Dramatic sales growth to achieve industry leadership

Industry: Food Distribution
Company: Global Food Retailer
Business unit: U.S.-based supermarket chain
Executive: CEO
Team: CEO Leadership Team

Situation

The CEO of the division partnered with Gap International to create a sales-driven organization from one that had relied primarily on expansion and price competition to achieve growth.

He enrolled his team in a growth strategy that focused on same-store sales and had the team align the next level of leadership in their vision for the company. Leaders, in consultation with Gap International, increased their visibility with employees and engaged the entire organization in selling at all levels. The company implemented new store concepts and redesigns in key markets.

Progressive Grocer, the food industry's leading publication, recognized the company's dramatic increase in performance by naming it "Retailer of the Year."

Return on Investment

• First profitable year in three years and best 4th quarter in five years
• First positive quarter in same-store sales in three years and 16 straight weeks of same-store sales growth
• Five-fold increase in the stock price over a period of two years
• Forty-fold return on the investment in the Gap International initiative, based on the increase in the company's market capitalization over the two-year period

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