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Professional Services Training & Consulting




                  Retail Cumulative Assessment of
                          Performance (CAP) Score
Using A CAP Score As a Diagnostic Tool

    OBJECTIVE
    ZENeSYS CAP Score benchmarks peer group of companies to arrive at a relative positioning in four key functional areas. By
    analyzing its relative position, a firm can diagnose set new directions for improvement. Since the CAP score will be created
    every quarter, a firm can monitor its score to evaluate the effectiveness of its strategic improvement initiatives.


    CAP SCORE
    • Four functional areas of measurement are:
          • Financial Strength
          • Consumer Acceptance
          • Online Presence
          • Operational Efficiency
    • The peer groups of companies being benchmarked are WAL-MART, TARGET, MACY’S INC., J.C.PENNEY COMPANY
      INC., KOHL’S CORPORATION and NORDSTROM INC.
    BENEFITS OF CAP SCORE
    • Key messages for sales force to become more competition aware
    • Devise customized marketing campaigns
    • Create customized initiative to improve Online Presence and Branding




2                               Copyright © Zenesys & Kuber                             Professional Services Training & Consulting
4 Step approach to measure Retail Cumulative
Assessment of Performance (CAP) Score

      1.   Identified four components for CAP:
           a. Financial Strength
           b. Consumer Acceptance & Selling Capability
           c. Online Presence
           d. Operational Efficiency
      2.   Developed indicative ratios/indices for each from public data
      3.   Developed the indices for Competitiors (peer firms of CLIENT)
      4.   Derived a cumulative score




3                             Copyright © Zenesys & Kuber                  Professional Services Training & Consulting
CAP - Financial Strength Component

    INDICES INCLUDED
    1.   Stock Performance:
           I.   Market Capitalization,
           II.  Stock Price,
           III. P/E Ratio
    2.   Financial Performance:
           I.   Current Ratio,
           II.  Quick ratio
           III. Interest coverage ratio.



    EXPECTED TAKE AWAY
    Financial performance helps in summarizing the overall positioning and sets the tone to understand how CLIENT fairs against
    its competitors.




4                                 Copyright © Zenesys & Kuber                           Professional Services Training & Consulting
Financial Strength (1/2) – Stock Performance

                      Stock Price & P/E Ratio                                                 Market Capitalization (Bn USD)
       120                                                                   250
       100
                                                                             200
        80

        60                                                                   150
                                                               Stock Price
        40                                                                                                                                    Market Cap
                                                                             100
                                                               P/E Ratio
        20
                                                                              50
         0
              SEARS   Walmart   Costco    Target   Kohl
        -20                                                                    0
                                                                                   SEARS    Walmart    Costco    Target      Kohl
        -40

                                                                                                                          Assigned   CLIENT    Weighted
                                                                                            Indices
                                                                                                                          Weights     Rank     Parameter

                                                                               F1 - Market Capitalization                   1/6        5         .833
                                                                               F2 - Stock Price                             1/6        4          .66
                                                                               F3 - P/E Ration                              1/6        5         .833


    Inference
      Stock performance has provided clear indication of CLIENT’ current standing vis-à-vis its peers. This lays ground for further
    detailed analysis in subsequent components.


5                                        Copyright © Zenesys & Kuber                                        Professional Services Training & Consulting
Financial Strength (2/2) – Financial Performance

                            Consumer Confidence Correlation with Revenue Growth
                        2                                                  35
                      1.8                                                  30
                      1.6                                                  25         Interest Coverage
    Growth Rate (%)




                      1.4                                                             Ration
                                                                           20
                                                                                      Current Ratio
                      1.2
                                                                           15
                        1
                                                                           10
                      0.8
                                                                           5
                      0.6                                                                                                                Assigned   CLIENT   Weighted
                                                                                                                        Indices
                      0.4                                                  0                                                             Weights     Rank    Parameter

                      0.2                                                  -5                             F4- Current Ratio                1/6        3         .5
                        0                                                  -10                            F5 - Quick Ratio                 1/6        5        .833
                            SEARS   Wal-Mart   Costco     Target   Kohl
                                                                                                          F6 - Interest Coverage ratio     1/6        5        .833




          Inference
            Financial performance has provided clear indication of current CLIENT standing against the peers. Lays ground for further
          detailed analysis in subsequent components.




