club, and foodservice. They asked us to help them understand how industry buyers viewed a specific type of cooking solution, but what started as a perception study turned into something much bigger. Over 16 weeks, we surveyed and interviewed more than 1,000 decision-makers across grocery, restaurant, and foodservice channels.

The data uncovered a surprising insight: an entire product category with strong demand and little competition. The manufacturer moved quickly, developing a new product, aligning messaging with buyer motivation, and taking it to market. The result? An 8% boost in revenue and a first-mover advantage in a previously overlooked space.

Challenge

The client needed to understand how food industry buyers perceived a niche cooking method—but had no internal data or visibility into decision-maker needs.

Challenge

The client needed to understand how food industry buyers perceived a niche cooking method—but had no internal data or visibility into decision-maker needs.

Challenge

The client needed to understand how food industry buyers perceived a niche cooking method—but had no internal data or visibility into decision-maker needs.

Solution

We conducted in-depth research across key channels, collecting insights from over 1,000 buyers. The data revealed a high-potential, underserved category with clear demand.

Solution

We conducted in-depth research across key channels, collecting insights from over 1,000 buyers. The data revealed a high-potential, underserved category with clear demand.

Solution

We conducted in-depth research across key channels, collecting insights from over 1,000 buyers. The data revealed a high-potential, underserved category with clear demand.

Result

The company launched a new product line tailored to the opportunity, adding 8% in new annual revenue and establishing a leadership position in a previously untapped segment.

Result

The company launched a new product line tailored to the opportunity, adding 8% in new annual revenue and establishing a leadership position in a previously untapped segment.

Result

The company launched a new product line tailored to the opportunity, adding 8% in new annual revenue and establishing a leadership position in a previously untapped segment.

Contact

We help you move from gut feel to grounded.

Not sure where to begin? That’s okay. Reach out—we’ll meet you where you are.

Contact

We help you move from gut feel to grounded.

Not sure where to begin? That’s okay. Reach out—we’ll meet you where you are.

Contact

We help you move from gut feel to grounded.

Not sure where to begin? That’s okay. Reach out—we’ll meet you where you are.