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Assisted major player in confectionary industry in determining current growth state and developing a new growth strategy

Case Study Summary

A leading confectionary producer sought Archstone Consulting's help in determining the current state of growth in North America, and in developing a new growth strategy for a subset of brands in order to begin a new cycle of growth.

The Client

Leading confectionary producer with more than 10% market share of the confectionary industry and operations in more than 60 countries.

The Challenge

Determine how much growth was expected from the current model, within what time period and what resources would be required to realize this growth. Develop strategies to overlay on top of current model in order to begin new cycle of growth. Develop prioritized 5-year roadmap.

The Solution

Archstone Consulting developed a separate strategy for the US and Canadian markets, working collaboratively with the client. The strategy development effort included a comprehensive category review, competitive review, assessment of consumer and shopper need states and identification of potential "white space" for growth opportunities, strategic opportunity assessments, business development priorities and roadmap for execution.

The Results

Archstone Consulting assessed the current and future state for the brand based on several growth drivers, and identified the following key requirements to achieve the desired future state:

  • Identifying how big the client wants to be in 5 years, to be determined based on market priorities, time based revenue and share potential through defining specific strategic categories, markets and product and brand growth platforms;
  • Defining internal resource requirements / operational capabilities and priorities to realize this market potential (including integration);
  • Defining investment requirements to reach market potential;
  • Defining external assumptions and requirements to realize goals;
  • Creating a time-phased plan.

Archstone Consulting led the roll-out of these methodologies in order to assess growth opportunities in 6 global markets.

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