Revenue Growth Management and Assortment

A miniguide to Assortment Optimisation

November 6, 2023

Arial photo of a road


Assortment execution is a foundational component of revenue growth management. But, as uncovered by our 2021 global survey of FMCG companies, only 23% believe they get full support for their assortment analytics and planning processes, and only one third get it for price-pack architecture. When it comes to setting up their organisations for assortment success, more than three quarters of FMCGs feel inadequately equipped. A refocus on the core tenets of assortment management drives profitable growth.

Revenue Growth Management (RGM) & the Assortment Lever

In this miniguide, you will find a step-by-step approach to assortment optimisation that helps structure winning assortment frameworks and drive actionable strategies across categories, channels and customers.

The miniguide includes suggestions on how to drive stakeholder alignment around common data, metrics and KPIs, and enable actionable behaviours and strategies with the right revenue management capabilities embedded across the organisation. It also illustrates how AI and ML are instrumental for optimal assortment plans.
The final section of the guide identifies and addresses potential internal barriers, and provides a blueprint for a phased approach to ensure long-term RGM success.

Revenue Management from Insights to Action Miniguide Series

In this series, we examine the role of each key revenue management lever: assortment, pricing, and trade promotions, and how their well-orchestrated interplay is paramount for CPGs to drive winning revenue management strategies. Read our entire miniguide series and learn how to fast-forward digital transformation and inspire successful revenue growth management strategies at speed and scale.