{"id":70640,"date":"2024-05-07T13:01:42","date_gmt":"2024-05-07T11:01:42","guid":{"rendered":"https:\/\/www.fup-ag.com\/?page_id=20640"},"modified":"2024-10-31T17:29:59","modified_gmt":"2024-10-31T16:29:59","slug":"holistic-revenue-management-as-commercial-manager","status":"publish","type":"case-study","link":"https:\/\/www.fup-ag.com\/en\/case-studies\/holistic-revenue-management-as-commercial-manager\/","title":{"rendered":"Holistic revenue management as Commercial Manager"},"content":{"rendered":"<div class=\"zw-cgb zw-cgb__120 zw-header-standard-block is-first-block    show-gradient \"><div class=\"bg-image\"><picture><img decoding=\"sync\" loading=\"eager\" fetchPriority=\"high\" id=\"zwi_63684\" class=\"zw-cgb__image\" src=\"data:image\/png;base64,iVBORw0KGgoAAAANSUhEUgAAAAEAAAABCAQAAAC1HAwCAAAAC0lEQVR42mNkYAAAAAYAAjCB0C8AAAAASUVORK5CYII=\" alt=\"\" onload=\"zwHeaderPictureDone(this,'pre_63684', 'pre_63684')\"><source id=\"LCP_63684\"><\/picture><\/div><div class=\"container zw-cgb-content zw-cgb__header-content-wrapper\"><h1 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__preheadline\">F&amp;p case studies<\/span><span class=\"zw-cgb__headline\">Holistic revenue management as Commercial Manager<\/span><\/h1><p class=\"zw-cgb__fulltext zw-cgb__content\">Expert: Christof B. Wewers<\/p><\/div>\n        <\/div><!-- .zw-cgb .zw-header-standard -->\n\n\n    <div class=\"zw-cgb zw-cgb__000  zw-cgb_textblock  default-margin  b_standart zw-p-5 zw-t-l\">\n            <div class=\"container zw-cgb-content\">\n        <h2 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__preheadline\">F&amp;P Case STudies<\/span><span class=\"zw-cgb__headline\">Task<\/span><\/h2><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Turnaround (volume and margin) of a product segment in the German-speaking market<\/li><li class=\"\">Revision of value creation for the consumer<\/li><li class=\"\">Alignment of the entire value chain with verified consumer benefits and efficiency<\/li><\/ul>              <\/div>\n    <\/div>\n\n\n\n\n    <div class=\"zw-cgb zw-cgb__000  zw-cgb_textblock  default-margin  b_standart zw-p-5 zw-t-l\">\n            <div class=\"container zw-cgb-content\">\n        <h2 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__headline\">Industry \/ Function \/ Environment \/ Expert<\/span><\/h2><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Food<\/li><li class=\"\">Project Manager \/ Commercial Manager<\/li><li class=\"\">International branded goods group<\/li><\/ul>              <\/div>\n    <\/div>\n\n\n\n<div class=\"zw-cgb zw-cgb__700  zw-cgb__700-akkordion  default-margin \"><a name=\"parent19412\" class=\"jumpAnchor\" ><\/a><div class=\"container zw-cgb-content\"><div class=\"row\"><div class=\"col-12\"><div class=\"accordion-item \"><div id=\"zw-ad5f7e58-8056-4ff6-805a-c0a372b0c19e-1\" class=\"single-akkordion-item accordion-item-button collapsed zw-cgb \" type=\"button\"\ndata-bs-toggle=\"collapse\" data-bs-target=\"#zw-ad5f7e58-8056-4ff6-805a-c0a372b0c19e\" aria-expanded=\"false\" aria-controls=\"collapsetwo\"><div class=\"faq-headline-container\"><h3 class=\"zw-cgb__headline\">Project description<\/h3>\n          <i class=\"fa-regular fa-chevron-up\"><\/i>\n          <i class=\"fa-regular fa-chevron-down\"><\/i>\n          <\/div><\/div><div id=\"zw-ad5f7e58-8056-4ff6-805a-c0a372b0c19e\" class=\"collapse single-akkordion-item accordion-item-dropdown parent19412\"><div class=\"zw-cgb__akkordionInnerWrapper \"><div class=\"zw-cgb__akkordion-content \"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Market research: Analysis &amp; consolidation of the value-giving brand \/ product characteristics<\/li><li class=\"\">Introduction of LEAN ways of thinking &amp; working in marketing, sales &amp; logistics<\/li><li class=\"\">Establishment and use of a working group of all Group departments involved<\/li><li class=\"\">Systematic generation and evaluation of targeted improvement initiatives (DMAIC)<\/li><li class=\"\">Review and implementation of improvement initiatives in individual projects<\/li><li class=\"\">Development of an opportunistic line of business to strengthen the volume leverage<\/li><li class=\"\">Realization of quick wins as a signal to the team and Group headquarters<\/li><\/ul><\/div><\/div><\/div><\/div><div class=\"accordion-item \"><div id=\"zw-30bade50-42ce-42ae-9a84-50f3ee61875a-1\" class=\"single-akkordion-item accordion-item-button collapsed zw-cgb \" type=\"button\"\ndata-bs-toggle=\"collapse\" data-bs-target=\"#zw-30bade50-42ce-42ae-9a84-50f3ee61875a\" aria-expanded=\"false\" aria-controls=\"collapsetwo\"><div class=\"faq-headline-container\"><h3 class=\"zw-cgb__headline\">Result<\/h3>\n          <i class=\"fa-regular fa-chevron-up\"><\/i>\n          <i class=\"fa-regular fa-chevron-down\"><\/i>\n          <\/div><\/div><div id=\"zw-30bade50-42ce-42ae-9a84-50f3ee61875a\" class=\"collapse single-akkordion-item accordion-item-dropdown parent19412\"><div class=\"zw-cgb__akkordionInnerWrapper \"><div class=\"zw-cgb__akkordion-content \"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">+ 80 % volume growth through opportunistic non-brand business<\/li><li class=\"\">Focusing the brand range on 62% of the original number of article numbers<\/li><li class=\"\">Halting volume erosion in the brand business and turnaround to new sales growth<\/li><li class=\"\">Efficiency gains in formulations, packaging, transportation, warehousing, conditions load<\/li><li class=\"\">Sustainably improved consumer acceptance through recipe adaptation &amp; increased shelf presence<\/li><li class=\"\">Exit the loss zone and build up &gt; 3% EBIT margin in 24 months<\/li><li class=\"\">Preparations for the addition of two attractive, high-yield new products to the range<\/li><li class=\"\">Winning a Group award for outstanding business performance<\/li><li class=\"\">Award as TOP brand by trade &amp; trade press<\/li><\/ul><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<div class=\"zw-cgb zw-cgb__120 zw-header-standard-block     show-gradient \">\n<div class=\"bg-image\"><picture><source srcset=\"https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-150x150.jpeg 150w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-480x268.jpeg 480w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-768x428.jpeg 768w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-1000x400.jpeg 1000w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-1024x571.jpeg 1024w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-1440x803.jpeg 1440w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-1920x1071.jpeg 1920w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-scaled.jpeg 9999w\" sizes=\"(max-width: 480px) 100vw, (max-width: 768px) 100vw, (max-width: 1024px) 100vw, (max-width: 1440px) 100vw, 100vw\" ><img decoding=\"async\" loading=\"lazy\" id=\"zwi_63684\" class=\"zw-cgb__image\" src=\"https:\/\/www.fup-ag.com\/wp-content\/uploads\/2022\/04\/AdobeStock_298003117-1920x1071.jpeg\" alt=\"\"><\/picture><\/div>\n<div class=\"container zw-cgb-content zw-cgb__header-content-wrapper\">\n<h2 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__preheadline\">F&amp;p case studies<\/span><span class=\"zw-cgb__headline\">Holistic revenue management as Commercial Manager<\/span><\/h2>\n<p class=\"zw-cgb__fulltext zw-cgb__content\">Expert: Christof B. Wewers<\/p>\n<\/div><\/div>\n<p><!-- .zw-cgb .zw-header-standard --><\/p>\n","protected":false},"author":35,"featured_media":63685,"menu_order":0,"template":"","categories":[53404],"expertise":[53292,53339],"service":[],"industry":[53264],"type-case-study":[],"class_list":["post-70640","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","category-general","expertise-reorganisation-turnaround","expertise-turnaround-en","industry-food-industry-food"],"_links":{"self":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study\/70640","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study"}],"about":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/types\/case-study"}],"author":[{"embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/users\/35"}],"version-history":[{"count":4,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study\/70640\/revisions"}],"predecessor-version":[{"id":108821,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study\/70640\/revisions\/108821"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/media\/63685"}],"wp:attachment":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/media?parent=70640"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/categories?post=70640"},{"taxonomy":"expertise","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/expertise?post=70640"},{"taxonomy":"service","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/service?post=70640"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/industry?post=70640"},{"taxonomy":"type-case-study","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/type-case-study?post=70640"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}