Nuts.com Picnic Snack Pack for Sam's Club

The Challenge: After an in-house CPG snack line was discontinued, the company's Retail channel sales team needed to quickly pivot to maintain a healthy relationship with category managers at Walmart. The sales team was connected with snack category leaders at Sam's Club, who indicated a desire to expand their in-category giftable offerings.

 

The Action:  I conducted a commercialization feasibility analysis to identify packaging formats that were operationally feasible and margin healthy. After securing approval for a re-scoped deal and delayed launch, I combined insights from the buyer with input from merchandising and creative to develop an exclusive seasonal concept: Picnic Snack Pack. Due to the anticipated scale of the deal, I partnered with finance to build a new rigorous, fully-burdened P&L framework to increase SLT confidence in the margin profile of the deal. I worked with the creative and procurement teams to 

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The Result: Based on results of my initial commercialization timeline and feasibility study, the deal was successfully re-scoped to a disciplined 300-store test with a delayed timeline, pivoting from holiday launch to early summer. The senior leadership team approved the deal with a high level of confidence in our ability to execute and hit margin targets.  We received incredibly positive feedback from the Sam's Club buyer on our new Picnic Pack concept and secured a commitment for CY2027 launch with an anticipated $1.3MM revenue impact from this single SKU LTO alone.