6                                                       Copyright © Zenesys & Kuber                                      Professional Services Training & Consulting
Indicative

 Financial Strength– Component Ranking

                      Indices                Assigned     CLIEN     Weighted
                                             Weights      T Rank    Parameter
                                                                                Component Rank for CLIENT – 4.5
       F1 - Market Capitalization                           5         .833
                                               1/6

       F2 - Stock Price
                                                                                Ideal Ranking – 1
                                               1/6          4         .66

       F3 - P/E Ration                         1/6          5         .833      Best Performer Ranking (COSTCO) – 2.33
       F4- Current Ratio                       1/6          3          .5
       F5 - Quick Ratio                        1/6          5         .833
       F6 - Interest Coverage ratio            1/6          5         .833




    Inference
    • No clear Leader as far as financial strength is concerned




7                                     Copyright © Zenesys & Kuber                          Professional Services Training & Consulting
CAP - Consumer Acceptance & Selling Capability
Component
    INDICES INCLUDED
    1.   Market Ranking – Reflecting the Offline sales market share
    2.   US Consumer Confidence Correlation Index: How much better or worse has any firm performed w.r.t. the Consumer
         Confidence Index
    3.   US Retail Sales Correlation Index: How much better or worse has any firm performed w.r.t. the US retail sale growth
    4.   Total Number of stores
    5.   Customer Sentiment Index


    EXPECTED TAKE AWAY
      Gauge the consumer point of view and understand how CLIENT perform on the elemental Component i.e. Attracting
    consumers and resulting into successful sales




8                                 Copyright © Zenesys & Kuber                           Professional Services Training & Consulting
Dummy Data

Consumer Acceptance & Sales Capability (1/5) –
Market Rank


                              Revenue *         Rank (Year
                Firm                                                                                                   Assigned   CLIENT   Weighted
                              (Bn USD)            2012)                                               Indices
                                                                                                                       Weights     Rank     Rank
              CLIENT             40                  3                                         C1 – Market Rank          1/6        3         .5
             Wal-Mart            150                 1
              Peer 2             30                  4
              Peer 3             45                  2
              Peer 4             25                  5




    Inference
    • Offline retail performance of CLIENT should be a strong focus area for CLIENT marketing team.




9                                     Copyright © Zenesys & Kuber                                       Professional Services Training & Consulting
Dummy Data

Consumer Acceptance & Sales Capability (2/5) –
Consumer Confidence Correlation Index
                       Consumer Confidence Correlation with Revenue Growth
                   7                                                                         Firm           Delta       Delta      Delta      Delta    Total Delta
                                                                                                            (Q1)        Q2         Q3         Q4
                   6
                                                                                             CLIENT               -2      +2         -1.5       -1.5        -3
                                                                          Consumer
 Growth Rate (%)




                   5                                                      Confidence Index   Wal-Mart         +.5        +3.5           +.5     -2.5       +11
                   4                                                                         Peer 2           -2.5       +.5         -1.5       -3.5        -7
                                                                          SEARS

                   3
                                                                          Walmart
                   2                                                                                                            Assigned      CLIEN     Weighted
                                                                                                        Indices                 Weights       T Rank     Rank
                   1                                                      Peer 2             C2 – Consumer Confidence
                                                                                             Correlation
                                                                                                                                  1/6           2          .33
                   0
                       March'12   June'12   Sept'12    Dec'12




       Inference
       • Wal-Mart has consistently beaten the consumer confidence index
       • CLIENT witnessed exceptional season during Quarter 2.




10                                          Copyright © Zenesys & Kuber                                      Professional Services Training & Consulting
Dummy Data

Consumer Acceptance & Sales Capability (3/5) –
US Retail Sale Correlation Index
                           US Retail Index Correlation with Revenue Growth
                   7                                                                          Firm           Delta       Delta    Delta      Delta       Total Delta
                                                                                                             (Q1)        Q2       Q3         Q4
                   6
                                                                                              CLIENT             0          +2     -1.5       -1.5            -1
                                                                             US Retail Sale
 Growth Rate (%)




                   5                                                         Growth           Wal-Mart          +.5        +3.5    +.5        -2.5           +11
                   4                                                                          Peer 2           -2.5        +.5     -1.5       -3.5            -7
                                                                             SEARS

                   3
                                                                             Walmart
                   2                                                                                                              Assigned     CLIENT        Weighted
                                                                                                           Indices                Weights       Rank          Rank
                   1                                                         Peer 2           C3 – US Retail Sale Correlation
                                                                                              Index
                                                                                                                                     1/6             2             .33
                   0
                       March'12    June'12     Sept'12      Dec'12




