Retail for Business Analysts and Management Consultants
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Retail for Business Analysts and Management Consultants

Practical guide with cases studies how to analyze and improve a retail business during a management consulting project
Best Seller
4.2 (32 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
2,097 students enrolled
Created by Asen Gyczew
Last updated 9/2017
English
Current price: $10 Original price: $90 Discount: 89% off
5 hours left at this price!
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Includes:
  • 4 hours on-demand video
  • 1 Article
  • 18 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Analyze retail business and find improvements especially low hanging fruits
  • Model the retail business in Excel and draw conclusions out of this
  • Optimize retail operations – make them faster, cheaper and at higher quality
  • You will be able to build expansion strategy
  • You will know what to look for when you move to multichannel
View Curriculum
Requirements
  • Basic or intermediate Excel
  • Basic knowledge of economics or finance
Description

What is the aim of this course?

Retail has become very competitive. We have the rise of e-commerce and multichannel, buyers behavior change drastically. This leads to lower margins. As a Business Analyst or Management Consultant you have to be able to analyze the Retailer you work for fast and find possible improvements. This course will help you drastically improve your knowledge and skills in optimizing Retail business through a series of practical cases. It is designed for people who want to become consultants, business analysts or have to run and optimize Retail business on a daily bases. In the course you will learn 3 things:

  1. How to analyze Retailer and find low hanging fruits
  2. How to build business model of the Retailer in Excel in order to see the big picture and see how specific KPIs impact the profit
  3. How to optimize Retailers operations
  4. How to behave in a multichannel surrounding (when you have also e-commerce operations)
  5. How to expand your business into new categories and markets
  6. How to analyze in-store engagements

There will be also many growth hacks that Retailers use.

The course is based on my 12 years of experience in Retail as well as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B sector that I worked for. I worked for retailers in home improvements, pharmaceuticals, vending, kids-products, convenience stores, electronics, wood products and many more so what you will see in this course are observation drawn from many industries.  On the basis of what you will find in this course I have trained over 100 consultants, business analysts and managers who now are CEO, Operational  Directors, COO, Investment Directors, Directors in Consulting Companies, Board Members, Customer Insight Managers, Data Science Managers etc.

I teach through cases so most of the lectures are case studies showing some business problems solved in Excel. There will be also overview of main techniques used in optimizing and running retail. To every lecture you will find attached  (in additional resources) the Excels shown in the lecture so as a part of this course you will also get a library of ready-made analyses that can, with certain modification, be applied by you in your work.

Why I decided to create this course?

Retail has become quite complex and there is a shortage of business analysts and consultants that have a good understanding about how to approach retail. There is a lack of knowledge how to get a broader view of the retail business and at the same time to be able to go deep into details. Even people working for years in retail have problems with seeing the whole picture and being able to find potential savings. Therefore, I have decided to create a course that will bridge this gap. This course will transform you into retail expert in a relatively short time and help you see all the elements of the business. The approach you will see in this course was tested on humans and I have seen tremendous positive results. Thanks to this course youu will become a priceless member of any team that is doing strategic and operational improvements projects in retail. It will help you land a job not only with retailers but also consulting firms, private equities investing in retail.

To sum it up, I believe that if you want to build or to find improvements in retail you should master techniques shown in this course. That is why I highly recommend this course not only to consultants or business analyst that have to advice their customer but also to retail managers, analysts already working in retail or in PE.

In what way will you benefit from this course?

The course is a practical, step by step guide loaded with tones of analyses, tricks, hints that will significantly improve the speed with which you find and analyze production. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will know:

  1. How to analyze Retailer and find low hanging fruits
  2. How to build business model of the Retailer in Excel in order to see the big picture and see how specific KPIs impact the profit
  3. How to optimize Retailers operations
  4. How to behave in a multichannel surrounding (when you have also e-commerce operations)
  5. How to expand your business into new categories and markets
  6. How to analyze in-store engagements

You can also ask me any question either through the discussion mode or by messaging me directly.

How the course is organized?

