How we delivered online sales growth of 16x ROI

How we delivered online sales growth of 16x ROI

Presented by: 
Josi MatharJuly 6, 2020

Molson Coors accelerates their online sales with e.fundamentals

CHALLENGE

Molson Coors Beverage Company were looking for a new retail analytics provider with global capabilities to help them drive their eCommerce sales growth in the UK. They had tried some options before; none, however, were able to live up to the level of local market expertise and proactivity offered by e.fundamentals’ service and Customer Success team. That combination drove an ROI of 16:1 within a few months of onboarding.

We were looking for an eCommerce analytics provider that would help our sales and marketing teams succeed in driving online sales on a regional level.

Working with e.fundamentals means we get more than just data; they provide strategic support from ex-retail and FMCG experts and ongoing training. Exactly the supplier we needed to accelerate online growth in our category.

Jack Daniel, Director of Digital, Western Europe at Molson Coors

APPROACH

  • Goal setting during onboarding to enable customising dashboards in accordance with Molson Coor’s objectives to enable strategic decision making; reports segmented such that even with a limited number of categories, Molson were able to retrieve actionable data.
  • Identifying most profitable improvement areas and implementing content best practices, ensuring their internal systems were set up to deliver their content to Brandbank, a digital content provider, in a semi-automated way that was instantly fit for retailers’ websites, for example by securing that new product names would automatically adhere to set naming conventions.
  • Configuration of dashboards to be able to practice a ‘test and learn mentality’ by analysing effects of individual benefits statements within their category, enabling Molson Coors to drive conversion through appropriate messaging for established products and during NPDs, easily spotting
    areas for correction to cater to different shopper portfolios.
  • Delivering best practice training in alignment with the sales and marketing teams’ goals, equipping the sales team with the understanding of how search algorithms affect profitability, therefore, empowering them to have conversations with retailers to influence change.

RESULTS - 16x ROI

Molson Coor’s average search rank and sales rate improved, resulting in an ROI of 16:1, which means that Molson make £16 for every £1 spent. By optimizing their content inventory and providing the benefit statement relevant to the specific shopper sets, which in turn led to increased and positive ratings and reviews, their average search rank and sales rate improved.

e.fundamentals also helped Molson Coors connect their teams at a strategic level putting them in the best possible position to thrive in their fast-paced expansion into eCommerce and adapting to the new normal.

Share

All the digital Shelf Analytics You Need to Succeed at Speed & Scale
See why world leading brands choose e.fundamentals for actionable digital shelf insights

Request A demo

Latest Resources

Building retailer relationships using data

Learn how a leading food brand built a strong retailer relationship using the e.fundamentals category insights.

Read more

Retaining ecommerce sales during a global rebrand

Learn how we helped a food manufacturer retain ecommerce sales and digital shelf visibility during a global rebrand.

Read more

How we accelerated eCommerce sales growth for Bahlsen

A data-driven approach helped German biscuit brand Bahlsen drive category growth with UK retailers delivering a 8:1 ROI.

Read more

How To Maximize Visibility on The Digital Shelf - The Smart Way

Join us on 26th August 3pm BST* If shoppers can't find your product in the etail store of their choice you can't sell. However, increasing visibility is more than just…

Get access

Winning key account management strategies for the eGrocery era

We cover what it takes for Key Account Managers to strategize and win in eGrocery. Make the shift from in-store to online with these actionable strategies.

Read more

Why CPGs need to bring a challenger mindset to omnichannel retail

Can you turn a notoriously online-unfriendly product into an eCommerce success?  A new crop of DTC challenger brands is looking to do exactly that by reinventing chewing gum for the…

Read more

View Our Most Popular resources to help you learn and win on the digital shelf.

the ultimate guide to content management on the digital shelf thumb

The Ultimate Guide to Content Management on the Digital Shelf

Maximize ecommerce sales with optimized Content with our ultimate guide made in partnership with Salsify.

The Digital Shelf Cast - Listen to our latest episode

A monthly podcast for CPGS covering the latest trends in grocery and digital ecommerce.

Digital Shelf Analytics - Buyers Guide

Complimentary Gartner Report Download innovation insight for Digital Shelf Analytics. 
e.fundamentals is the leading digital shelf analytics  provider for CPG brands looking to analyze, measure and optimize eCommerce performance. We turn complex data from hundreds of retailers into actionable insights that enable eCom teams to take fast actions to drive sales and conversion on the digital shelf.

UNITED STATES

Chicago

444 West Lake Street, 
Suite 1700, 
Illinois, 
Chicago, 
60606
+1312 416 8580

UNITED KINGDOM

London

20 St Thomas Street, 
2nd Floor Runway East,
London
SE1 9RS

UNITED Kingdom

Edinburgh

21 Young Street
Edinburgh
EH2 4HU
+44 131 235 2597

Members of

CMA SIMA Logo
Copyright © 2020 – e.fundamentals (Inc) Ltd All Right Reserved Reg No. 11020663