A Space for Thoughtful 
About the Client
A global consumer packaged goods leader generating over $90 billion in annual revenue and serving consumers across 200+ countries, focused on strengthening sales effectiveness, financial decision-making, and sustainable revenue growth through data-driven commercial strategies and workforce capability development.
Key Challenges
As consumer behavior and market dynamics rapidly evolved following the global pandemic, the organization identified Net Revenue Management (NRM) as a critical driver for both topline growth and profitability. However, applying NRM strategies across diverse markets, customer segments, and product categories presented significant challenges.
The organization needed to:
- Equip global sales teams with practical financial decision-making capabilities.
- Help sales associates understand complex profit and loss (P&L) drivers and revenue management strategies.
- Provide hands-on opportunities to apply NRM concepts in real-world business scenarios.
- Improve commercial agility by enabling sales teams to evaluate trade investments and optimize pricing and product mix strategies.
- Scale consistent NRM capability development across global sales teams operating in both traditional and modern trade markets.
Solutions We Offered
Hurix Digital partnered with the client to design and develop a highly interactive NRM Sales Simulation that transformed theoretical revenue management training into an immersive, application-based learning journey.
- Data-Driven Decision-Making Practice – The simulation enabled learners to apply key NRM levers, including price architecture, mix management, and trade investment optimization. Learners practiced evaluating promotion performance, ROI calculations, and customer development strategies using realistic business datasets.
- Realistic Business Simulation Environment – Hurix developed a 30-minute simulation module that placed learners in real-world joint business planning scenarios. Sales associates analyzed customer data, planned revenue strategies, and executed commercial decisions while observing the impact of their choices on profitability and growth.
- Structured Analyze–Plan–Execute Learning Framework – The simulation followed a structured learning model that guided learners through analyzing historical performance data, planning revenue growth strategies, and executing customer engagement actions. Immediate feedback and performance scorecards helped learners understand the effectiveness of their decisions.
- Customized Multi-Market Learning Design – Hurix designed four tailored simulation versions to address varying market complexities across modern and traditional trade channels and across snack and beverage product categories. This ensured contextual learning aligned with real-world sales environments.
Results We Delivered
- Delivered measurable improvement in financial literacy and NRM capability, with learners consistently outperforming the established 70% performance benchmark.
- Enabled sales associates to make more informed trade investment, pricing, and profitability decisions through immersive simulation training
- Recorded strong pilot program success, with 181 global sales professionals completing the simulation and achieving 30% adoption across targeted markets.
- Improved commercial agility and workforce readiness through hands-on revenue management scenario training
- Strengthened PepsiCo’s enterprise-wide capability-building strategy supporting long-term revenue growth and customer partnership effectiveness