Case Study: Target Setting
The Client: A global automobile manufacturer and distributor.
The Challenge: To improve target setting across the client’s national retail network.
The Solution: Retailer Target Setting based on a pre-determined national target using a rational, unbiased allocation model.
The Requirement
The client required an impartial service to help improve target setting across its national retail network.
It required Gamma to develop a model to fairly allocate its national target between its dealer network, taking into account the market potential in its geographical area of influence.
The Solution
Gamma prepared three years of sales data from the client to analyse the geographical sales patterns compared with the available market data. From this, we were able to design a custom model that highlighted the criteria that affected their car sales demand in each geographical area and the flow of this demand to each dealer location.
