This is a classic growth strategy case that teaches the importance of wallet share analysis and customer segmentation. Rather than pursuing the largest customers where the company already has strong relationships, the solution identifies underserved customer segments with large wallet sizes as the optimal growth targets. The case demonstrates how a 2x2 matrix (wallet size vs. share of wallet) can be an effective prioritization tool.
Our client is Healthy Foods, a wholesaler serving a variety of clients with Food products. The client is profitable but they want you to help them find revenue growth opportunities from their current business.
How can we help Healthy Foods drive their revenue growth?