The course is divided currently in 6 sections and will be adding new section to address other important issues. Currently you will find the following sections:

  • Introduction. We begin with little intro into the course as well as some general info on production
  • Basic analyzes that you should perform. In the second section I will discuss the basic type of analyzes that you can use to better understand the business that you work for. Here you will find the potential low hanging fruits
  • Retail Business Model. As a business analyst or consultant you may be asked to model the whole business in Excel. I will show you in this section how to do it and you will get ready made models. I will also show you how to model e-commerce
  • Optimization of in-store processes – case study. In section 4 I show you how to optimize processes in the store. I will use here real case of a company from home improvement / DIY sector. You will get also the model we used to calculate costs
  • Business Hacks used by Retailers. It is always good to look at what others are doing. Here I will show you some hacks used by other retailers
  • Expansion. At some point you will start considering expansion. I will show you in this section how you can expand your retail business and how to decide what to do
  • Multichannel. As the e-commerce has been significant distribution channel traditional retailers were forced to transform into multichannel players (operating both in traditional stores, offline word as well as online business) Here I will show you the main challenges and how to tackle them
  • In-store engagement and productivity analysis. If you have data on the customer behavior in the store you can get nice insight and craft a better strategy to grow your business. Here I will show you example of such analyses that we did with Retailnext – a system to collect data on the customer behavior in the store

I will be adding new sections and lectures in the coming months

 

You will be able also to download many additional resources

  1. Excels with analyses shown in the course
  2. Presentation of slides show in the course
  3. Links to additional presentations and movies
  4. Links to books worth reading
Who is the target audience?
  • Management Consultants interested in Retail
  • Business Analysts
  • Operations Directors in Retail
  • Investment Directors in Private Equity
  • Controllers
  • Planning and allocation specialists
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Curriculum For This Course
68 Lectures
03:54:48
+
Introduction
4 Lectures 09:43

I will show you here what you can get out of this course

Preview 02:54

A little bit about me and my experience

Preview 01:47

Here I will talk about the main topics that you have to master as a Business Analyst or Management Consultant specializing in retail

Preview 03:14

Here I will discuss what you can learn from the course, what will be the order in which I will show you the 

Preview 01:48
+
Basic analyses that you should perform
13 Lectures 01:01:57

In the second section I will discuss the basic type of analyzes that you can use to better understand the business that you work for. Here you will find the potential low hanging fruits

Preview 01:45

Issue tree is a simple yet powerful concept used in consulting for structuring discussion and picking the right topics to concentrate on. In this lecture I will show you the principles of using it as well as a practical example

Preview 01:44

In this lecture I will show you how the issue tree could look like for a retailer

Preview 03:46

I this lecture I will show you what kind of cohorts / segments you can use to analyze a retailer. Later on I will show you some analyses of a specific retail by chosen cohorts

Analyses of stores by cohorts - Introduction
02:11

Here I show the example of analyses of a specific retail by chosen cohorts

Analyses of stores by cohorts - Example
04:20

In Retail you have space that you divide among different product groups. For every group you should calculate the total margin using sales density, % Gross Margin and space allocated to specific group. You have to analyze their performance and decide how to split the space. In this lecture I will show you the general concept

Product range analysis - Introduction
01:51

Here I show an example of a product range analysis

Product range analysis - Example
03:30

In this lecture you will learn to calculate sales and margin density for a Retailer using pivot and sumifs function. I will also show you what conclusion you should draw from it.

Sales and margin efficiency of retail
15:39

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Inventory analysis - Introduction
03:10

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Inventory analysis - Excel
03:12

Store Check come in handy whenever you are talking about B2C physical products, services and retail. This methods gives you solid facts on which you can build your business

Store checks - examples in retail
07:09

Using the store-check you can learn a lot about specific business: who is coming to the restaurant, what they are ordering, how long they are staying, etc. You can also estimate whether the restaurant is profitable or not. I will show you step by step how to perform store check and how to interpret the data you have gathered from it

Store checks - examples in restaurants
08:40

Storechecks are very useful also for checking specific locations. You can check whether specific district is good for specific type of cuisine or type of restaurant. I will show you here on some examples how it can be done

How to use store checks to check a specific location?
05:00
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Modeling Retail Business in Excel
8 Lectures 48:43

