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Enhancing Sales through Strategic Shelf Share Management: A Case Study of Chari

Effective shelf share management can substantially impact a company’s sales and market share. This is true, especially in a competitive Morocco retail market.

The Moroccan retail sector contributes around 12% to the nation’s GDP, employing approximately 1.2 million people. This accounts for 12.8% of the total workforce in the country.

Chari, a prominent B2B e-commerce platform in Morocco, is the subject of this case study. It delves into how their shelf share management led to remarkable sales growth.

Who is Chari?

Chari is a B2B e-commerce platform that connects retailers with suppliers. It provides a convenient and efficient way to order and receive products.

The company has achieved remarkable growth in recent years; its strategic approach to shelf share management substantially contributes to its success.

How Chari is Using Shelf Share Management to Drive Growth

While being an e-commerce business, Chari has a team of dedicated field agents. This team works with retailers to optimize their product placement.

The field agents analyze sales data and customer feedback to identify the best way to display Chari’s products on shelves.

Chari provides retailers with eye-catching signage and displays. This helps make Chari’s products more visible and encourages customers to purchase.

Furthermore, Chari offers retailers exclusive discounts and promotions on select products. This creates incentives for retailers to give Chari’s products more shelf space.

Finally, Chari works closely with retailers to ensure its products are always in stock. This helps to minimize out-of-stock situations and maximize sales opportunities.

Chari’s success is a testament to the power of strategic shelf share management. The firm’s ability to meet up with consumer demands in real time portrays a successful market strategy.

Chari’s conquest in the Moroccan e-commerce market stems from its use of data and analytics to grasp customer preferences and needs. They combine this with a strong collaboration with retail partners. This approach fosters customer loyalty and fortifies long-lasting customer relationships.

Chari Case Study Overview

Image source: Unsplash

Company: Chari

Objective: To increase sales and market share through optimized shelf share management.

Duration: 12 months

Strategy and Implementation

  • Data Analysis: Chari conducted an in-depth sales data analysis from its retail partners, identifying top-performing and low-performing products.
  • Shelf Space Allocation: The company allocated more shelf space to its flagship products based on the data analysis. Also, it includes high-margin items, such as the latest smartphones and accessories.
  • Visual Merchandising: Chari provided its retail partners with eye-catching signage and displays. This helps to enhance the visual appeal of its products on shelves.
  • Pricing Strategy: Chari introduced limited-time promotional pricing for selected products, creating incentives for customers to make immediate purchases.
  • Inventory Management: Chari worked closely with its retail partners to ensure consistent product availability, minimizing out-of-stock situations.


Before Implementation:

  • Average Monthly Sales: $2 million
  • Market Share: 15%

After Implementation (12-month period):

  • Average Monthly Sales: $2.8 million (a 40% increase)
  • Market Share: 18% (a 20% increase)

Product Category A (Smartphones):

  • Before Implementation: Average Monthly Sales – 10,000 units
  • After Implementation: Average Monthly Sales – 14,000 units (a 40% increase)

Product Category B (Accessories):

  • Before Implementation: Average Monthly Sales – $400,000
  • After Implementation: Average Monthly Sales – $560,000 (a 40% increase)

Customer Feedback:

  • 87% of surveyed customers reported improved product visibility and easier decision-making.
  • 92% expressed satisfaction with the new pricing strategy and promotions.

Maximizing Customer Engagement through Targeted Promotions

Chari understood that improving shelf share involved more than just the physical location of products. It also meant offering appealing incentives for both retailers and customers.

To achieve this, the company implemented a targeted promotions strategy. Chari grabbed attention and encouraged immediate purchases by providing special discounts and promotions on specific products. This strategy boosted interest in their offerings.

The data shows that this approach was highly effective. Customer feedback revealed a significant increase in satisfaction levels, with 92% expressing contentment with the new pricing strategy and promotions. This indicates that Chari’s tailored promotion approach was pivotal in driving sales performance.

Chari became a prominent player in the Moroccan e-commerce market by knowing what customers like. Also, they use well-planned promotions effectively. This helped them establish a strong customer base in the industry.

Sustainable Growth: Maintaining Shelf Share Success

Image credit: Unsplash

One of the critical aspects of Chari’s success in shelf share management is its commitment to sustaining these achievements.

The company understands that maintaining a competitive advantage requires ongoing effort and collaboration with its retail partners.

Chari ensures that its products are consistently available on the shelves through meticulous inventory management.

This approach significantly minimizes out-of-stock situations. This not only leads to decreased missed sales opportunities but it also improves customer service.

Chari’s careful and proactive inventory management shows its commitment to offering a dependable experience for both retailers and customers. The company strives for reliability and smooth operations.

This ongoing commitment to shelf share success is a cornerstone of Chari’s sustainable growth in the Moroccan e-commerce market.

Bottom Line

Chari’s strategic approach to shelf share management yielded remarkable results in increased sales and market share.

  • Analyzing sales data
  • Optimizing shelf space allocation
  • Enhancing visual merchandising
  • Implementing effective pricing strategies
  • Maintaining consistent inventory

All these efforts resulted in a significant 40% increase in average monthly products and services sales for the company.

This business model boosted revenue and improved customer satisfaction and loyalty.

Chari’s story shows how a top e-commerce company can use shelf management to do well in a tough market. It’s a great example of a well-planned customer engagement strategy.For a successful story like Chari’s, contact us at Researchers.me. We specialize in market research. Our experts provide actionable insights for startup entrepreneurs.

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