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- Growth Planning
- Positioning and Merchandising Strategies
- Marketing Strategies and Productivity
- Channel Strategies: Catalog, Internet, Retail Stores
- Private Label Credit: Deferred, Installment
- Inventory Management
- Financial performance
- Feasibility Studies for Start-Ups and Spin-Offs
Example Projects:
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| Ongoing Assistance: web strategy, telemarketing, circulation management |
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Since 1984, we have had an ongoing relationship with a direct marketer of travel who uses us to supplement its staff. Areas where we have had particular impact include web strategy, telemarketing and circulation management. Over the last 20 years of our relationship the company has grown from $25m to over $500m. |
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| Growth Initiatives |
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We were engaged by an apparel cataloger of scale owned by a major retailer to identify opportunities for growth and improving performance. We recommended a disciplined test of deferred billing that would accurately measure the true incremental impact of offering a “buy now, pay later” plan. The incremental demand from deferred billing generated significant profit improvements enabling them to sell the company two years later for a return that would otherwise not have been possible. |
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| 5 Year Business Plan |
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We were engaged to develop a long range business plan for a client's three catalog divisions. The foundation for this exercise was our growth planning model. This is a proprietary model, which details each new customer acquisition source, total costs, marginal incremental costs, and buyer file migration as its foundation. The model folds into a detailed income statement to an EBITDA level, enables “what if” scenarios and includes balance sheet and cash flow requirements as well as IRR (Internal Rate of Return). The project also included a strengths, weaknesses, opportunities, and threats review with initiatives to be reflected in the growth planning model. We have done similar long range planning exercises for many clients over the years resulting in better managed performance. |
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| Multi-Channel Customer Database and Analytical Tools |
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We have been assisting a multi-channel client (catalog, internet and retail stores), in developing and effectively utilizing a fully integrated customer database across all channels. The new database and the analytical tools we helped develop are enabling this client to successfully manage a wide range of coordinated marketing initiatives. |
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