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Case Studies

Packaging conversions | Leveraging Retail Merchandising Solutions to Drive Sales


Packaging conversions are an excellent way to update product or a brand and drive an immediate sales lift. Some conversions are relatively simple; others are more extensive. Recently, Lawrence Merchandising Services undertook an extremely complex packaging conversion in 14 national retailers. The project involved converting the packaging for almost three million units of product across hundreds of SKUs. To add to the complexity, the client was confined by a tight budget and needed to find a solution that would maximize their investment. LMS knew that a customized approach, careful planning, and clear communication would be critical components of the project and allow the client to achieve their goals and budget limitations.


LMS worked closely with the client to create a solid plan that achieved expectations and optimized in-store execution hours. First, LMS conducted extensive time studies and process mapping – identifying the most efficient flow for field representatives. Next, we developed comprehensive training to increase efficiency in the field, minimize errors and prevent rework. This included a training video, instruction guide, and individual in-person training from our field training team. Then, the LMS operations team performed a store test in the client’s home market prior to rolling out to the chain. This helped to validate the process flow and facilitate refinements in the instructions and training. Simultaneously, the LMS logistics team designed and executed an extremely large kitting and fulfillment plan, resulting in the successful kitting and shipping of over 20 million pieces of materials on 90 pallets. Throughout the store level execution phase, we provided thorough and real-time updates to the client regarding the status of the project, ensuring their needs were not only met, but exceeded.


Despite the complexities and massive scope of the project, LMS implemented the plan with ease. The program achieved 99% completion and came in under-budget by $200,000. The client was able to implement a significant sales-driving initiative without having to be in the stores themselves.

Over 20 million pieces of material, 90 pallets shipped, 83,000 hours and 9,200 stores: 99% completion rate & $200,000 under budget. That’s performance.

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