       Inference
       • Wal-Mart has consistently beaten the consumer confidence index
       • CLIENT witnessed below market performance in last two quarters




11                                           Copyright © Zenesys & Kuber                                      Professional Services Training & Consulting
Dummy Data

Consumer Acceptance & Sales Capability (4/5) –
No. of Stores & Revenue Per Store


     Firm        No of     Rank       Revenue      Rank
                 Stores               Per Store                                                              Assigned   CLIENT   Weighted
                                                                                          Indices            Weights     Rank     Rank
                                      (Mn USD)
                                                                              C4 – No. of Stores               1/6        2        .33
     CLIENT       2000        2           10           5                      C5 – Revenue Per Store           1/6        5        .83

     Wal-Mart     4400        1          100           1
     Peer 2        400        4           25           4
     Peer 3       1700        3           30           3
     Peer 4         40        5           31           2




     Inference
     CLIENT Scores high on overall market reach, but the revenue per store is the lowest amongst peers. This calls for due
       diligence for each Store’s business case.




12                                Copyright © Zenesys & Kuber                                 Professional Services Training & Consulting
Dummy Data

Consumer Acceptance & Sales Capability (5/5) –
Consumer Sentiments
                                                                                                                            Net Sentiment
                                            Net Sentiment Score                                           Firm
                                                                                                                              Score (%)
                                                                                                                                                   Rank

                   60
                                                                                                        CLIENT                   6                    1
                   50
                                                                             Positive Sentiment
                                                                                                        Wal-Mart                 5                    2
 Growth Rate (%)




                   40                                                        Negative Sentiment          Peer 2                  -4                   4
                                                                             Net Sentiment Score         Peer 3                  0                    3
                   30
                                                                                                         Peer 4                  -5                   5
                   20

                   10                                                                                                             Assigned   CLIENT       Weighted
                                                                                                          Indices
                                                                                                                                  Weights     Rank        Parameter
                    0
                         SEARS   Wal-Mart    Peer 2    Peer 3    Peer 4
                                                                                                   C6- Consumer Sentiment             1/6      1            .166
                   -10




       Inference
       • CLIENT Clearly enjoys net positive consumer sentiment
       • Can be leveraged for both online and offline sales
       • Will be interesting to understand the demographical
         break up of this index


13                                             Copyright © Zenesys & Kuber                                 Professional Services Training & Consulting
Indicative

 Consumer Acceptance & Sales Capability–
 Component Ranking
                                                 Assigned     CLIEN     Weighted
                      Indices
                                                 Weights      T Rank    Parameter
                                                                                    Component Rank for CLIENT – 2.5
        C1 – Market Rank                           1/6          3          .5
        C2 – Consumer Confidence
                                                   1/6          2         .33       Ideal Ranking – 1
        Correlation

        C3 – US Retail Sale Correlation Index      1/6          2         .33       Best Performer Ranking (Wal-Mart)– 1.3
        C4 – No. of Stores                         1/6          2         .33
                                                                                    Worst Performer Ranking (Peer 4) – 4.8
        C5 – Revenue Per Store                     1/6          5         .83
        C6- Consumer Sentiment                     1/6          1         .166




     Inference
     • CLIENT scores high on consumer sentiment.
     • Revenue per store index has been key dampener for CLIENT in this Component.




14                                        Copyright © Zenesys & Kuber                          Professional Services Training & Consulting
CAP - Online Presence Component

 INDICES INCLUDED


 1.   Online Market Share
 2.   Website Acceptance: Analysis of CLIENT business via online channel with competitors on parameters such as : CLIENTch
      Traffic rank, Reach, Page views, Reputation.
 3.   Social media popularity index: A percentage share of the internet influence of CLIENT with respect to top 6 department
      stores on Social media Sites such as Facebook, Twitter and Google trends
 4.   CLIENTch Intensity Index : Measures how often a firms’ name has been used while CLIENTching any product. Indicates a
      brand recall/association amongst the consumers.


 EXPECTED TAKE AWAY
 Understand how CLIENT is positioned to adopt the next phase of retail i.e.. Online Retail and E-Commerce




15                           Copyright © Zenesys & Kuber                             Professional Services Training & Consulting
Dummy Data

Online Presence (1/4) – Online Market Share

         Firm         Market Share            Rank

                                                                                                      Assigned   CLIENT   Weighted
     Walmart.com           14                   1                                   Indices           Weights     Rank     Rank

                                                                          O1 – Online Market Share      1/6        4       .667
      Target.com           4.1                  2

       Kohls.com           3.6                  3
      CLIENT.com           2.5                  4
        Macy’2              2                   5




     Inference
     • CLIENT clearly lags behind when it comes to commercial activity on CLIENT website. Subsequent analysis may throw in
       better comprehension.



