As retail channels continue to evolve, a single Revenue Growth Management framework can no longer address the unique requirements of every retailer. In this session, Sandeep Mathew challenged traditional one-size-fits-all RGM approaches and presented a channel-first perspective. Using examples from value retail, health and beauty, quick commerce, and omnichannel environments, he demonstrated how shopper behavior, retailer economics, data availability, and channel dynamics demand customized frameworks and analytics.
The presentation explored how organizations can adapt category prioritization, pack-price architecture, assortment decisions, promotional strategies, and innovation planning to align with specific channel realities. Through real-world examples, Sandeep illustrated how channel-driven design enables brands to identify growth opportunities, improve execution, and create stronger partnerships with retailers while delivering greater relevance for shoppers in increasingly diverse buying environments.
