Summary
This case study documents how BODYARMOR utilized the full suite of Numerator Insights Solutions to enhance its distribution in key retail channels. The objective was to demonstrate to retailers the existing demand for BODYARMOR products among their shoppers, particularly in competitive environments such as club and dollar stores. The analysis revealed that a significant percentage of shoppers at these retailers were already purchasing BODYARMOR from competitors, indicating a substantial opportunity for sales growth. The study outlines the metrics used to quantify this demand, including the Share of Wallet report, which illustrated the potential revenue increase for retailers if they began carrying BODYARMOR products. Furthermore, it explains how the insights gained from Numerator helped BODYARMOR to position itself as a valuable addition to retailers' offerings, emphasizing that the introduction of its products would not cannibalize existing sales but rather expand the overall category. The results indicate a successful strategy for gaining distribution and increasing market presence.