As a business analyst or consultant you may be asked to model the whole business in Excel. I will show you in this section how to do it and you will get ready made models. I will also show you how to model e-commerce

Preview 04:14

I will start by showing main challenges in Retail

Main challenges in Retail
03:01

I will show you in this lecture what KPI I the retail business model driven by. This will help you understand the modeling in Excel done in next lectures

Business model of Retail - main drivers
02:12

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - transaction version - 1 store
03:58

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - transaction version - retail chain
04:04

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - sq m version
01:07

In this lecture you will get insight into the business model of different e-commerce companies. E-commerce businesses group is very diversified so we will try to show the similarities and the differences between concepts.. You will learn here the definition of this business model, see some examples of companies using this business models. You will also understand what really matters in this sort of business, what KPIs you should look at and what values you can expect.

E-commerce business model - intro
20:57

In this Lecture I will go through a business model of e-commerce and show you how you can model the behaviour of the customer, acquisition methods and margins in Excel. Attachted to this lecture you will find the file that I show in the video so dowload it and go through it. You can use it to model the e-commerce business you are analyzing

E-commerce business model - Excel example
09:10
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Optimization of in-store processes – case study
14 Lectures 38:38

In section 4 I show you how to optimize processes in the store. I will use here real case of a company from home improvement / DIY sector. You will get also the model we used to calculate cost

Preview 03:00

In this lecture I will show you some information on what we achieved during the process optimization and how the test store looked like

The store and the processes
01:24

Here I will show you how we optimized the process of changing prices in the store and what savings we managed to generate

Price Change
05:39

Here I will show you how we optimized the process of changing prices in the store and what savings we managed to generate

Price Change - calculation in Excel
02:24

Here I will show you how we optimized the process of shelf replenishment in the store and what savings we managed to generate

Shelf replenishment
02:54

Here I will show you how we optimized the process of shelf replenishment in the store and what savings we managed to generate

Shelf replenishment - calculation in Excel
02:23

Here I will show you how we optimized the process of advising customers in the store and what savings we managed to generate

Advising customers - Introduction
02:52

Here I will show you how we optimized the process of advising customers in the store and what savings we managed to generate

Advising customers - General solution
03:17

Here I will show you how we optimized the process of advising customers in the store and what savings we managed to generate

Advising customers - Details and results
03:43

Here I will show you how we optimized the process of advising customers in the store and what savings we managed to generate

Advising customers - calculation in Excel
01:49

Here I will show you how we optimized the process at cash till and info point in the store and what savings we managed to generate

Cash till and info point
01:54

Here I will show you what other potential improvements we suggested in order to sell new projects

Other potential improvements
02:25

In this lecture I will show the estimation of cost

Process cost estimation by groups
02:03

In this lecture I will show the estimation of costs and savings achieved during the project

Summary of all costs and savings
02:51
+
Business Hacks used by Retailers
5 Lectures 14:31

IKEA has been very successful in implementing low cost model in furniture. I will show you all main elements were they were very successful: “big box” model built outside the city center, design, consistent message, diversified revenue streams, operational excellence, business scale

IKEA - low cost retailer
06:03

Biedronka is a very good execution of low cost model in retail. Biedronka  keeps it simple on the operational side and they went deep into product management. I will show you how they managed to become a leader in Poland

Biedronka - low cost retailer
03:17

Showroom is a marketplace for independent fashion brands. They are present in Poland and Germany and were acquired by Burda

Showroom - leveraging via strategic partner
02:16

Zappos has decided to join Amazon not to be crushed but also to get access to strategic resources

Zappos - leveraging via strategic partner
01:53

Cinema City has used number of techniques to sell the unused space: lower price in the low season, group events, new needs, getting the heavy users to visit more

Cinema City - selling the unsued
01:02
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Expansion strategy
7 Lectures 20:44

At some point you will start considering expansion. I will show you in this section how you can expand your retail business and how to decide what to do

Preview 02:23

Once your business model is right you will want to expand and grow. There are some options to do that and I will show them in this lecture

