Client: North East Retailer with 50+ Locations
Project category: Operational Assessment
b2b Solutions was contacted by the Board of a Northeast c-store company that operated over 50 stores, including company operated and franchised locations. The company was facing a decision on its future path and was seeking outside assessment of current state and future alternatives. b2b Solutions appointed b2b Solutions c-store consultants to work with the company’s board and senior management.
Actions by Our C-Store Consultants Included
Conducted an analysis of the information we were provided including sales, margins, shrink.
Benchmarked our findings against key industry performance indicators.
Two of our c-store consultants met with Board to review and confirm the initial results of our analysis.
Visited a representative sample of company operated locations selected by the company based on fuel and store volumes, rural, suburban, and urban locations to determine current operational processes and practices.
Toured a limited number of franchise locations and participated in a meeting with a multi-franchise operator.
Evaluated the stores’ exteriors and interiors for capex needed.
Assessed the store’s layout and category placement.
Documented our findings regarding store and category layouts, shopper standards, merchandising, and store operational practices.
Toured the company’s training center, met with its staff and reviewed its training materials.
Reviewed the reports being generated and how they were being utilized by the management.
Conducted structured interviews with each member of the company’s senior management team.
Evaluated the current marketing efforts.
Met with director of finance and the administrator of the information technologies team.
Evaluated current marketing practices including all elements of category management. This resulted in numerous recommended changes.
Benchmarked the individual locations and chain’s sales and margin results by category against industry standards.
Supplied a set of merchandising guidelines to address the issues found at store level.
Documented our findings and recommendations in a report for the company.
Developed an Executive Summary for company’s board of directors including:
Strategic alternatives for company’s future.
Analysis of current organizational structure and recommended changes.
Provided our executive interview methodology.
Recommended changes in company’s franchise program.
Documented our detailed foodservice assessment and recommended changes in the current foodservice menu and processes.
Provided a profit map assessing activities cost, value, and difficulty.
Recommended changes in the job functions of several senior management functions.
Documented areas that required capex to meet industry standards.
Provided a list of suggested key performance indicators.
Recommended that several internal initiatives be terminated to allow concentration on those that directly impacted sales, margins, and profits.
Supplied potential job descriptions for non-store personnel.
Recommended changes in the appraisal process.
Provided detailed report of the issues we found and recommended action steps.
Conducted correlation analysis on chain and site basis for fuel gallons, store and category sales, and labor cost.
Suggested changes in their internal audit processes.
Drafted a customized marketing planning process.
Provided pricing guidelines.
Outlined a customer communication strategy and supporting tactics.