Part IIa: Background: BD was so pleased with your recommendations to improve their global sales strategies that they asked you to return for a store analysis for their Florida stores. BD has 176 stores in Florida. Management has noticed a disturbing development during the last year in this state based on sales. 2012 sales 2013 sales Increase 2014 sales Decrease $13,714,950.15 $ 13,782,905.42 .5% $ 9,571,694.00 (30.55%) Management unfortunately experienced a data loss of store-by-store information for its 2012 and 2013 sales after its data center was destroyed by a hurricane. Therefore, they are providing you only with 2014 sales information. Additionally, management is only able to provide you with sales for the overall product category, and not for individual products. Management also did not perform sales forecasting for this state by store because it did not have historical data, but it did anticipate sales in the range of 2012 and 2013 results. Over the next few weeks, your project team works closely to interview key company personnel, analyze operations and gather data for further analysis. At the conclusion of the assessment, your team agrees on the primary strategy that could drive significant improvements for BD and respond to the companys needs. 1. Redesign the operations and marketing strategy for stores in Florida and specifically target non- performing stores Required: Break into project teams of three to five members. For the strategy above, discuss and identify at least two questions that would be important to ask to gain insights from company data for decision-making to support the business strategy.

Part IIb: Background: You spent time discussing the strategy with your team and came up with a series of questions to ask to gain insights from company data. These are listed below. 1. Redesign the operations and marketing strategy for stores in Florida and specifically target non- performing stores a. How are the sales patterns compared with customer patterns? b. How do the sales and customers of each store-type compare? c. How are the sales of each store compared with other stores? d. Does any store have any unusual pattern in sales that could indicate an issue or opportunity? e. Does any store have any unusual pattern in the number of customers who have visited or purchased or not purchased products at the store that could indicate an issue or opportunity? Youve shared these questions with your analytics architects. They have provided you with some analytics dashboards and worksheets from the data that was available using Tableau software. These are described below. Note: if there is additional data that you believe would be useful to answer your questions but it is not included in the dashboards, assume that it is not available at this time. Summary dashboard: provides sales and total customers (visitors to the stores) for each month in 2014 and provides 2014 average monthly sales and average monthly customers by store type Purchase price analysis: provides a tree map to show average purchase price by store type with the upper left corner being the highest and the lower right corner being the lowest. By clicking on the store type in the legend, all stores within that category will be highlighted for viewing. Monthly sales by store: provides monthly sales by store along with an average and median for all stores in alphabetical order. Store sales by product category: provides 2014 sales by product category by store Annual sales by store: provides annual sales by store trending from the lowest performing stores to the highest performing stores with an average and median for all stores. Customer analysis dashboard: provides total customers with purchases and customers without purchases by store with an average and median for all stores in alphabetical order. It also provides a circle analysis of the median of the percentage of customer purchasers to the total customers by store type. By clicking on the store type in the legend, all stores within that category will be highlighted for viewing.