16                               Copyright © Zenesys & Kuber                             Professional Services Training & Consulting
Dummy Data

Online Presence (2/4) – Website Acceptance

                                    Page View & Bounce Rate                                                                                       Time Spent on Website
                   8                                               60%
                                                                                                                            8
                   7                                                                                                        7
                                                                   50%
                   6                                                               Page View/User
                                                                                                                            6




                                                                                                        Time Spent (Mins)
                                                                                                                                                                                 Time Spent (Mins)
 Page View (No.)




                                                                   40%             Bounce Rate
                                                                                                                            5
                   5
                   4                                               30%                                                      4
                                                                                                                            3
                   3
                                                                   20%                                                      2
                   2
                                                                   10%                                                      1
                   1                                                                                                        0
                   0                                               0%                                                             SEARS    Wal-Mart   Peer 2   Peer 3   Peer 4
                       SEARS Wal-Mart   Peer 2   Peer 3   Peer 4

                                                                                                    Assigned                    CLIENT    Weighted
                                                                         Indices                    Weights                      Rank      Rank

                                                            O2 – Page View/User                       1/6                         2         .33
                                                            O3 – Bounce Rate                          1/6                         3          .5
                                                            O4 – Time on Site                         1/6                         2         .33

               Inference
               • CLIENT can definitely leverage comfortable website acceptance level.
               • Makes a string case for increased web based product sales and marketing, especially given that currently the online
                 market share for CLIENT is low (People do visit CLIENT often, but it doesn't reflect in online sales). Probably online
                 efficiency will throw in better light on this.

17                                                  Copyright © Zenesys & Kuber                                                               Professional Services Training & Consulting
Dummy Data

Online Presence (3/4) – Social Media Popularity

                                                Social Media & CLIENTch Trend Share
                                  40%
                                  35%
                                  30%                                                            Facebook
      Share in Social Media (%)




                                                                                                 Twitter
                                  25%
                                                                                                 Google Trends
                                  20%
                                  15%
                                  10%
                                  5%
                                  0%
                                        SEARS      Wal-Mart       Peer 2     Peer 3     Peer 4                                              Assigned   CLIENT   Weighted
                                                                                                                        Indices
                                                                                                                                            Weights     Rank     Rank

                                                                                                           O5 – Social Media Popularity        1/6       3         .5



     Inference
     • Except Wal-Mart, all the peers are still very nascent when it comes to establishing presence in Social media. A white
       space opportunity for CLIENT, especially given their relatively better position in Google CLIENTch trends.



18                                                            Copyright © Zenesys & Kuber                                          Professional Services Training & Consulting
Dummy Data

   Online Presence (4/4) – CLIENTch Intensity Index

                            60

                            50

                                                                                                                                                       Assigned   CLIENT   Weighted
                            40                                                                             SEARS                  Indices              Weights     Rank     Rank
CLIENTch Intensity Index




                                                                                                           Wal-Mart
                                                                                                                      O6 – CLIENTch Intensity Index      1/6        3         .5
                            30                                                                             Peer 2
                                                                                                           Peer 3
                                                                                                           Peer 4
                            20

                            10

                             0
                                  Home Appliance   Kitchen Appliance Exercise Equipment Garden Equipment




                           Inference
                           • Product association for Kitchen equipment and home appliances is high for CLIENT
                           • Clear need to re-position itself as an exercise equipment and garden equipment retailer
                             as well



 19                                                             Copyright © Zenesys & Kuber                                                 Professional Services Training & Consulting
Indicative

 Online Presence– Component Ranking

                                             Assigned     CLIENT      Weighted
                      Indices
                                             Weights       Rank       Parameter
                                                                                     Component Rank for CLIENT – 3
        O1 – Online Market Share                 1/6          5         .833

        O2 – Page View/User                      1/6          2          .33         Ideal Ranking – 1
        O3 – Bounce Rate                         1/6          3          .5          Best Performer Ranking (Wal-Mart)– 1.01
        O4 – Time on Site                        1/6          2          .33
        O5 – Social Media Popularity             1/6          3          .5
                                                                                     Worst Performer Ranking (Peer 2) – 4.8
        O6 – CLIENTch Intensity Index            1/6          3          .5




     Inference
     • Wal-mart has clear monopoly when it comes to Online presence
     • CLIENT lags behind Wal-Mart but has a clear lead over other peers. It must leverage this position.




