Leverage Analytics Systems

TO GAIN A COMPETITIVE EDGE 

Get an edge over competitors with our analytics and systems. We help you accurately identify which products and promotions improve traffic and increase transactions.
 
Our promotion optimization system measures the baseline and ad lift of your promotions, so you can understand the exact sales and profit impact of each promotion, and your most and least profitable offers. Equipped with this information, Marketing and Merchandising can make better decisions that improve customer response at all touch-points.
 
Our analysis shows you how to increase sales and profits for mobile, store, and omni-channel, while our workflow systems version and localize both print and digital marketing.
 

PROMOTION OPTIMIZATION SYSTEM

TO IMPROVE TOTAL PROFITS

Use our ‘best in class’ promotion optimization system to increase store and online traffic, total sales, and gross profits. We help increase ROI for marketing and merchandising. 

  • Engage
    A $5+ billion dollar North American retailer wanted to optimize promo performance and build a continuous improvement system to increase category, promo, and marketing ROI. The goal was to improve investment, budgeting, and decision-support for merchandising and marketing. This was an international department store chain with significant physical store and online presence.

    Design
    Working with the CMO, CIO, and the merchandising and marketing teams, we developed an ROI-based strategy to improve promotion returns. Our joint team designed a unique Saas-based ‘Big Data’ solution to measure promo effectiveness with extreme accuracy.

    Implement
    The system analyzes over 100 million records for 1+ million SKUs, using 500+ simultaneous seasonal models to deliver these results. Our system and algorithms were integrated with Oracle™ and Teradata™.

    Result
    The solution delivers precise KPIs that ‘shed light’ and allows accurate performance comparison across all merchandise categories. Because of its extreme accuracy, our system became the ‘system of record’ for the company. Users include senior management, (CXO, GMM and DMM) and all merchandising and marketing managers.

  • Engage
    The specific challenge for an $8 billion category specialist retailer with 500+ stores was to improve buyer sales projections. Frequent stock-outs of ad items were turning customers off. This had impact on supply chain and inventory costs.

    Design
    Our approach was to work with supply chain, IT, marketing, and marketing to gather item, ad, and category sales information and use this to evaluate performance. We then built a system for reporting ad performance on the item, category, and department level. We generated actual vs. forecast measures, ROI, and ad lift. We combined sales data for all ad items with total sales and entire category sales, as well as item pricing, ad space allocation.

    Implement
    The system was set up to identified category winners and category losers. The company now has a defined workflow that ranks ad performance by category, department, GMM, Buyer, and marketing ROI.  This generates dynamic scorecards for ranking buyer performance, category performance. It also prioritizes ad space allocation for merchandise categories.

    Result
    By working in a coherent manner across multiple company teams and tiers, driven by a singular strategic plan, we successfully generate system forecasts that are more accurate than buyer forecasts. In addition, we successfully improve buying and inventory and reduce stock-outs.

  • Engage 
    A $500 million regional chain of 40 super centers had ineffective ad performance. They needed to improve lagging ad sales and store traffic, and stop out-of-stocks on ad items. In addition, vendor funds were not efficiently managed, with millions of dollars in funds being lost each year.

    Design
    Our approach was to work in a team across merchandising, advertising, and vendor fund management groups. We measured ad lift by item, volume and profit; and estimated square-inch returns. This created an analytics-based process for item selection.

    Implement
    There were multiple changes and benefits of the implementation to the organization. This included:

    • Improved ads, increased foot traffic, and drove incremental transaction baskets
    • Simplified ad space allocation for merchandise categories
    • Recovered millions in ‘leaky’ and previously uncaptured vendor dollars

    Result
    As a team we successfully delivered analytics-driven ad item selection for top items. We increased vendor fund use by over 10% for over $20 million in vendor funds. The new system automates the image management, ad pricing, and page production of weekly ad flyers for 12 markets.

HIGHER ROI FOR MOBILE, STORE AND OMNI-CHANNEL

TO BE MORE EFFECTIVE

Using our analytics and systems, you can improve your ROI at all customer touch points, including mobile, store, and omni-channel. 

  • Engage
    A leading non-profit organization that provides economic and financial education to K-12 students wanted strategic guidance on taking its content to digital, expanding content platform to include tablets, and planning for e-learning. The organization provides support to over 50,000 teachers across the United States who teach over 5 million students annually.

