Facing increasing competition from so-called “big box” retailers, a marketing executive at a major electronics chain retained our consultancy to build a consolidated business intelligence (BI) environment. The company was in trouble because of disappointing same-store sales; Wall Street’s questioning quarter-after-quarter revenue/profit losses; and competition luring away existing and potential buyers with more effective promotions, better pricing and friendlier store layouts. The press attacked the company for its poor merchandising and lack of market penetration. If that wasn’t enough, auditors were questioning the accuracy of the company’s financials.

 

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