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Customer Story

Leading U.S. auto parts retailer enlists HVH to regain market traction for top-selling product

Industry: Consumer

The Challenge

When our client learned they were losing market share of one of their top-selling, high-margin products—it turned to HVH Precision Analytics to help recharge battery sales.

The client’s data sets and metrics showed it was losing market share in multiple product categories to competitors in certain regions, the client engaged HVH to gain a better understanding of what was going on under the hood. Ultimately, the client sought insights that would enable it to make decisions about how to address the problem internally to reverse the trend.

THE GOAL:

Working closely with the client team, our goal was to help them understand, take advantage of, and integrate their sales, outlet, and market share data when developing marketing and operational plans. We also wanted to provide insight that would help them optimize supply chain and staffing at stores, based on diverse analyzed factors, including seasonal weather trends.

Our Approach

HVH developed a personalized plan, to identify and measure key factors that affect sales of the targeted product categories. Using our analytics tools and analysis methods, along with client-generated data sets and metrics and a broad array of other consumer data, we provided the auto parts retailer with the ability to characterize the diverse factors that lead to sales in multiple product categories in different geographic regions. We looked at socioeconomic, demographic, weather-related, seasonal, and automotive brand/model factors, and more.

At the client’s request, we provided analytic tools to take a detailed look at the thousands of product categories the company uses when tracking sales. From this information, we determined which of those categories had the greatest impact on whether a store or regional area was outperforming or underperforming the competition. We highlighted specific areas the client could dig into to turn around the issues they were seeing in their underperforming regions of interest.

When presenting the final picture, the HVH team walked the client through each step of the report and analysis, helping them to gain a better understanding of their business problem they had introduced to HVH. “One of the key takeaways was integrating their store-generated data with diverse other consumer data and letting our analytics tell them what was important,” said Chris Miller, senior data scientist, HVH. “Before we ran the project, they thought they knew where they were strong and weak and what factors were affecting performance. Our analytics provided them with unbiased results. And, therefore, they were able to consider things they had not thought about previously, in a way they had never thought about them before.”

“One of the key takeaways was integrating their store-generated data with diverse other consumer data  and letting our analytics tell them what was important,” said Chris Miller, senior data scientist, HVH. “Before we ran the project, they thought they knew where they were strong and weak and what factors were affecting performance. Our analytics provided them with unbiased results. And, therefore, they were able to consider things they had not thought about previously, in a way they had never thought about them before.”

Our Outcome

Using artificial intelligence, the HVH platform was able to evaluate the factors that differentiated high and low performing stores and regions. We provided the client with actionable insight they could use to: 

  • Better target customers by geography 
  • Improve efficiency in supply chain 
  • Improve staffing efficiency on a store-by-store basis