20                                      Copyright © Zenesys & Kuber                                    Professional Services Training & Consulting
CAP - Operational Efficiency Component

 INDICES INCLUDED


 1.   Retail Floor Space Utilization: Average revenue per Square feet area
 2.   Manpower Utilization: Average revenue per employee
 3.   Inventory Management: This index includes Inventory Turnover ratio and inventory Day Sales
 4.   Online efficiency: Average load time, CLIENTch engine reference, speed, success rate


 EXPECTED TAKE AWAY
 Identify key operational improvement areas and understand industry benchmarks.




21                            Copyright © Zenesys & Kuber                              Professional Services Training & Consulting
Dummy Data

Operational Efficiency (1/3) – Retail Floor Space
Utilization & Manpower Utilization
                          Retail Floor Utilization                                                                    Employee Utilization

                 600                                                                                      350
                                                                                                          300
                 500




                                                                                      Revenue/ Employee
                                                                                                          250
Revenue/Square




                 400                                                                                      200
  feet($/sqft)




                                                                                          (000$/sqft)
                 300                                                                                      150
                 200                                                                                      100
                 100                                                                                       50
                  0                                                                                         0
                                                                                                                  SEARS   Wal-Mart   Peer 2   Peer 3   Peer 4
                       SEARS   Wal-Mart   Peer 2     Peer 3       Peer 4


                                                                                     Assigned                   CLIENT    Weighted
                                                                     Indices
                                                                                     Weights                     Rank      Rank
                                                     E1 – Retail Floor Utilization          1/6                   4          .66
                                                     E2 – Employee Utilization              1/6                   4          .66



      Inference
      • Clear transformational opportunity for CLIENT in terms of improving employee and floor space utilization




22                                        Copyright © Zenesys & Kuber                                                 Professional Services Training & Consulting
Dummy Data

Operational Efficiency (2/3) – Inventory
Management
                                  Inventory Management
     14                                                 0.04
     12
     10                                                 0.03                                         Indices
                                                                                                                         Assigned   CLIENT   Weighted
                                                                   Inventory Turnover                                    Weights     Rank     Rank
      8
                                                        0.02       Ratio (%)             E3 – Inventory Turnover Ratio     1/6        4        .66
      6
                                                                   Inventory Day Sales   E4 – Inventory Day Sales          1/6        1       .166
      4                                                 0.01
      2
      0                                                 0
          SEARS   Wal-Mart   Peer 2   Peer 3   Peer 4




      Inference
      • CLIENT has a low Inventory day sales and thus is managing inventory better. CLIENT should keep this ratio to the lowest
        as possible and maintain it.
      • CLIENT is not able to sell as regularly as Walmart or Peer 3 and has a Low Inventory Turnover. This may be due to
        inaccurate forecast of demand or poor sales. CLIENT has to improve inventory turnover.




23                                       Copyright © Zenesys & Kuber                                   Professional Services Training & Consulting
Dummy Data

Operational Efficiency (3/3) – Online Efficiency


                                                       Online Efficiency
                            4                                                     101.0%
                           3.5                                                    100.0%

                            3                                                     99.0%    Response Time
     Response Time (Sec)




                                                                                  98.0%    Success Rate
                           2.5
                                                                                  97.0%
                            2
                                                                                  96.0%
                           1.5
                                                                                  95.0%
                            1                                                                                                   Assigned   CLIENT   Weighted
                                                                                  94.0%                     Indices             Weights     Rank     Rank
                           0.5                                                    93.0%         E5 – Response Time                1/6        5       .833
                            0                                                     92.0%         E6 – Success rate                 1/6        2        .33
                                 SEARS   Wal-Mart   Peer 2   Peer 3   Peer 4




     Inference
     • Response Time of CLIENT is also well above the peers.
     • These could be due to the design of the CLIENT website which needs to be looked into.
     • However, CLIENT website has a success rate of 99.9%, which is well above the “Top Retailer Index” of 99.5%.


24                                                  Copyright © Zenesys & Kuber                                       Professional Services Training & Consulting
Indicative

 Online Presence– Component Ranking

                                               Assigned     CLIEN     Weighted
                       Indices                 Weights      T Rank    Parameter

        E1 – Retail Floor Utilization            1/6          4         .66

        E2 – Employee Utilization                1/6          4         .66       Component Rank for CLIENT – 3.3
        E3 – Inventory Turnover Ratio            1/6          4         .66       Ideal Ranking – 1
        E4 – Inventory Day Sales                 1/6          1         .166
        E5 – Response Time                       1/6          5         .833      Best Performer Ranking (Peer 2)– 2
        E6 – Success rate                        1/6          2         .33       Worst Performer Ranking (Peer 3) – 3.9




     Inference
     • Clearly the weakest link in CLIENT’ CAP score. Opportunity for Transformational initiatives.




