Due to confidentiality with some projects, I cannot provide all the details. In addition to the projects listed below, I also have consulting experiences in the cruiseline, smart meter, pharmaceutical, and medical tourism industries. If you are interested in learning more about my past consulting projects, feel free to contact me here.
Current Project: International Market Expansion Strategy for a Culinary Institute
Problem Statement: The client needs implementation strategy on how best to diversify its operations into the international market as a hedge against the declining student enrollment in the US market due to the economic recession.
Engagement Detail: TBD
Engagement Detail: TBD
Profit Improvement Strategy for a Gourmet Bakery
Problem Statement: The client wanted to explore revenue improvement opportunities for a gourmet bakery during a recession.
Engagement Detail:
For this project, I conducted the following analyses:
As a result of the engagement, the client was able to:
Engagement Detail:
For this project, I conducted the following analyses:
- Conducted consumer segmentation at client's site through observation of customer type and purchasing behavior; also observed and and interviewed competitors in the area
- Conducted competitive analysis through product line comparisons with local and national competitors
- Determine the sales volume increase and price increase need in each product segment in order to reach target profit goal
- Analyzed past sales data and estimated cost data to determine sales trend, production level, and profit margin of each product;
As a result of the engagement, the client was able to:
- Understand the cause of low sales volume was due to lack of marketing effort and at times product quality rather than its high price point
- Determine where to focus her marketing and development resources - specifically in the online space and local hotel concierge desks
- Gain a new focus on her business’ growth and expansion through through successful product differentiation and clear, volume-oriented goal
New Product Marketing for a Hand Dryer Distributor
Problem Statement: Client needed a targeted marketing strategy, specifically identifying its target customers for a new product-an energy efficient hand dryer. A successful marketing plan would not only help the client increase revenue source but also secure its position as a preferred distributor with an international manufacturer.
Engagement Detail:
For this project, I conducted the following analyses:
As a result of the engagement, the client was able to:
Engagement Detail:
For this project, I conducted the following analyses:
- Segmented potential customer base based on industries and conducted market analysis and trend within each industry
- Analyzed each segment's projected purchasing volume and projected customer lifetime value analysis for each segment
- Conducted interviews with each customer segment to understand its purchase process and assess demand; based on the results, created separate marketing materials and implementation plan
- Interviewed manufacturer to understand other sales channels and needed support
- Created cost saving calculator on Excel to illustrate potential savings resulted from using the new product
As a result of the engagement, the client was able to:
- Identify two key consumer segments (education institutions and construction companies) amongst the large potential customer base
- Obtain clear marketing implementation plans for each target segments
- Utilize cost saving calculator as marketing materials to illustrate the exact dollar savings generated from switching to the client's product
Merchandising and Procurement Strategy for a Mass Merchandiser
Problem Statement: Client X is a major retailer who is facing increasing supplier cost in all product categories. I was in charge of overseeing the gas lawncare unit and provided an action plan on how to reduce supplier cost.
Engagement Detail:
For this project, I conducted the following analyses:
As a result of the engagement, the client was able to:
Engagement Detail:
For this project, I conducted the following analyses:
- Profile Sourcing Group - I develop overall spend baseline for all the SKUs in my category. I met with the client to gain a better understanding of the current status of their sourcing strategy. I delivered SKU vendor map and SKU profitability matrix to the client.
- Generate Supplier Portfolio - I conducted supply market analysis and identified key vendor relationships and full value to each party. I conducted market research on low cost country vendors and domestic qualified vendors to drive competition
- Select Implementation Path - I structure a request for proposal (RFP) to sent out to all the vendors.
- Competitive Supplier Selection - With the client, we finalized evaluation criteria. Based on the RFPs that the supplier sent back, I conducted SKU assortment profitability analysis and finalized supplier list.
As a result of the engagement, the client was able to:
- Identify non-performing or repeating SKUs within each product category in the gas lawncare unit
- Identify additional domestic suppliers and low-cost country suppliers in order to introduce a threat to the incumbent
- Understand its bargaining power based on my competitive analyses of the industry value chain
- Based on the first RFP, the client achieved significant cost reduction compared to initial baseline.
© 2013 Fawn Qiu
