Future-proofing value proposition of multi-channel retailer
Case study:
Future-proofing value proposition of multi-channel retailer
- Situation
- Management of a highly profitable country-cluster retail business saw structural shifts in consumer behavior and competition that could disrupt its successful model
- Country leadership wanted to redefine and future-proof its value proposition through a self-funding transformation
- Actions
- Analyzed market, consumer and competitor landscapes, identified key trends and disruptive forces and derived company strengths, weaknesses, opportunities and threats as strategic baseline
- Defined a new strategy for multi-channel proposition, assortment breadth and depth, pricing, value-added services, logistics setup and organization
- Developed strategic initiatives with clear KPIs, required capabilities and roadmaps
- Identified budget shift and cost reduction measures to self-fund the transformation
- Consolidated financial projections and KPIs into a business case
- Set up transformation governance to steer implementation and track progress
- Results
- Strategic target picture defined and backed by detailed initiatives with financial impact and investment needs modeled, showing a clear path to strong topline growth at further expanded EBIT margin
- Initiatives detailed, staffed and launched with a recurring tracking rhythm and a funded transition plan agreed
- Leading country positioned as center for innovation, with most concepts adopted as blueprint for the group’s global strategy and transformation program