The Hidden Engine:
Unlocking a Strategic Roadmap via Business Intelligence
The Challenge
A thriving B2C retail brand had a good business but lacked the strategic intelligence to reach the next level. While their teams had access to a wealth of historical data, it was siloed and unusable. As a result, leadership was operating on assumptions, unable to connect customer behavior to product trends or operational efficiency. They couldn't identify their most valuable customers, their most profitable product lines, or the key risks affecting their business, making it difficult to make data-driven decisions that would lead to sustainable growth.
Our Strategy
Theria Group was engaged to deliver a comprehensive strategic review that would unlock a clear path to growth. We began by leveraging existing business data, performing a top-to-bottom strategic analysis. To make the data actionable, we first established a custom data foundation, building a data warehouse to ingest and unify over ten years of business data from their internal sales and order management platforms. This foundational work was the critical first step, allowing us to go beyond simple reporting and dive deep into their business to reveal key insights.
Our comprehensive analysis revealed several crucial findings:
Customer Insights: We discovered a highly concentrated customer base, where a small percentage of repeat customers were driving the majority of revenue. We found that the biggest opportunity was moving a customer from a single purchase to a second one, as the average order value jumped dramatically.
Product Profitability: Our analysis revealed that product demand had shifted to premium product lines, which carried a significantly higher average selling price and margin than their basic items. This insight positioned their premium products as the company’s core profit engine.
Operational Efficiency: We mapped their order fulfillment timelines and discovered that while the typical turnaround time was competitive, a subset of orders—often for their most valuable customers—were experiencing significant, long-tail delays. This created a considerable revenue risk.
Measurable Impact
The insights from our strategic analysis immediately translated into a clear, data-driven roadmap. Leadership went from operating on assumptions to making informed, strategic decisions. The findings directly led to key initiatives, including a streamlined order priority process for their top customers and the reallocation of certain high-value customers from unmanaged to managed service. The company's leaders now use these insights to guide their business, including re-opening their paid media program to align with peak demand for high-margin products. By providing actionable business intelligence, Theria Group provided the strategic clarity needed to guide the entire business toward more profitable, sustainable growth.
Ready to find the hidden potential in your business?
