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Case Study Intro

Our client is a retailer in New York State. They have 120 stores across the state and they are constantly competing with other retailers for customers. They are NOT a low-cost retailer in the state but on certain days they give out heavy discounts on their products to attract customers. They create brochures for weekly deep discounts and deliver them to their customers by inserting them in newspapers in the morning.

The client’s competitors are also doing the same and the problem is that this scheme is not generating enough return on investment for our client as compared to competitors.

How would you analyze the situation to see where the problem could be and how would you compare the execution strategy of offering these discounts of our client with that of their competitors?

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