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Case Studies

5 year Business Plan Formulation and Strategy Support for a leading F&B Player in Myanmar

The client is a leading F&B manufacturer aiming to quadruple its revenues from Myanmar in the next 5 years.

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Issue

The client had entered Myanmar in 2013 and although its top line had seen significant growth, it was facing increasing competition from local players in its core sectors which accounted for >85% of its revenues. With Myanmar being a key growth market prioritized by the HQ, the client was looking to quadruple its revenues in the next 5 years by expanding its product portfolio as well as strengthening its distribution network.


Approach

Solidiance placed a team composed of 2 Analyst, 2 Consultants, 1 Manager and 1 Partner dedicated to the project for an intensive 6 weeks to generate a strategy well in advance of the global HQ meeting. The team conducted in-depth interviews with the client brand managers, HR and marketing executives, operations and logistics teams as well as externally with distributors, retailers, and wholesalers as well as competitors to gather data points crucial for developing a 5-year product as well as geographic strategy.


Solution

Solidiance evaluated the current operations in terms of revenue split by products and geographies to identify low hanging fruits and opportunities for expansion based on regional capabilities. In-depth interviews in the market enabled us to further identify the short term and long term opportunities in each sub-segment for coffee and dairy based on estimated market size and forecasts as well as target market share in the next 5 years our client aimed to acquire. In addition, a bulk of the client's products were being channeled to Tier 1 cities with a high competitive threat from more established local players competing based on lower-priced products, Solidiance undertook a comprehensive regional assessment to identify potential distribution models based on product, geography and SKU types splits with detailed assessment of each possible model to enable the client identify the most effective distribution model to achieve its target market share and topline growth. A detailed scenario analysis based on potential growth, the impact of the introduction of new products as well as aggressive sales & marketing efforts was also conducted to visualize impact on revenue growth under different circumstances.


Engagement ROI

Based on Solidiance findings, the client was able to present its 5 year business plan to the global HQ backed by concrete next steps to quadruple its revenues by 2020 by diversifying its product and geographic portfolio based on a comprehensive understanding of the Myanmar F&B market as well as a clear understanding of how it can best position itself for long-term sustainable growth.