How diagnosis, standardized routines and commercial intelligence raised revenue and unlocked the growth of a strategic category in a 5-store chain.
A regional grocery retail chain with five stores in operation faced challenges in commercial management and purchasing. Routines lacked formal standardization, there was low integration between areas, and commercial decisions were made with little use of structured data.
No standardized processes for purchasing and demand analysis
Difficulty managing the product mix
No structured criteria for supplier evaluation
Low visibility into category performance
Lost sales and margin opportunities
No management indicators to track results
A complete Business Process Management (BPM) project that turned commercial management into a data-driven operation.
Process maturity assessment, macroprocess mapping with the SIPOC method, and redesign of commercial routines with AS-IS and TO-BE modeling, consolidated into Standard Operating Procedures (SOPs).
Structured demand analysis, product-mix management and a seasonality methodology, with performance indicators (KPIs) and management dashboards in Power BI to support decision-making.
Application of the BPM, PDCA and MASP methodologies to sustain the gains over time — making commercial decisions faster, more accurate and aligned with the chain's strategic goals.
Process maturity assessment
Macroprocess mapping (SIPOC)
AS-IS and TO-BE process modeling
Structured demand analysis process
Product-mix management
Seasonality analysis methodology
Commercial decision-support tools
Performance indicators (KPIs)
Management dashboards in Power BI
Standard Operating Procedures (SOPs)
Results felt shortly after the new commercial processes stabilized.
After a dip in April, the chain's consolidated revenue recovered and grew +7.2% between April and May.
Chain's consolidated revenue (R$ millions).
The household bleach category was chosen as a pilot to validate the new management model. The results were striking.
Pilot category units sold (household bleach).
| Indicator | April | May |
|---|---|---|
| Units sold | 11,834 | 16,641 |
| Category revenue | R$ 26,895 | R$ 34,282 |
| Growth | +40.6% units · +27.7% R$ | |
Growth of approximately 27.7% in category revenue after aligning the commercial processes.
Standardized commercial processes
Better product-mix management
Data-driven purchasing decisions
Greater control over strategic indicators
Reduced waste and stockouts
Better supplier relationships
Greater competitiveness across categories
Higher sales and profitability
The structured application of Business Process Management, Business Intelligence and continuous improvement turns commercial operations into concrete results. Find out how we can do it for your operation.
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