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A major retailer of clothing and household products has been experiencing sluggish growth and less than expected profits in the last few years. This case approached creeno solutions and agreed to help them increase the company's annual growth rate and ultimately its profitability.

The retailer has 15 stores located in shopping malls in metropolitan and suburban areas.

Total revenue from the 15 stores has declined, despite major back-end cost savings.

Brief Case Detail

Client Name Johnson charles

Location 93057 Mountain View CA, USA

Started Jun 15, 2019 Johnson charles

Completed Aug 24, 2019

Value INR 7,775,000

Category Business Solutions

High Level Plan of Attack

  • You need to understand why growth has slowed and profitability has declined despite cost savings.
  • Do different stores experience variations in revenue? Do they all have the same approach to selling?
  • Is purchasing behavior of the consumer different in the two areas?
  • Has there been any new competition on the scene? In one area and not the other?
Lay - Out Your Thoughts
  • Use the profitability framework. The case tells you that cost savings have been achieved. Focus on the revenue side.
  • Focus on the fact that the company has 15 different stores, in two different geographical areas. What are the key differences between the two in terms of the consumer, competition, and growth?

  • Are some stores more profitable than others? Yes they are. We see variations throughout
  • Are there differences in profitability between the metropolitan and suburban stores? Yes there are. We see that the suburban stores are more profitable than the urban ones.
  • Is there more competition in the urban areas? No, not really. It's proportionally the same.
  • Do the stores sell the same products? Yes they do. All stores have the same product mix.
  • [Given that all stores sell the same product mix and some are more profitable than others, this should lead you to look at consumer behavior]
  • Do consumers in the suburban areas have different purchasing behavior than the urban dwellers? Yes, as a matter of fact, they do. The suburban customer tends to buy more of the major appliances and electronic equipment than the urban consumer. The urban consumer buys mostly items such as clothing, small furniture items, and small appliances.
  • [You can make the assumption that suburban consumers have higher incomes and are in more need of major appliances given the difference in living quarters between houses versus apartments in the city.]
  • Is there a difference in profitability between the goods purchased by the suburban and urban consumers? Yes. Major appliances and TVs and stereos are higher profit items than clothing and minor appliances.
  • Would you say that the current product mix is more suited for the suburban customer than for the urban? Yes. I guess it is