How we did it
Our client, a top center store brand, sought to expand its successful product line into additional categories like soup, pasta, and frozen meals. Achieving this ambitious cross-category vision required a partner with strong grocery connections and a collaborative approach.
As a true extension of the client’s team, Acosta leveraged its reach to drive category expansion and collaboration at leading retailers, including Publix. At Publix, there was a significant opportunity to optimize distribution for the client’s sauce and pasta products, which had previously been distributed via direct-store-delivery (DSD). In 2021, we transitioned their sauce line to direct-to-warehouse, enabling us to secure new ad placements and increase store inventory for secondary displays—without the need for additional promotions. We ran successful store tests that led to even broader placement approvals, including rare end cap displays, typically reserved for BOGO items.
This approach delivered a 25.6% growth through both base sales and product innovation at Publix. Nationally, Acosta’s partnership since 2018 has contributed to remarkable 500% sales growth, solidifying the brand’s #1 national category ranking and the fastest-growing center store brand for five years running.
Acosta’s blend of cross-category expertise and analytics was essential to this success. By working closely with both the local Publix team and the client’s BI team, we leveraged proprietary tools to analyze sales, distribution, and shelf share, revealing strategic growth opportunities. Together, we delivered a seamless, data-backed expansion that positioned the client for continued success across multiple grocery categories.
