Harvard Case Study

Variable Definitions

Weekly Sales (volume): The number of units sold per store per week.

Average Retail Price: The average retail price for GoodBelly products per store per week.

Sales Rep: Defined as 1 if the store had a regional sales rep and 0 if the store had only the national sales rep (no face-to-face contact)

Endcap: Defined as 1 if a store participated in an endcap promotion.

Demo: Defined as 1 if a store had a demo on the corresponding week.

Demo1-3: Defined as 1 if the store had a demo 1-3 weeks ago.

Demo4-5: Defined as 1 if the store had a demo 4-5 weeks ago.

Nature Retailers: The number other natural retailers within 5 miles of each store.

Fitness Centers: The number of fitness centers w/n 5 miles of each store.

In Your Analysis Section

Make sure that you address the problem/issues/questions in the case…

1. Share descriptive stats and relevant graphical analyses

2. Build a statistical model to explain the relationship b/w sales and promotional efforts and interpret the regression output.

3. Does the in-store demo program boost the sales? If so, for how long does the sales lift last?

4. What other factors affect the sales of GB products?

5. Recommendations for GB?

6. Recommendations for your model and/or future research?

Template

I. Intro – include a quick overview of the problem and the protagonist

II. Executive Summary

III. Analysis section that addresses questions above (at minimum) Note: you can organize this section as you see fit (and for each model used, explore assumptions and potential violations)

a. Sub-section 1

b. Sub-section 2,

c. and so on…

IV. Alternative solutions

V. Final recommendation to GB

VI. Final recommendation for analytical approach