Retail Competitive Performance

A major Australian retailer, Big W, was unsure how well they were performing versus competitors in the apparel sections of their market.

The situation -

Big W was unsure how well they were performing versus competitors in the apparel sections of their market.

How Solutions Marketing helped -

Solutions Marketing was engaged to develop a questionnaire and begin to track (via national telephone surveys) how much apparel was bought by existing frequent customers in the client stores versus competitor stores.

The questionnaire revealed that over 40 per cent of frequent customers who bought clothing elsewhere that year, bought no item of clothing at all from Big W stores.

There was also zero improvement over three successive surveys and mixed results within the five key apparel categories tracked by the client.

The results -

Big W reviewed its apparel offering making it more aligned to their customers needs.