This case is all about discussing ideas to improve revenues so that the client can improve its bottom line (profits). The candidate should also inquire about the possibility of reducing costs, even though it does not come into question in this specific case.
As you will notice in the “Suggested approach” section, the focus should not be on the numbers or math, but rather on concepts. This is more of an interviewer-led case interview since the interviewer is supposed to help and guide the interviewee to the point where they can brainstorm possible ways to increase revenue.
However, don’t give the interviewee too much guidance too early.
DairyCo, a mid-sized CPG manufacturer (consumer packaged goods) which sells dairy products (derived from milk), has turned to you to ask for your advice.
The firm has been facing declining profits in the last few years and does not know what it should do to change this trend.
How would you help them out?
If the interviewee solves the case very quickly, you can come up with more challenging questions to ask them.