They Didn’t Just Optimize the Shelf—They Took Over the Entire Aisle.
In the battle for in-store dominance, they didn’t just compete—they rewrote the rules. By leveraging Hotspex’s data-driven shelf optimization strategy, they transformed their presence at the retailer, unlocked category growth, and earned the right to influence the entire shelf layout—including their competitors’ placements. How? By proving they could do more than sell their own products—they could grow the entire category.
The Challenge: From Shelf Presence to Shelf Power.
They were already a powerhouse, but being big wasn’t enough. They needed to:
Stop treating shelf space as a negotiation and start treating it as a strategy. Prove that their shelf placement decisions could drive total category growth.
Use real consumer behavior—not gut instinct—to dictate what works.
The goal? Become an indispensable partner to retailers, not just another brand fighting for shelf space.
The Strategy: Engineering Shelf Dominance with Data Backed Precision.
Over 3Y, Hotspex ran extensive virtual shelf testing to uncover the perfect shelf setup for maximum impact.
Fabric Care – "Shelf of the Future"
Ran 16 testing scenarios over three years.
Used insights to redesign product placement for maximum performance. Results? Massive growth, proving shelf position drives market impact.
Home Care – Breaking the Category Norms
Developed 4 key shelf principles to drive category growth:
Brand Block: Visual color-coded sections made shopping easier. Tiered Strategy: Product variety created more purchase occasions. Dual Placements: Extra locations = extra sales.
Specialty Sections: Dedicated innovation spaces boosted incremental revenue.
Grooming – "Superiority 365" Research Program
Integrated multiple research systems to create a holistic shelf strategy.
Developed a plug-and-play testing system for innovations & retailer-specific layouts.
Bottom line? Data-driven shelf design isn’t just about looking good—it’s about selling more.
The Results? They Went from "Brand on the Shelf" to "Category Leader."
They didn’t just win shelf space—they won retailer trust. Predicted Category Growth: +11-20%. Actual Category Growth: +9-16%. Share of Shelf Increased: +5-6%. Unprecedented Influence: Retailer asked them to design the final shelf layout—including competitor products.
Other Wins: Product launch exceeded expectations—with market performance matching virtual test predictions. Home Care Category Strategy was adopted across multiple retailers. Grooming research created a blueprint for long-term innovation testing. They didn’t just optimize the shelf. They OWNED it.
The Takeaway: The Shelf Is Not a Battle—It’s a War.
They didn’t just tweak their merchandising. They played the long game. They proved shelf optimization isn’t just about a brand—it’s about category growth. They earned retailer trust by delivering real, measurable impact.
They transformed shelf presence from a negotiation to a strategic advantage.
Shelf space is the final battleground. If you’re not optimizing, you’re losing.
At Hotspex, we turn shelf space into shelf dominance. Let’s talk.
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