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Case Study: Net Revenue Management in Google Sheets
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Fast Moving Consumer Goods
The world of Fast Moving Consumer Goods (FMCG) is a dynamic world that plays a significant role in our daily lives. Have you ever wondered how well-known brands like Coca-Cola, Nivea, and Lay's are being managed? This case study will help you get a better understanding of this industry.Net Revenue Management
You will start by analyzing a big dataset and by performing your own market analysis. You will go from calculating market share to creating clear visuals to reveal actionable insights. Next, you will use the principles of Net Revenue Management (NRM), which will help you to identify new growth opportunities for your company. You will have to use a variety of Google Sheets tools and functions to calculate the true potential of these growth buckets. You will not only master everything which relates to PivotTables, VLOOKUP, and forecasting but also have a better understanding of what is happening behind the scenes of your favorite FMCG brands.Are you ready to use your Google Sheets skills to build a complete business case?Prerequisites
Data Analysis in Google SheetsPivot Tables in Google SheetsFast Moving Consumer Goods (FMCG)
Net Revenue Management (NRM)
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.
Optimizing Net Revenue
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.
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FAQs
What industry does this Google Sheets case study focus on?
It focuses on Fast Moving Consumer Goods, specifically the shampoo business. You work as a category manager for a fictitious FMCG company called Healthmax.
What is Net Revenue Management and how is it applied here?
Net Revenue Management is a framework with five pillars for growing revenue. You apply Brand Portfolio Pricing, Mix Management, Trade Terms, Pack Price Architecture, and Promotion Management.
What Google Sheets functions and tools will I use?
You use PivotTables, VLOOKUP, forecasting tools, and various formulas to calculate KPIs like market share, value growth, net sales contribution, and gross margin.
What business KPIs will I learn to calculate?
You calculate market share, year-to-date and moving annual total growth, net sales contribution, gross margin, and revenue forecasts combining organic growth with NRM activities.
Do I need prior Google Sheets experience?
Yes. You should be comfortable with intermediate Google Sheets features, pivot tables, and data analysis functions. Four Google Sheets courses are listed as prerequisites.
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