Revenue Management Consulting
Pack Price Architecture
Optimisation

PPA facts & figures
64%
of new products fail to achieve their sales targets
​
(Nielsen)
70%
of consumer goods companies lose money due to poor pricing decisions
(PR Newswire)
40%
of FMCG sales and profits can be attributed to pack price architecture
(McKinsey)
Managing hundreds of SKUs is a daunting task for major FMCG brands, requiring a well-defined strategy. In the absence of a robust pack price architecture (PPA), brands may fail to satisfy customer demands and price points, leading to missed opportunities. In the inflationary environment we’re in today, brands must assess what PPA growth drivers can be leveraged to address evolving shopper missions, consumption occasions and need states.
​
At Acumen, we specialise in pack price architecture optimisation, offering solutions to establish a clear revenue strategy for your portfolio and identify pack price opportunities that will unlock growth.
Our PPA projects deliver a variety of
benefits for our consumer goods clients
Increased
sales
Increased sales as a result of better aligning with consumer preferences, shopper occasions and price sensitivity
Improved profitability
Improved profitability through reduction of costs, increasing margins on certain packs and driving volume growth across packs and channel
Better market positioning
Better market positioning through growing sales and relevance across channels
Our approach to PPA follows 3 key phases:
DIAGNOSE
Pack Price Portfolio asssessment
​
Identify opportunities to address consumer / shopper needs
Situation analysis
​
Develop understanding of pressures and key performance drivers of the existing PPA and define picture of success
PPA optimisation opportunities
​
Identify opportunities to extract more value across your brand portfolio
1
2
3
Validate PPA hypothesis
​
Assess business impact for each of the identified opportunities
Build business case
​
Design and communicate PPA strategy
Prepare implementation
​
Define implementation plan and set up scorecard and review process
Selling story
​
Create internal and external selling stories for implementation
DEVELOP
EMBED
4
5
6
7