Market View

A leading global retailer operating in more than 30 countries aimed to accelerate growth and increase share across regions.

 

IRI helped the client achieve a 2.8 percent increase in sales through cutting-edge insight and improved decision-making speed via a custom-built execution platform.

THE CHALLENGE

Complex existing processes for business performance analysis and decision-making lacked speed and substantive insights due to disparate, unlinked data assets and insights from suppliers.


IRI built a custom global execution platform for the retailer that allowed it to accelerate its business growth.

Key elements of the platform included:  

 

Integration and linkage of all data assets, at the most granular level

  • Point-of-sale data
  • Transaction-level data
  • Frequent shopper data
  • Household panel data
  • Client’s proprietary financial information
  • Ability to incorporate and integrate a wide assortment of additional data assets, such as weather, gas, social, media, etc.
Powerful and predictive analytics, including advanced simulation tools for scenario planning and optimization, across all major business processes: assortment, promotion, pricing, shopper activation, measurement
Interface for suppliers that enables Joint Business Planning and collaboration by providing a common language, data set and intelligence
IRI's leading-edge technology supported this solution: the IRI Retail AdvantageTM platform, IRI Liquid Data™ and IRI Liquid Modeling™
For the first time, the retailer received a comprehensive view of the market, with predictive scenarios to support strategic sales and marketing decisions. IRI’s solution provided the retailer with the foresight and flexibility to better serve and meet its shoppers’ needs, enabled teams to make faster and more effective decisions, and supported more powerful collaboration with suppliers in one seamless platform.

THE RESULT

The gateway solution drove a 2.8 percent sales increase for the retailer over three years from:
  • Improved assortment across all key categories and departments: +1.5%
  • Focused shopper targeting via customized offers executed using frequent shopper cards: +0.5%
  • Improved price and promotions through optimization that distorts spend to the highest ROI activities: +0.8%
The client also identified that it could reduce the number of SKUs by 10 percent, leading to cost savings with no drop in revenue or market share.
Additionally, there was an estimated 30 percent increase in data sales through expanded assets and more robust tools. The client also attained cost savings through increased efficiency from data availability and access, lower internal data management costs, and rationalization and simplification of current suppliers.
 

 

Growth Delivered

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