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Easy Profitability

Drinks Gone Flat

#Retail
ProHub Comment

This case tests the candidate's ability to systematically isolate the root cause of revenue decline using pricing and quantity analysis, then develop structured recommendations. The key challenge is recognizing that volume grew in sodas but revenue fell due to aggressive price competition from the value brand, requiring candidates to drill down through categories and brands efficiently.

Estimated Time 15 minutes
Difficulty Easy
Source NYU
10 / 100
The beverage department of a regional supermarket has seen a drop in revenue over the last year and has hired your firm to determine the cause of the decline and recommend ways to reverse the trend.

Clarifying Information

  1. Client is a leading regional grocer within the southeastern U.S.
  2. Competitive landscape has not changed in the last year
  3. Revenue decline is specifically within the beverage segment
  4. Client wants to find the cause of the declining revenue and recommendations for how to stop the decline
Mock Interview
Interviewer

The beverage department of a regional supermarket has seen a drop in revenue over the last year and has hired your firm to determine the cause of the decline and recommend ways to reverse the trend.

You

Thanks. Before analyzing, I'd like to clarify a few key questions...

Interviewer

Good question. Let me provide some background information...

You

Based on this, I suggest analyzing from these dimensions...

AI Score
Structure Analysis Communication Business Sense Quantitative
Practicing...
Score coming soon
Practice this case with AI Mock Interview

A beverage department at a regional supermarket is experiencing revenue decline despite flat competitive conditions. Through data analysis, candidates must identify that soda category revenue declined due to the value brand’s aggressive price reduction ($0.60 to $0.40), which gained market share while eroding overall profitability. Recommendations focus on value brand repositioning and differentiation strategies.

Key Insights:

  1. Revenue decline is driven by price reductions, not quantity loss—total soda volume actually increased 20MM gallons
  2. Value brand cannibalized premium brands (Brand A fell from 50MM to 30MM gallons) by cutting price 33%
  3. Structured framework focusing on revenue drivers (price and quantity) rather than costs is essential
  4. Marketing 4Ps framework (Price, Promotion, Product, Placement) provides organized approach to brainstorming solutions
  5. Time management is critical—excellent candidates drill down only after determining high-level cause, avoiding wasted exploration