Distribution Case 02 · Mid-Size Protein Supplier
Trade stack correction
Promo dependence was reduced to restore contribution integrity per case.
The Problem
Top-line volume was healthy, but recurring promos eroded unit economics beyond gross sales reporting.
Root Cause Diagnosis
Trade programs were layered without incrementality tests, and post-promo reorder durability was too weak.
What PRO Evaluated
Net contribution by promo type, elasticity by account, deduction leakage patterns, reorder half-life after funded events.
The Intervention
Cut low-yield programs, tightened allowance criteria, and rebuilt the trade calendar around accounts with proven reorder persistence.
The Outcome
+$1.18 per case contribution while maintaining strategic volume and reducing margin volatility.
The Lesson
Promo spend should buy repeat behavior, not one-time shipment spikes.
Full Case Study Document
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Includes the full root cause map, evaluation framework, and intervention sequence used in this engagement.
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