Horizon Organic: Unlocking Opportunities Across Categories to Win with the Walmart Customer
Leveraging the popularity of one brand to boost growth potential of another
Horizon Organic has been pioneering organic dairy since 1991 and became the first organic dairy brand available nationwide. To prepare for a line review at Walmart, they dug into data in Walmart Luminate Shopper Behavior that revealed that stores carrying Horizon Organic milk products didn’t consistently carry their Growing Years brand of yogurt pouches for kids. But in the stores that did carry both products, customer spend increased three times—signaling a huge opportunity to capture those customers.
During their research, Horizon Organic learned that Walmart was gaining share in the Yogurt category but losing in the Kids Yogurt segment. This research also showed Growing Years was the fastest growing brand in Kids Yogurt, so the team set out to determine how they could help Walmart gain its fair share of the category.
Using the Performance in Detail report and the Where Sold Report in Shopper Behavior, Horizon Organic was able to understand who their customers are and where their products were available at a store-level.
Best of all, they learned their top customers fell into an important customer segment that was worth growing at Walmart. The Cross Shop report showed a clear path forward to capture a tremendous opportunity. With the right distribution and brand support, Walmart could increase category conversion, maximize shopper spend, and begin to gain their fair share of the category.
Read the full case study to learn more about how Walmart Luminate revealed a big opportunity for Horizon Organic and Walmart.
References:
Proprietary First-Party Data, Walmart Luminate 2024.
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