13 Revenue Management Strategies That Drive Real Growth in F&B and CPG
Revenue management strategies have always been essential in the food, beverage, and hospitality sectors—but today, they’re taking on new importance. Rising costs, changing consumer behavior, and increased competition make it more difficult to predict what will drive growth next quarter, let alone next year. Inflation has been a significant challenge for both industries. Although inflation rates have eased somewhat, its effects continue to impact consumer spending and business operations. In the U.S., inflation is projected to remain around 3% in 2025, while in the foodservice sector, inflation has recently increased to 6%.
What is a revenue management strategy?
A revenue management strategy is a set of actions used to optimize pricing, promotion, distribution, and sales planning based on demand, competitor behavior, and cost structure. It’s how businesses like yours make the most of every dollar, product, and consumer moment—across channels.
While most known in hospitality, revenue management today is a core discipline in food and beverage revenue management, helping modern CPG and retail players master pricing, pack architecture, and channel strategies to protect margins and boost profitability.
Example
All the big brands have revenue management strategies—let’s hear how the experts are doing it.
Kraft Heinz
According to the Kraft Heinz website, revenue management includes several key levers—like pricing strategy, pack-price architecture, product mix, and promotional effectiveness. The company notes it’s advancing across all of these, with a strong focus on maximizing trade return through digital tools, including its own proprietary system.
Taco Bell
Taco Bell’s revenue management strategy focuses on food innovation, unmatched value, supreme service, digital connections, tech advances, and international expansion to achieve its goals, including doubling profits and increasing average unit volume.
Walmart
Walmart’s revenue management strategies revolve around “Everyday Low Prices” (EDLP), operational efficiency, and leveraging its scale to offer competitive pricing, maintain a strong supply chain, and provide a broad, affordable selection to customers
13 effective revenue management strategies
Here are the most impactful revenue management strategies you can start using now:
1. Optimize pack price architecture
Right-size pack sizes and pricing for each channel. Small-format stores may perform better with smaller, premium-priced packs, while mass retailers need value bundles.
2. Use dynamic pricing
Pricing that responds to demand shifts—seasonality, events, even weather—can protect margins. This is key in CPG revenue growth management.
3. Tier your assortment
Offer a good/better/best structure to appeal to various budgets. It creates trade-up opportunities and signals value clearly to consumers.
4. Predict trends, don’t just follow them
Tastewise’s platform tracks real-time consumer behavior to spot emerging flavor or health trends. This gives you a head start on product decisions that will actually convert.
5. Localize pricing and promotion
What works in New York might flop in Dallas. Granular insight at a market level supports more precise revenue management decisions.
6. Leverage DTC and eRetail data
These channels offer fast feedback loops. Use them to test pricing, bundling, and offers before scaling.
7. Identify high-margin heroes
Every portfolio has a few products that drive outsized profit. Use data to identify and support them with the right marketing, shelf strategy, and promotion budget.
8. Run offer simulations
Test out potential promotions using predictive tools before going live. You’ll avoid costly mistakes.
9. Segment by consumer behavior
Instead of just demographics, segment based on needs and habits. Tools like Tastewise help map actual behavior to growth opportunities.
10. Refresh claims and messaging
Use real consumer data to identify which health or taste claims resonate right now. Packaging is prime real estate—make every word earn its spot.
11. Invest in cross-functional pricing teams
Align sales, marketing, and finance on shared pricing goals and metrics. Everyone should be speaking the same revenue management marketing language.
12. Watch your competition—but not too closely
You should know your price gaps and promo intensity versus key competitors, but don’t copy them blindly. The right strategy is the one that matches your unique margin and brand goals.
13. Automate the routine, so your team can focus on growth
Use technology to analyze data, surface insights, and even generate reports. This frees your team to focus on strategy and creativity, not spreadsheets.
Why it matters more than ever
Whether you’re managing promotions, pricing tiers, or go-to-market launches, food and beverage revenue management is the foundation for sustainable, scalable growth.
The best revenue management marketing isn’t just about maximizing dollars—it’s about doing so in a way that consumers, retailers, and your internal teams can all support.
And with competition tightening across categories, CPG revenue growth management isn’t optional. It’s the difference between defending share and gaining ground.
So whether you’re in sales, brand, or innovation, it’s time to get serious about revenue management strategies—the smart, scalable kind.
FAQs
What’s the difference between revenue management and pricing?
Pricing is a part of revenue management. Revenue management also includes assortment, distribution, and promotional strategy, all aligned to business goals.
How often should I update my strategy?
Quarterly is typical, but if you’re using real-time tools like Tastewise, you can adjust monthly—or even weekly—to stay competitive.
Can small brands benefit from revenue management?
Absolutely. In fact, with fewer resources, they often have more to gain from a tight, data-driven revenue management approach.