25                                      Copyright © Zenesys & Kuber                          Professional Services Training & Consulting
Indicative

 Cumulative Assessment of Performance Score



             Financial Strength (25%)                       Online Presence (25%)

              Component Rank – 4.5                            Component Rank – 3

                                                                                                      CLIENT CAP
                                                                                                      Score = 3.4
             Operational Excellence                        Consumer Acceptance &
                     (25%)                                 Selling Capability (25%)

              Component Rank- 3.3                            Component Rank – 2.5
                                                                                                Industry Best Performer CAP
                                                                                                         Score = 1.9
               Value in brackets indicate weightages of each Component to calculate CAP Score




     Inference
     • CLIENT does enjoy relatively comfortable consumer acceptance. However, lower operational efficiency and online presence
       may dampen the leverage.




26                                         Copyright © Zenesys & Kuber                          Professional Services Training & Consulting
Thank You!!!




27   Copyright © Zenesys & Kuber           Professional Services Training & Consulting

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Retail cumulative assessment of performance (cap) score

  • 1. Professional Services Training & Consulting Retail Cumulative Assessment of Performance (CAP) Score
  • 2. Using A CAP Score As a Diagnostic Tool OBJECTIVE ZENeSYS CAP Score benchmarks peer group of companies to arrive at a relative positioning in four key functional areas. By analyzing its relative position, a firm can diagnose set new directions for improvement. Since the CAP score will be created every quarter, a firm can monitor its score to evaluate the effectiveness of its strategic improvement initiatives. CAP SCORE • Four functional areas of measurement are: • Financial Strength • Consumer Acceptance • Online Presence • Operational Efficiency • The peer groups of companies being benchmarked are WAL-MART, TARGET, MACY’S INC., J.C.PENNEY COMPANY INC., KOHL’S CORPORATION and NORDSTROM INC. BENEFITS OF CAP SCORE • Key messages for sales force to become more competition aware • Devise customized marketing campaigns • Create customized initiative to improve Online Presence and Branding 2 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 3. 4 Step approach to measure Retail Cumulative Assessment of Performance (CAP) Score 1. Identified four components for CAP: a. Financial Strength b. Consumer Acceptance & Selling Capability c. Online Presence d. Operational Efficiency 2. Developed indicative ratios/indices for each from public data 3. Developed the indices for Competitiors (peer firms of CLIENT) 4. Derived a cumulative score 3 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 4. CAP - Financial Strength Component INDICES INCLUDED 1. Stock Performance: I. Market Capitalization, II. Stock Price, III. P/E Ratio 2. Financial Performance: I. Current Ratio, II. Quick ratio III. Interest coverage ratio. EXPECTED TAKE AWAY Financial performance helps in summarizing the overall positioning and sets the tone to understand how CLIENT fairs against its competitors. 4 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 5. Financial Strength (1/2) – Stock Performance Stock Price & P/E Ratio Market Capitalization (Bn USD) 120 250 100 200 80 60 150 Stock Price 40 Market Cap 100 P/E Ratio 20 50 0 SEARS Walmart Costco Target Kohl -20 0 SEARS Walmart Costco Target Kohl -40 Assigned CLIENT Weighted Indices Weights Rank Parameter F1 - Market Capitalization 1/6 5 .833 F2 - Stock Price 1/6 4 .66 F3 - P/E Ration 1/6 5 .833 Inference Stock performance has provided clear indication of CLIENT’ current standing vis-à-vis its peers. This lays ground for further detailed analysis in subsequent components. 