As the lead intermediary between Duane Reade and its vendors, Michael Roth helped coordinate vendor and retailer promotion, distribution, price and products efforts. Coordinated efforts between Duane Reade and Procter & Gamble led to millions in higher retail sales for both companies, new share records for Procter & Gamble in the NYC Drug market, to an enhanced relationship between the two companies and to a blue print for Duane Reade to repeat with multiple other vendors.
The fact base that was developed and executed for Procter & Gamble and Duane Reade indicated findings that indicated that:
- Procter & Gamble brands had multiple opportunities to increase sales at Duane Reade,
- Procter & Gamble had multiple product mix, pricing and promotional timing opportunities across multiple brands at Duane Reade, and
- Procter & Gamble and Duane Reade communications were stifled in part by prior inter-company problems.
The fact based plan we wrote and helped execute with both Duane Reade and Procter & Gamble led to millions in new sales for both Procter & Gamble and Duane Reade. The plan was monitored for success via KPIs developed for the initiative. In the following year, the joint planning initiative was expanded to several other Duane Reade vendors