An IRI Point of View: Delivering Growth Through High-Value Customers

Posted: October 4, 2017

One way to grow in a low-growth marketplace is to win a bigger piece of the pie.

With store closings at an all-time high and e-commerce competition on the rise, traditional U.S. retail and CPG markets are seeing anemic sales growth. Many overlook the fact, however, that the top-spending households in any category spend nearly three times more than the average household. By zeroing in on these top-spending households, retailers and CPG firms can capture greater share of wallet and win outsized sales growth across categories and stores.

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