5 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 6. Financial Strength (2/2) – Financial Performance Consumer Confidence Correlation with Revenue Growth 2 35 1.8 30 1.6 25 Interest Coverage Growth Rate (%) 1.4 Ration 20 Current Ratio 1.2 15 1 10 0.8 5 0.6 Assigned CLIENT Weighted Indices 0.4 0 Weights Rank Parameter 0.2 -5 F4- Current Ratio 1/6 3 .5 0 -10 F5 - Quick Ratio 1/6 5 .833 SEARS Wal-Mart Costco Target Kohl F6 - Interest Coverage ratio 1/6 5 .833 Inference Financial performance has provided clear indication of current CLIENT standing against the peers. Lays ground for further detailed analysis in subsequent components. 6 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 7. Indicative Financial Strength– Component Ranking Indices Assigned CLIEN Weighted Weights T Rank Parameter Component Rank for CLIENT – 4.5 F1 - Market Capitalization 5 .833 1/6 F2 - Stock Price Ideal Ranking – 1 1/6 4 .66 F3 - P/E Ration 1/6 5 .833 Best Performer Ranking (COSTCO) – 2.33 F4- Current Ratio 1/6 3 .5 F5 - Quick Ratio 1/6 5 .833 F6 - Interest Coverage ratio 1/6 5 .833 Inference • No clear Leader as far as financial strength is concerned 7 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 8. CAP - Consumer Acceptance & Selling Capability Component INDICES INCLUDED 1. Market Ranking – Reflecting the Offline sales market share 2. US Consumer Confidence Correlation Index: How much better or worse has any firm performed w.r.t. the Consumer Confidence Index 3. US Retail Sales Correlation Index: How much better or worse has any firm performed w.r.t. the US retail sale growth 4. Total Number of stores 5. Customer Sentiment Index EXPECTED TAKE AWAY Gauge the consumer point of view and understand how CLIENT perform on the elemental Component i.e. Attracting consumers and resulting into successful sales 8 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 9. Dummy Data Consumer Acceptance & Sales Capability (1/5) – Market Rank Revenue * Rank (Year Firm Assigned CLIENT Weighted (Bn USD) 2012) Indices Weights Rank Rank CLIENT 40 3 C1 – Market Rank 1/6 3 .5 Wal-Mart 150 1 Peer 2 30 4 Peer 3 45 2 Peer 4 25 5 Inference • Offline retail performance of CLIENT should be a strong focus area for CLIENT marketing team. 9 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 10. Dummy Data Consumer Acceptance & Sales Capability (2/5) – Consumer Confidence Correlation Index Consumer Confidence Correlation with Revenue Growth 7 Firm Delta Delta Delta Delta Total Delta (Q1) Q2 Q3 Q4 6 CLIENT -2 +2 -1.5 -1.5 -3 Consumer Growth Rate (%) 5 Confidence Index Wal-Mart +.5 +3.5 +.5 -2.5 +11 4 Peer 2 -2.5 +.5 -1.5 -3.5 -7 SEARS 3 Walmart 2 Assigned CLIEN Weighted Indices Weights T Rank Rank 1 Peer 2 C2 – Consumer Confidence Correlation 1/6 2 .33 0 March'12 June'12 Sept'12 Dec'12 Inference • Wal-Mart has consistently beaten the consumer confidence index • CLIENT witnessed exceptional season during Quarter 2. 10 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 11. Dummy Data Consumer Acceptance & Sales Capability (3/5) – US Retail Sale Correlation Index US Retail Index Correlation with Revenue Growth 7 Firm Delta Delta Delta Delta Total Delta (Q1) Q2 Q3 Q4 6 CLIENT 0 +2 -1.5 -1.5 -1 US Retail Sale Growth Rate (%) 5 Growth Wal-Mart +.5 +3.5 +.5 -2.5 +11 4 Peer 2 -2.5 +.5 -1.5 -3.5 -7 SEARS 3 Walmart 2 Assigned CLIENT Weighted Indices Weights Rank Rank 1 Peer 2 C3 – US Retail Sale Correlation Index 1/6 2 .33 0 March'12 June'12 Sept'12 Dec'12 Inference • Wal-Mart has consistently beaten the consumer confidence index • CLIENT witnessed below market performance in last two quarters 11 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 12. Dummy Data Consumer Acceptance & Sales Capability (4/5) – No. of Stores & Revenue Per Store Firm No of Rank Revenue Rank Stores Per Store Assigned CLIENT Weighted Indices Weights Rank Rank (Mn USD) C4 – No. of Stores 1/6 2 .33 CLIENT 2000 2 10 5 C5 – Revenue Per Store 1/6 5 .83 Wal-Mart 4400 1 100 1 Peer 2 400 4 25 4 Peer 3 1700 3 30 3 Peer 4 40 5 31 2 Inference CLIENT Scores high on overall market reach, but the revenue per store is the lowest amongst peers. This calls for due diligence for each Store’s business case. 12 