Expansion of current model - options
01:00

If you are present on specific market you want to know when you will reach a saturation market – the maximal number of shops that will not cause much cannibalization. I will show you how to approach this subject

Saturating existing markets - intro
01:51

If you work for a retailer one of the most useful analysis is to check whether there is still potential to growth and how big it is. In this lecture I will show you 2 ways in which you can estimate how many shops you can open in a specific location, city, province. One approach will be concentrated solely on the number of shops whereas the second one will also take into account the size of shops

Saturating existing markets - case
06:35

Creating an expansion strategy requires you to do a number of things. I will show you in this lecture how to approach this subject

Expansion strategy into other countries - introduction
02:48

Let’s imagine that you were to create an expansion plan for expansion into new countries for a fashion brand. I will show you in this lecture how to approach this subject

Expansion strategy into other countries - Example
02:29

Let’s imagine that you were to create an expansion plan for expansion into new countries for a fashion brand. I will show you in this lecture how to approach this subject

Expansion strategy into other countries - calculation in Excel
03:38
+
Multichannel
9 Lectures 21:36

As the e-commerce has been significant distribution channel traditional retailers were forced to transform into multichannel players (operating both in traditional stores, offline word as well as online business) Here I will show you the main challenges and how to tackle them

Preview 02:14

Let’s have  a look at the main problems with multichannel

Main problems with multichannels
03:56

Imagine that you have a chain of physical stores and on-line store. What pricing would you use? How you would come up with the right pricing?

Pricing dilemma - case study - Problem
01:57

In this lecture I show you the solution to the case you had to solve in the previous lecture

Pricing dilemma - case study - Solution
02:42

When you start building more stores you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subject

Cannibalization of sales by off-line - Introduction
02:13

When you start building on-line presence you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subjec

Cannibalization of sales by on-line – Introduction
02:32

Let’s have a look at an example of cannibalization

Cannibalization of sales - case study
01:19

Canibalization - tips how to solve the case study
01:01

Let’s have a look at an example of cannibalization

Cannibalization of sales - case study - Calculation in Excel
03:42
+
In-store engagement and productivity analysis
7 Lectures 18:16

If you have data on the customer behavior in the store you can get nice insight and craft a better strategy to grow your business. Here I will show you example of such analyses that we did with Retailnext – a system to collect data on the customer behavior in the store

Preview 02:54

Here I will show you example of KPIs that you should track. This are things taken from Retailnext

KPIs that you should follow - Retailnext
03:33

I will show you example engagement analyses that you can make. I will use end products – presentation that we prepared using data from Retailnext for our customer

Examples of engagement analyses that you can make - Part 1
02:29

I will show you example engagement analyses that you can make. I will use end products – presentation that we prepared using data from Retailnext for our customer

Examples of engagement analyses that you can make - Part 2
02:23

I will show you example engagement analyses that you can make. I will use end products – presentation that we prepared using data from Retailnext for our customer

Examples of engagement analyses that you can make - Part 3
02:29

I will show you example engagement analyses that you can make. I will use end products – presentation that we prepared using data from Retailnext for our customer

Examples of engagement analyses that you can make - Part 4
02:20

It is worth remembering some universal laws about customer engagement. I will discuss them briefly here.

Main rules according to which people behave
02:08
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Conclusions
1 Lecture 00:47
Bonus Lecture: up to 90% discounts for all my courses
00:47
About the Instructor
Asen Gyczew
4.2 Average rating
962 Reviews
21,138 Students
23 Courses
Expert in performance improvement, turnaround and startups

Expert in performance improvement, startuping and turning-around companies with significant experience both in management as well as in supervision of medium size companies (EUR 20 – 40 million) as well as startups.

Specialties:

Functional experience: performance improvement, strategy development, startups, intrapreneurship, post-merger integration and cost reduction, due diligence;

Industry experience: SMCG (domestic appliances, furniture, ceramic tiles), FMCG (cosmetics, juice, meat), retail (electronics, convenience shops, pharmaceuticals, DIY, vending), B2B (aluminum system, plywood, alcohol, reagents, loading systems), services (MRO, consulting, outsourcing)

Countries: Poland, Serbia, Russia, Ukraine