How we did it
KAO, the manufacturer behind leading personal care brands such as Jergens, Curel, Biore and Ban, aimed to expand its SKU mix and presence in over 7,400 Family Dollar stores across the U.S. The challenge was to differentiate KAO’s products in a fiercely competitive category by demonstrating superior value to consumers and delivering high margins to the retailer.
Our Value team focused on creating compelling pricing strategies and delivering robust promotional support. These efforts assured Family Dollar of the highest sell-through rates in the category. The result was the strongest display and promotional calendar Family Dollar had ever implemented for KAO, leading to increased product visibility and significant sales growth.
Additionally, ongoing collaboration with our Business Intelligence team allowed us to continuously refine strategies with data-driven insights. By monitoring leakage reports, tracking customer buying patterns, and adapting to shifting consumer trends, KAO maintained a competitive edge on the shelves.
Our strategic partnership led to record-breaking sales and secured KAO’s position as a category leader at Family Dollar. The success of this collaboration was recognized when Acosta was named Broker of the Year for KAO, underscoring our ability to drive sales growth and build strong, adaptable partnerships with both clients and retailers.
“The Acosta team worked tirelessly to transition account knowledge, manage multiple buyer changes and navigate strategy shifts while maintaining a customer-centric and tenacious approach that led to our best year yet! Their success has not only put KAO at the forefront with Family Dollar but has set the foundation for future growth.”
Robert Gobel
Associate Director, KAO
