Results

Case Studies

Murphy USAItem Level Inventory

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Situation

  • The company found itself with too much excess capital tied up in unproductive inventory
  • Operations needed inventory levels aligned to meet sales demand

Solution

  • Developed computer assisted ordering and item level inventory training for store operations
  • Developed a mobile, web-based Inventory Management Optimization solution providing client the ability to use item level sales, purchase and on-hand inventory data
  • Provided field operations and management actionable data on out of stocks, overstocks, out of date and promotional effectiveness on their key categories.

Impact

  • Created millions of dollars of working capital by removing excess inventory from the stores
  • Significantly improved performance for the high-volume, high-impact cigarette category
  • Reduced on-hand inventory
  • Reduced out-of-stocks
  • Optimized SKUs
  • Increased category sales
  • Increased efficiency of field operations
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MidOcean PartnersAcquisitions/Due Diligence

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Situation

  • Leading middle market private equity firm looking to understand investment opportunities in the retail fueling industry

Solution

  • Provided overview of the retail fueling industry with a focus on fuel pump, underground and tank gage technologies & POS solutions
  • Completed due diligence on acquisition target, a national facilities services company
  • Conducted go to market strategy for acquisition target

Impact

  • Client considered project insights critical to making acquisition decision
  • Target company was acquired in December 2011
  • Target company positioned for strong performance due to go to market strategy
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AltriaCategory Management & Training

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Situation

  • Needed category management training on convenience store retailer expectations for a large cigarette / OTP sales organization
  • Desired to better understand competitive and consumer trends in the discount, drug, grocery and dollar store channels

Solution

  • Conducted category manager interviews
  • Benchmarked against other sales organizations / Benchmarking and Presentation on C-Store Retailer’s Expectations for a large cigarette / OTP manufacturer’s sales organization
  • Extensive secondary research on competitive and consumer trends in the discount, drug, grocery and dollar store channels.

Impact

  • Sales organization better positioned as a supplier partner to add value to c-store retailers
  • Competitive and consumer trends helped create a future-focused approach for the sales organization
  • Better positioned Altria as a thought leader with retailers
  • Anticipated CVS’ abdication of the tobacco category
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Northern Tier Energy/SuperAmericaSystem and Loyalty Integration

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Situation

  • Newly acquired refinery, bakery and retailer needed to upgrade all existing technology infrastructure
  • Company also needed to implement new loyalty program to ensure continuity with retail customers

Solution

  • Managed project to upgrade all existing technology including hardware, software, network, and third party systems
  • Managed requirements gathering, technology sourcing, implementation and training
  • Developed and implemented new loyalty program
  • Implemented of a fuel pricing system, interfaced to the retail support application
  • Created organizational structure and alignment for new and existing headquarter and store teams

Impact

  • Project completed in 10 months versus 18 month projection – provided significant savings and visibility to the new business for senior leadership
  • New loyalty program successfully implemented with minimal customer disruption
  • Automating formerly manual processes improved the overall dataflow and pricing strategies
  • Significant knowledge transfer and back-up provided during transition as new people engaged
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MARS Retail GroupIT Infrastructure & Planning

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Situation

  • MARS Retail Group, operator of M&M World® Stores, Ethyl M® Chocolates and MY M&M’S® online business
  • Multiple marketing business units were operating independently from an IT perspective and did not have platform for growth

Solution

  • Conducted IT / Business discovery
  • Identified opportunities to better leverage existing applications
  • Recommended the elimination of applications that could be replaced by leveraging capabilities of more robust applications
  • Prioritized all projects taking into consideration cost, effort, risk, and benefit

Impact

  • Streamlined applications by leveraging capabilities of SAP and JDA in both retail and on-line businesses – efficiencies in excess of $1 million
  • Implemented workforce management application, saving over $1.2 million
  • Built and integrated new M&M World Store in London
  • Revamped infrastructure of My M&Ms website to improve scalability
  • Created new organization structure and roles in IT to support on-going business needs
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IrvingPCI “Mock Audit” and Support

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Situation

  • Retailer working to get systems and processes in compliance to prepare for PCI audit

Solution

  • Conducted several comprehensive PCI “mock audits” and scans
  • Developed and facilitated training and recommendations
  • Provided support for implementation and selection of final auditor

Impact

  • Retailer received their Report on Compliance from Qualified Security Assessor
  • Mock audits saved client significant time and money
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Alon & 7-ElevenPayments & Compliance

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Situation

  • Retailer switching to a new credit card processor for both company-operated and licensed locations

Solution

  • Provided full project management support during entire multi-year credit network conversion
  • Conducted site surveys, analyzed results and made recommendations for upgrades
  • Upgraded sites as part of the conversion
  • Created installation scripts and coordinated installation teams
  • Created all communication to keep all parties aware of the process
  • Also upgraded existing site infrastructure and POS to support PCI compliance

Impact

  • Project led to a significant reduction in credit card processing costs
  • Project completed on time and under budget
  • Conversion finished prior to contractual deadline
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Choctaw NationEnterprise Back Office

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Situation

  • Operator of convenience stores and travel plazas needed new back office system
  • Company had multiple business lines including construction, warehousing, and specialty retail

Solution

  • Conducted discovery and gap analysis to determine business needs
  • Determined viable enterprise solution for all businesses eliminating the need to maintain multiple business systems
  • Implemented business alignment to prepare for enterprise implementation
  • Leveraged reconciliation processes to allow for the elimination of manual performance tracking sheets, streamlining the entire accounting process
  • Developed the plan and built team to accomplish the conversion from legacy systems

Impact

  • Sourced best-fit back office solution for client
  • Back office system significantly improved data visibility
  • Automating formerly manual processes improved the overall dataflow
  • Significantly sped up process of daily store reporting
  • Implemented best practices in merchandise management process
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NACSCategory Management & Training

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Situation

  • Develop and facilitate all intro and advanced category management courses for the National Association of Convenience Stores
  • Create online versions of category management courses

Solution

  • Interviews with industry executives
  • Benchmark best-in-class category management techniques and processes
  • Develop all course material and training classes

Impact

  • Deliver courses in partnership with NACS
  • Courses attended by over 500 retailers and suppliers to date
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