Case
Study 2

Business Intelligence
in retail
Grupo Monge
Industry: Retail
Services: Business Strategy and Processes Innovation

Problem
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Laying the groundwork for a dynamic pricing model for home appliances products
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Discounts are applied randomly and without any guidance

Key Challenges
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Lack of knowledge of customer attributes influencing prices
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Inefficiencies in data analytics
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Price allocation can be discriminatory and have repercussions for the brand

Our Solution
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Studies of sales executives' and customers' behavior for each store
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Understanding and interpretation of the attributes they collected from each customer
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Study of the attributes that influenced consumer behavior in terms of price
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Creation of a framework on customer willingness to buy by attribute

Results:
35%
increase in customer purchase intent
15%
increase in profitability of home appliance products.
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Executives trained to provide effective customer-focused sales
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The objective of not losing any customer was achieved.

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