For successful deals in consumer goods, private equity firms must begin with a differentiated vision for each individual asset. BCG’s Tom Lutz shares the best practices of market winners.

Tom Lutz is the global leader of BCG's Large-Scale Change initiative and a core member of the Consumer and Marketing, Sales & Pricing practices. He specializes in post-merger integration and transformation. Tom is the former head of the firm’s South System (Dallas, Houston, Atlanta, and Miami), as well as the former leader of BCG's private equity topic in the US.

Since joining BCG in 1992, Tom has worked extensively with packaged-goods manufacturers, specialty retailers, restaurants, hotels, grocery retail, convenience retail, and private equity.

Tom's client work has focused on areas of growth strategy, innovation, consumer insight, category management, portfolio strategy, distribution economics, trade spending, and post-merger integration.

Prior to joining BCG, Tom worked for Anderson & Co., where he consulted for a variety of businesses on operational and strategic issues.

AREAS OF EXPERTISE

  • Corporate portfolio strategy
  • Post-merger integration in retail and consumer
  • Value creation programs
  • Pricing and promotion effectiveness
  • Large-scale transformation
  • Customer relationship management
  • Pricing execution in consumer goods
  • Grocery and mass merchants
  • Restaurants

EDUCATION

  • MBA, with distinction, Harvard Business School
  • BS, with honors and distinction, University of North Carolina at Chapel Hill

Publications and Videos

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How Digital Delivery Puts the Restaurant Value Chain Up for Grabs

Digitally enabled delivery is poised to produce the most substantial market disruption ever in the restaurant industry, profoundly affecting brands whether they choose to play or not.
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Dining and Dollars: Directing Restaurants’ Digital Investments

Restaurant companies are divided on how digital technologies are reshaping their business and what to do about them. Each company sees the hazards and the opportunities differently.
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Casual Dining: How Brands Can Pivot from Irrelevance to Growth

Consumers choose brands and experiences, not industry dining segments. Smart brands navigate through shifting industry currents by adjusting their brand experience to changing consumer needs.
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The Evolving Convenience-Store Consumer

Retailers that keep up with what matters most to their rapidly changing customer base can capture as much as $1 million in additional revenues per store.
Deep Expertise, Broad Experience