Premium Food Retail · Mumbai, Pune & Bangalore, India · Growth
Turning fragmented customer data into 54% revenue growth
Customer revenue expansion for a premium food retail chain, turning a fragmented customer database into actionable intelligence across 3 cities.
- growth in revenue
- 54%growth in revenue
- increase in store visits
- 1.5×increase in store visits
- growth in online shopping
- 20%growth in online shopping
The situation
A leading food retailer had accumulated a large customer database, but inconsistent and incomplete information limited its ability to understand and engage its loyal customers.
The opportunity was to turn this fragmented data into actionable customer intelligence and use it to increase purchase frequency, category penetration and customer lifetime value.
What I did
Four moves, in order.
Enrich the database
Analysed and enriched a database of 300,000 customers, building richer demographic, behavioural and psychographic profiles.
Create customer personas
Created seven distinct customer personas and mapped them against relevant product categories and price points.
Design personalised journeys
Designed personalised discovery, upsell and cross-sell journeys for each persona.
Activate targeted campaigns
Activated targeted digital campaigns and persona-specific landing pages.
Connect digital and in-store
Connected digital engagement with in-store offers, coupons and home delivery.
What changed
54% growth in revenue.
1.5× increase in store visits; 20% growth in online shopping.
Pilot successfully executed across 3 cities, growth achieved over 6 months.
© 2026 Sushobhan Chowdhury. This case study is original, copyrighted and proprietary work owned by Sushobhan Chowdhury. Reproduction, redistribution, publication, or use of any part of this material, in whole or in part, without prior written consent or permission is strictly prohibited. Unauthorised use, misuse, or misappropriation of this content will result in legal action being taken against the offending parties.
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