Market share improvement

Featured Case Study, RS Market, Shopper Connect

Market share improvement

To improve market share

The market had distributed stores with pockets of low market share, which needed to be identified and remediation steps activated.
  • Identified Shampoo brand

Data streams

  • Secondary Sales of own brand, across the target geography from Botree DMS
  • Tertiary Offtake Data of all the brands in the category from outlets in RedSky partner network.


Based on RS Market(i)’s Cohort approach Outlet  cohorts were created with similar sales patterns around Shampoo category. Using Tertiary Offtake Data, store-specific strategies were built depending on the brand share and category share.

Suggested Order Quantity and Must-Sell SKUs list were generated at an outlet level using our predictive algorithms to create a scenario which would have maximized the business benefit for the company.

Actions and results

SOQ and Must Sell SKU’s were flown via API into SFA used by the Salesmen

Project was run in identified 7 Cities for 3 months

Market Share increased up to 3.5x in the markets where the project was executed