Food & Beverage · REVENUE
Revenue Growth Management and Trade Effectiveness.
Price, pack, mix and trade decisions made on evidence, with price increases realized against ingredient, packaging and commodity inflation, so trade dollars go to the events and customers that pay back and retailer plans are built on numbers both sides trust.
The problem this solves
- Promotions renewed on habit, with no post-event read on true lift, cannibalization or forward-buy
- Price-pack architecture that has drifted through years of incremental launches
- Deductions settled late or written off, with no line of sight to the event that caused them
What we measure
- Net revenue per unit
- Price realization against input-cost inflation
- Trade return by event and customer
- Gross-to-net leakage and deduction recovery
Every program starts by baselining these numbers in your systems. Results are reported against your baseline, not against industry averages.
The playbook
01
Post-event promotion analysis
Every event read for incremental volume, margin and payback using shipments, retailer point-of-sale and syndicated data. Events that lose money are redesigned or dropped from next year's calendar.
02
Price-pack architecture and mix
Pack sizes, price points and channel roles reset so each item has a clear job, informed by elasticity and by the retailer's own category goals.
03
Joint business planning and deductions
Retailer plans built from the same numbers your team uses internally, and deductions matched to events automatically so invalid claims are disputed while they can still be recovered.
The market context, in published numbers
35%
of US food and beverage category growth came from small, independent brands (under $100 million in sales) by 2025, up from 15 percent over 2021 to 2023
McKinsey, State of Food and Beverage: The choices CPG leaders can make to renew growth (2026)
$283B
record US store-brand sales in 2025 ($282.8 billion across all outlets), with store-brand dollar sales growing nearly three times as fast as national brands
Private Label Manufacturers Association (PLMA), on Circana Unify+ data (2026)
5.3%
average drop in household grocery spending within six months of starting a GLP-1 medication, with savory snacks down about 10% and similarly large declines in sweets, baked goods and cookies
Cornell University (Hristakeva, Liaukonyte et al.), Journal of Marketing Research (2025)
1.9M
US manufacturing jobs that could go unfilled through 2033 if skills and applicant gaps are not addressed, out of a net need of as many as 3.8 million
~20%
of revenue invested in trade promotions each year by consumer-packaged-goods companies worldwide
McKinsey, How analytics can drive growth in consumer-packaged-goods trade promotions (2019)
59%
of CPG trade promotions lost money in Nielsen data cited by McKinsey; in the United States the share was 72%
20–50%
potential reduction in forecasting errors from applying AI-driven forecasting to supply chain management
2028
the earliest year FDA will enforce its Food Traceability Rule (FSMA Section 204): Congress directed no enforcement before July 20, 2028, and FDA has proposed moving the compliance date there from January 20, 2026
Figures are third-party market benchmarks from the cited sources, not Ometz Partners client results. We share them so you can size the problem before we ever talk.
Capabilities
What the Commercial Growth program covers.
Pricing and margin analytics
Price waterfalls and discount, rebate and mix analysis by customer, product and seller, with escalation and pass-through terms for raw-material, ingredient and freight swings.
Quote, RFP and proposal acceleration
Quote and proposal workflows redesigned, with first drafts assembled automatically from approved content, technical data and pricing guardrails.
Segmentation and coverage
Accounts, distributors, referral sources and prospects segmented by value and potential, with coverage models matched to what each segment is worth.
Inquiry response and qualification
Web, phone, referral and portal inquiries answered quickly, scored against your criteria and routed to the right seller or advisor with context attached.
Targeted demand generation
Outbound, content and search programs aimed at defined segments and buying committees, including visibility when buyers ask AI assistants, measured by qualified pipeline rather than activity.
Cross-sell and retention signals
Early flags on expansion potential and attrition risk from purchasing, service and account data, with a suggested next step for the relationship owner.
Commercial operating rhythm
Pipeline reviews, forecast calls and dashboards on a weekly cadence, built on CRM data your team no longer has to maintain by hand.
Also in the Food & Beverage program
MARGIN
Integrated S&OP and Plant Performance
One demand plan the plant believes, a supply plan that protects service on the items that matter, and more good product from every line hour.
TECHNOLOGY
Claims-Governed Content and Product Data
A governed system for claims, specifications and product content, so better-for-you positioning reaches the label, the retailer listing and marketing quickly and stays within what the evidence and the rules allow.
Next step
Size this opportunity in your own numbers.
The Performance Diagnostic runs for two to four weeks at a fixed fee and ends with a baseline, three priced improvement plays and a 90-day plan. The findings are yours whether or not we continue.