Question 1

Why Accuris?

Accepted Answer

Brands partner with Accuris because our expertise in Strategic Revenue Management enables them to build bespoke, sustainable capabilities that are different from and outperform their competitors. By optimising pricing, promotions, product strategies, and trade terms through the industry's most advanced models and best-in-class processes, we empower brands to make data-driven decisions that drive profitability and incremental sales growth.

Question 2

What are the benefits of working with Accuris?

Accepted Answer

While every client is unique, there are common benefits. Accuris helps organisations achieving a significant shift in their strategic thinking and operational approach. Here are 8 areas of progress typically enabled by Accuris:
From Volume to Value Focus: Thanks to Accuris, businesses have transitioned from prioritising sales volume to concentrating on delivering and optimising value.
Short-term to Sustainable Results: With Accuris, organisations have shifted from focusing on immediate, short-term gains to pursuing long-term, sustainable outcomes.
Gross Impact to True Benefit: Using Accuris, businesses have moved from measuring gross impacts to focusing on tangible benefits that drive meaningful value.
Ignoring to Managing Side Effects: Accuris enables organisations to systematically measure and manage previously overlooked factors such as cannibalisation, competitive switching, and stockpiling.
Fragmented to Agreed Metrics: Thanks to Accuris, the use of numerous, inconsistent performance metrics are being replaced by unified, commonly agreed-upon standards for measuring success.
Ad Hoc to Continuous Optimisation: With Accuris, businesses have evolved from sporadic, reactive analysis to continuous evaluation and optimisation processes that enable proactive decision-making.
Supplier/Retailer-led to Shopper/Consumer-led: Accuris supports decision-making that is aligned with the needs and behaviours of shoppers and consumers rather than being driven by supplier or retailer agendas.
Discounting to Rewarding: Using Accuris, client companies have moved away from over-reliance on discounting strategies, focusing instead on value-enhancing and rewarding initiatives.

Question 3

What is the Source of Business® model?

Accepted Answer

The Source of Business® model is the proprietary Accuris framework that identifies how sales activities contribute to category growth, retail switching, or other sales effects. It provides clarity on the true impact of your promotional and pricing strategies.

Question 4

How does Accuris improve pricing decisions?

Accepted Answer

We use Bayesian analytics to evaluate consumer price elasticity, competitor pricing, and market trends. This methodology goes beyond classic regression analysis and is ideal for price optimisation in markets or categories where shoppers have many options in terms of brands, products and stores.

Question 5

Can Accuris help improve promotional effectiveness?

Accepted Answer

Yes, we enhance promotional effectiveness by designing strategies that drive true incremental sales, avoiding shopper downgrading, product cannibalisation, and margin erosion. As the original pioneer of the Source of Business® model to decompose promotional effects, Accuris is the recognized leader for promotion optimisation.

Question 6

Which companies can benefit from Accuris solutions?

Accepted Answer

Our solutions are ideal for companies in consumer packaged goods (CPG), retail, and other industries that rely on optimising pricing, promotions and brand-pack offers to drive revenue growth.

Question 7

What makes Accuris different from other consulting companies?

Accepted Answer

What sets Accuris apart from other consultancies is our ability to provide a truly dynamic and comprehensive understanding of market trends, customer and shopper behaviour. Unlike data providers and research agencies that rely on static methods or once-a-year regression approaches, Accuris integrates all relevant data sources to model the full picture of how shoppers interact with brands and products. This is critical in today’s fast-changing environment, where shopper behaviour can shift daily.

With over 20 years of industry experience, Accuris combines cutting-edge analytics, advanced AI, and patented methodologies like Source of Business®. Our approach goes beyond generic solutions - we develop idiosyncratic strategies tailored to your organisation, rooted in industry best practices and robust data-driven models. Our revenue management models are uniquely designed to address the needs and perspectives of manufacturers, retailers, and entire categories, ensuring a holistic and actionable framework for driving revenue growth.

Question 8

Do you offer tools for diagnosing and optimising sales performance?

Accepted Answer

Yes, Accuris offers tools that provide automatic data analysis and insights generation, helping companies diagnose performance and develop actionable strategies for improvement. Look for more information on our RGM360 and MetaMarketing platforms.

Question 9

How do I get started with Accuris?

Accepted Answer

Contact us via our website or by phone to schedule a consultation. We will listen to your story and discuss your specific needs. No one-size-fits-all approach. We do not copy. We craft idiosyncratic solutions precisely tailored to your specific situation and objectives.

Question 10

What makes Accuris different from, say, Nielsen or Kantar or BCG?

Accepted Answer

In the Fast-Moving Consumer Goods world, Accuris has a unique position with its revenue management analytics. It is effectively a "Bollard against margin bleed." While many companies run promotions just to hit volume targets, Accuris focuses on the true incremental value - separating real growth from "artificial" spikes that actually lose money.
At its core, their solution is designed to move companies away from "copy-paste" promotional calendars and toward Zero-Based Promotion Planning.
Accuris uses a proprietary methodology called Source of Business® to dissect every sale during a promotion. It answers the question: "Where did this sale actually come from?"

1. Identifying "Hidden Costs"
Accuris identifies four major ways promotions often destroy value instead of creating it:
Subsidisation: Giving a discount to loyal customers who would have paid full price anyway. (Accuris estimates this accounts for ~35% of promotional sales).
Cannibalisation: Shifting sales from a high-margin product to a discounted one within your own brand.
Stockpiling: Pulling future sales into the current week (shoppers buy three bottles now and don't buy again for two months).
Retailer Switching: Shoppers simply buying your brand at a different store because it’s cheaper there, rather than new shoppers entering the category.

2. The "Elephant Ear" Curve
One of their signature tools is a visualization that plots promotions on a curve:
Green dots: Profitable promotions that drive incremental revenue.
Yellow dots: Revenue drivers that might not be profitable but serve a strategic purpose (like blocking a competitor).
Red dots: Value destroyers that should be cut or restructured immediately.

3. Scenario Modelling & Zero-Based Planning
Instead of starting with last year's plan, Accuris helps teams build a plan from "zero." You can simulate different mechanics (e.g., Buy One Get One Free vs. 25% off) to see which one expands the category rather than just shifting volume around.

Key Benefits for FMCG Teams
Better ROI: Clients often see a 15–20% improvement in promotional ROI by cutting the "red dots."
Retailer Leverage: When you can prove to a retailer that your promotion actually grows the entire category (rather than just stealing from the store's private label), you have much more power in negotiations.
Upgrading vs. Downgrading: The software tracks if a promotion encourages people to "trade up" to premium items or if it accidentally trains them to only buy the cheapest option.

Note: Accuris is often used by major global players like Unilever, Nestlé, and Coca-Cola. It is a high-level strategic tool, not just a simple tracking spreadsheet.

Frequently asked questions