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Case
Study 2
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Business Intelligence
in retail

Grupo Monge

Industry: Retail

Services: Business Strategy and Processes Innovation

Problem

  • Laying the groundwork for a dynamic pricing model for home appliances products

  • Discounts are applied randomly and without any guidance

Key Challenges

  • Lack of knowledge of customer attributes influencing prices

  • Inefficiencies in data analytics

  • Price allocation can be discriminatory and have repercussions for the brand

Our Solution

  • Studies of sales executives' and customers' behavior for each store

  • Understanding and interpretation of the attributes they collected from each customer

  • Study of the attributes that influenced consumer behavior in terms of price

  • 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.

  • Executives trained to provide effective customer-focused sales

  • The objective of not losing any customer was achieved.

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