A $650M farmer-owned dairy co-op was looking to expand market share in existing territories and broaden its geographic reach. However, the dairy co-op lacked a unified go-to-market strategy or formal strategic plan and had already suffered an unsuccessful first attempt at large-scale geographic expansion.

Our team led the development of the go-to-market strategy, including a comprehensive review of primary dairy categories and consumer attitude, awareness, and usage (AA&U). We also assessed the dairy co-op's capability to deliver on a variety of strategic scenarios; prioritized strategic options based on the degree of difficulty, investment, and ROI; and facilitated executive workshops to select a preferred pathway and devise a strategic plan. Finally, our team created a strategy model and 5-year P&L Forecast to determine the necessary media and trade spend investments to justify growth. At the end of the engagement, we trained management on developing a detailed competitive assessment model, which the dairy co-op has continued to update quarterly.

By following the go-to-market strategy developed through our work, our client doubled in size and hit its 5-year, $1B revenue target by the end of year 3.