Congratulations!

1. Congratulations!

Congratulations on finishing the case study!

2. Case study learnings

You successfully took on the role of a category manager and proved you were able to perform a full market analysis in spreadsheets. You analyzed the full shampoo category, discovered interesting insights, and identified the key players in the market. You calculated important KPIs like growth and market share, but also calculated more complex metrics like YTD and MAT to better support your analysis.

3. Case study learnings

You learned the importance and the goal of Net Revenue Management within the FMCG industry. You proved that you understood all of the 5 NRM pillars and were even able to convert them into business opportunities.

4. Case study learnings

You showed you can become an NRM specialist by calculating and valorizing all the business opportunities. You also forecasted the net sales for the coming year and showed that your NRM initiatives can unlock extra growth potential. Finally, you prepared clear strategic recommendations for your management on how the company can increase its net sales and profitability.

5. Congratulations!

Congratulations once again on completing the case study. Keep up analyzing! Before you know it, you might be analyzing the principles of Net Revenue Management in the real world!

Case Study: Net Revenue Management in Google Sheets

IntermediateSkill Level

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In this chapter, you will learn about the concept of Net Revenue Management (NRM) and will focus on two of its pillars: Brand Portfolio Pricing and Mix Management. You’ll calculate important KPIs such as net sales contribution and gross margin. You’ll also use brand Portfolio Pricing to identify the correct price for your consumers. Consecutively you’ll use Mix Management techniques to help Healthmax launch a new product and expand into a new subcategory.

Exercise 1: Net Revenue Management: Pillar 1 & 3 Exercise 2: Profit Growth Exercise 3: Net Sales Exercise 4: Gross Profit and Gross Margin Exercise 5: Net Sales and Gross Profit contribution Exercise 6: New Category Opportunity Exercise 7: Fastest growing category Exercise 8: New product launch

In the last chapter, you will focus on the three remaining pillars of Net Revenue Management (NRM). Trade Terms Management will help you to decide in which customers and products you should be investing to grow your business. You’ll combine that information with Pack Price Architecture to develop a new pricing strategy for a small shampoo bottle and use a Promotion Management technique to identify the most successful promotion. Finally, you’ll wrap it up by forecasting next year's growth by combining organic growth with the additional revenue of your NRM activities.

Exercise 1: Net Revenue Management: Pillar 2, 4 & 5 Exercise 2: Price Pack Architecture Exercise 3: Sales Estimation Exercise 4: Promotion Management Exercise 5: Yearly Sales Exercise 6: Forecasting Sales Exercise 7: Net Value Sales Forecast Exercise 8: Waterfall chart Exercise 9: Congratulations!

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