Retail & Consumer

We help retail & consumer companies to accurately assess their business potential, overcome barriers to success and find new opportunities.

The retail & consumer industry in Russia is facing the time of challenges and opportunities. The rise of e-commerce, changing tastes and recent decline of economic growth followed by declining disposable income and demand have already influenced and changed the market and more is yet to come. 
We are eager to share with you our knowledge of the Russian market and the specifics of each stage in the value chain - from goods production to end sales.
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R&C market update

The Russian economy is recovering, with major macroeconomic indicators showing modest growth However consumers remain conscious of prices and conservative about the future.

The crisis of 2014–2016 led to a reduction in overall expenses, including for food and fast-moving products, and frugality has become the primary spending model.

Despite recent signs of recovery, the sales dynamic for food retailers’ LFL is negative in comparison to the rate of inflation

Retailers are focusing on increasing their capabilities by cooperating, developing new areas of activity and e-commerce channels, adopting technologies and expanding across Russia.

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In the first half of 2018 Russian GDP is growing slower comparing to the same period in the previous year.

Despite low official inflation and continuous real wages growth consumers do not feel positive changes in their financial situation. They continue cutting their spend. Strong trend for buying less and cheaper products is remaining determinant in Russian consumers behavior.


Highly competitive market demands an efficient approach for marketing and promo as well as for cost optimization and operational excellence.

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Key solutions

Pricing & Promo Excellence in Retail & Consumer

In the current low growth environment, margins are under pressure and promos have gained in importance. Most promos are loss making and do not create value for companies. Improving the way pricing and promotions are conducted can generate significant value.

• Pricing programmes typically result in a 1 pp EBIT increase.

• Optimising promotions can save up to 15% of a company’s trade budget.

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Data Analytics in Retail & Consumer

One of the most common challenges our clients face is the desire to increase portfolio revenues through proper customer value management and margin control. 

We provide our clients with customer analytics solutions that are focused on optimising the benefits from customer interactions, in both online and offline settings across all communication channels. Our solutions combine advanced mathematical models that support real-time decision-making.

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Fit for Growth

Companies can achieve significant savings through a combination of improving real processes and reassessing the activities that are required for the business. Achieving this goes hand in hand with such enablers as introducing new trainings, redesigning the organisation, revising KPIs and incentives, and changing the company culture. All of this takes time, and these programmes can only succeed if they are aligned with the strategy of the company and have the full support of the management team, including, above all, the CEO.

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Thought leadership

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Contact us

Martijn Peeters
Partner, Retail & Consumer Leader
Tel: +7 (495) 967 6029
Email

Yulia Kuznetsova
Marketing and Business Development, Retail & Consumer
Tel: +7 (495) 967 6186
Email

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