For a leading North American e-commerce retailer, we tackled declining profitability in a high-revenue consumer electronics category. Our strategic merchandizing and inventory optimization led to a significant financial turnaround and a scalable framework.
The Challenge
Despite strong sales, a fragmented SKU mix, inventory inefficiencies, and under-leveraged premium products were eroding profitability in a key consumer electronics segment.
Post-acquisition, our global SaaS provider faced the complex task of integrating disparate operations, accelerating digital transformation, and sustaining growth.
Our Strategic Approach
A comprehensive transformation strategy was implemented, emphasizing greater visibility, direct engagement, and ongoing improvement.
Key actions
Launched daily performance dashboards
Held feedback sessions on the floor
Accelerated adoption through standardized training
1
Company-Wide Adoption
Successfully integrated a new operational framework across the entire organization, ensuring uniform processes and best practices.
2
Strategic Review Sessions
Facilitated over 60+ strategic review sessions, fostering a culture of collaboration and embedding continuous improvement.
3
Change Agents Network
Cultivated a robust network of 30 cross-functional change agents, empowering internal leadership for ongoing transformation.
4
Employee Readiness
Achieved 90% employee readiness for driving improvements, demonstrated through comprehensive capability assessments.
Expanding Market Share in a Fragmented US Fuel Retail Segment
The Challenge: Navigating EMV Mandates
EMV chip card reader mandates presented an opportunity in the independent fuel station and convenience store segment. However, the market's fragmented nature and lack of structured data made precise targeting and effective strategy development challenging.
Our Approach: Voice-of-Customer & Innovative Rental Model
We conducted Voice of Customer (VOC) and Voice of Employee (VOE) research across 50+ independent fuel stations to inform a targeted sales strategy. This included an innovative rental model for EMV-compliant payment terminals, designed to address affordability and reduce upfront capital expenditure for smaller retailers.
Successfully implemented the EMV terminal rental model across 300 independent fuel stations (approx. $13M in equipment value), proving viability and scalability.
114% to Sales Goal Achievement
Exceeded annual sales targets for EMV terminal placements through strategic awareness campaigns and rapid adoption initiatives.
Scaling Multi-Location Retail Operations Through Digital Transformation
The Challenge
After rapid expansion from 4 to 9 fueling and retail locations, new sites were underperforming dramatically – ranking in the bottom 20% nationally. The operation required immediate standardization and efficiency improvements to remain viable.
Our Strategic Approach
We implemented a three-pronged digital transformation strategy:
Established a robust organizational structure with thoroughly trained site leaders
Deployed technology solutions including biometric attendance systems, OCR for bookkeeping, and real-time inventory visibility tools
Standardized site layouts, marketing approaches, and inventory management practices across all locations
Workforce Growth
Team expanded to 70+ skilled and motivated team members with clear career advancement paths
Performance Recognition
Sites moved from bottom 20% to top-performing locations nationwide, earning a major health and safety award
Continued Expansion
Opened three additional high-performing sites through partnerships with quick-service restaurant brands