    Design
    We worked with the COO to prepare a detailed plan for the transition. This included review of digital strategy, goals of financial sponsors, and setting of realistic objectives that took into account timeline, financial resources, and existing people skills at the organization.

    Implement
    We then worked with the COO, the VP of content, and IT resources on putting the digital transition in place. The work was handled internally with our team augmenting strategy and project management, providing guidance on content management, e-learning goals, and platforms, as giving guidance on technology.

    Result
    As a result of our work together, the non-profit was able to successfully transition from print content to digital and mobile while keeping to their timeline and budget.

  • Engage
    A national retailer wanted to eliminate the errors in information at all customer touch points, including print, mobile, coupons, offers, and POS. They wanted to eliminate pricing errors that were disheartening consumers and creating confusion at stores.

    Design
    Our approach was to establish systematic ways to deliver correct price maintenance across all channels of their marketing and at all customer touch points.

    Implement
    We installed a system that catches promotion mismatches over multiple marketing channels, flags incorrect product and price information, and ensures price consistency for 22 states simultaneously.

    Result
    Our system successfully eliminated product, promotion, and pricing errors and ensured correct product information at all customer touch points.

  • Engage
    A national provider of testing content and training services with presence in over 30 states needed a new strategy to repurpose and deliver its content more effectively to new markets. In order for the company to maintain competitive advantage and sell into the testing season, this new solution had to be engineered within 6 months.

    Design
    We engaged in strategic planning with the President, COO and several Executive Directors for a company-level P&L review.

    Implement
    We followed this up with detailed program plans for a new product introduction, with all teams aligned in the same direction. This was a six month transformation process that improved decision-making, teamwork, and ROI.

    Result
    We successfully solved the technology problem and enabled solution delivery within 6 months. The solution ‘refreshes’ the client’s existing assets and distributes them over a new service delivery environment.

EFFECTIVE MARKET VERSIONS

TO ATTRACT NEW CUSTOMERS, PROTECT EXISTING MARKETS, AND INCREASE SALES

Use our versioning system to segment price zones and localize markets. We can show you how to customize items and offers down to the store.

  • Engage
    A $6 billion regional chain of 400+ supermarkets was facing stiff competition in its markets due to competitor store openings, and internal inability to resolve weekly ad space allocation issues leading to weak marketing performance.

    Design
    Our approach was to work with IT and merchandising to gather item, ad, and category sales and link this to space allocation. We crunched weekly sales data across all ad items at the store level, and systematically combined this with information on item pricing, ad space, and category space allocation on regionally versioned weekly ads.

    Implement
    The implemented system Identifies category winners and category losers. It has a clearly defined workflow for weekly ranked by ad performance. There is also optimized space allocation for pages and ad spaces.

    Result
    Together we successfully analyzed item and category sales for improved space allocation, drove store traffic, and increased total circular sales and gross profit.

  • Engage
    This $12 billion, 800+ store national retailer wanted an enterprise system to enable greater sharing of financial and product information, and to bridge the gap between existing departmental ‘silos’. Executive management needed access to this information so as to provide proper oversight, improve P&L analysis, and to document vendor funds.

    Design
    Working with Marketing, Merchandising, and Finance, we designed and implemented an Oracle-based central store of data for sharing of information across departments.

    Implement
    We installed the solution and conducted training for all users. We then migrated item, copy, and price information to the online system.

    Result
    The system successfully manages over 2 million store-level item price points. It bridges the departmental ‘silos’ of Merchandising, Marketing, and Finance with a single workflow system. It has successfully decreased out-of-stocks on promotional items and established a single system of records for promotions and ads.

  • Engage
    A regional chain of super centers in the Northeast wanted a scientific, analysis-driven, system that would improve Merchandising’s item selections and promotion planning, and simultaneously share this information with Advertising and co-op fund management.

    Design
    Our approach was to measure ad lift by item, volume, and profit. This was integrated into a system that systematically shared data with marketing and finance. In addition, the sytem estimated square-inch returns that could be used as a universal metric across all departments.

    Implement
    The implemented system led to an analytics-based ad and promotion process, from merchandise review and selection, to FP&A improvement, and marketing efficiency.

    Result
    Our solution successfully focuses on an analytics-driven ad item selection for the top 1,000 items company-wide. It improves promotional fund tracking, and automates versioning of marketing messages across all customer touch points.