01
Situation
Managed a portfolio spanning food, home and personal care, and specialty categories.
The context required balancing growth ambition with channel, stock, partner and execution realities.
Case Study
FMCG E-commerce Growth System
A marketplace operating rhythm across a large FMCG portfolio, partner visibility, city coverage and management reporting.
Documented outcome
+41% YoY revenue
A marketplace operating rhythm across a large FMCG portfolio, partner visibility, city coverage and management reporting.
Evidence rule
Documented results are presented as outcomes. Work that remains in planning or pre-launch is clearly labelled as a strategic model. This keeps the portfolio credible and easy to defend.
02
Commercial Objective
Connected commercial priorities with marketplace execution across leading partners.
The objective was translated into a measurable business question and a short list of priorities.
03
Role & Ownership
Worked across approximately 60 brands and around 3,200 SKUs.
Ownership included connecting commercial teams, marketing, operations, partners and management reporting.
04
Approach
Supported a ten-city distribution and marketplace footprint.
The approach used diagnosis, prioritisation, execution rules, review cadence and documented next actions.
05
Operating Rhythm
Used portfolio prioritisation, visibility planning, partner reviews, and KPI reporting.
Regular reviews focused on movement, causes, dependencies and the decision required from each owner.
06
Measurement
Documented online revenue experience of approximately $3.8M and broader marketplace GMV of $8.2M.
Metrics were selected according to available data and were separated from assumptions or pre-launch estimates.
07
Key Learning
The model focused on sustainable operating discipline rather than promotion-only growth.
The strongest lesson was that sustainable growth comes from the operating system around the campaign.
Related editable models
Use the Case Study Narrative, KPI Dashboard, Campaign Tracker and SWOT designs in the Vault to document a similar project.
Open Vault