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 13. Dummy Data Consumer Acceptance & Sales Capability (5/5) – Consumer Sentiments Net Sentiment Net Sentiment Score Firm Score (%) Rank 60 CLIENT 6 1 50 Positive Sentiment Wal-Mart 5 2 Growth Rate (%) 40 Negative Sentiment Peer 2 -4 4 Net Sentiment Score Peer 3 0 3 30 Peer 4 -5 5 20 10 Assigned CLIENT Weighted Indices Weights Rank Parameter 0 SEARS Wal-Mart Peer 2 Peer 3 Peer 4 C6- Consumer Sentiment 1/6 1 .166 -10 Inference • CLIENT Clearly enjoys net positive consumer sentiment • Can be leveraged for both online and offline sales • Will be interesting to understand the demographical break up of this index 13 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 14. Indicative Consumer Acceptance & Sales Capability– Component Ranking Assigned CLIEN Weighted Indices Weights T Rank Parameter Component Rank for CLIENT – 2.5 C1 – Market Rank 1/6 3 .5 C2 – Consumer Confidence 1/6 2 .33 Ideal Ranking – 1 Correlation C3 – US Retail Sale Correlation Index 1/6 2 .33 Best Performer Ranking (Wal-Mart)– 1.3 C4 – No. of Stores 1/6 2 .33 Worst Performer Ranking (Peer 4) – 4.8 C5 – Revenue Per Store 1/6 5 .83 C6- Consumer Sentiment 1/6 1 .166 Inference • CLIENT scores high on consumer sentiment. • Revenue per store index has been key dampener for CLIENT in this Component. 14 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 15. CAP - Online Presence Component INDICES INCLUDED 1. Online Market Share 2. Website Acceptance: Analysis of CLIENT business via online channel with competitors on parameters such as : CLIENTch Traffic rank, Reach, Page views, Reputation. 3. Social media popularity index: A percentage share of the internet influence of CLIENT with respect to top 6 department stores on Social media Sites such as Facebook, Twitter and Google trends 4. CLIENTch Intensity Index : Measures how often a firms’ name has been used while CLIENTching any product. Indicates a brand recall/association amongst the consumers. EXPECTED TAKE AWAY Understand how CLIENT is positioned to adopt the next phase of retail i.e.. Online Retail and E-Commerce 15 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 16. Dummy Data Online Presence (1/4) – Online Market Share Firm Market Share Rank Assigned CLIENT Weighted Walmart.com 14 1 Indices Weights Rank Rank O1 – Online Market Share 1/6 4 .667 Target.com 4.1 2 Kohls.com 3.6 3 CLIENT.com 2.5 4 Macy’2 2 5 Inference • CLIENT clearly lags behind when it comes to commercial activity on CLIENT website. Subsequent analysis may throw in better comprehension. 16 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 17. Dummy Data Online Presence (2/4) – Website Acceptance Page View & Bounce Rate Time Spent on Website 8 60% 8 7 7 50% 6 Page View/User 6 Time Spent (Mins) Time Spent (Mins) Page View (No.) 40% Bounce Rate 5 5 4 30% 4 3 3 20% 2 2 10% 1 1 0 0 0% SEARS Wal-Mart Peer 2 Peer 3 Peer 4 SEARS Wal-Mart Peer 2 Peer 3 Peer 4 Assigned CLIENT Weighted Indices Weights Rank Rank O2 – Page View/User 1/6 2 .33 O3 – Bounce Rate 1/6 3 .5 O4 – Time on Site 1/6 2 .33 Inference • CLIENT can definitely leverage comfortable website acceptance level. • Makes a string case for increased web based product sales and marketing, especially given that currently the online market share for CLIENT is low (People do visit CLIENT often, but it doesn't reflect in online sales). Probably online efficiency will throw in better light on this. 17 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 18. Dummy Data Online Presence (3/4) – Social Media Popularity Social Media & CLIENTch Trend Share 40% 35% 30% Facebook Share in Social Media (%) Twitter 25% Google Trends 20% 15% 10% 5% 0% SEARS Wal-Mart Peer 2 Peer 3 Peer 4 Assigned CLIENT Weighted Indices Weights Rank Rank O5 – Social Media Popularity 1/6 3 .5 Inference • Except Wal-Mart, all the peers are still very nascent when it comes to establishing presence in Social media. A white space opportunity for CLIENT, especially given their relatively better position in Google CLIENTch trends. 18 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 19. Dummy Data Online Presence (4/4) – CLIENTch Intensity Index 60 50 Assigned CLIENT Weighted 40 SEARS Indices Weights Rank Rank CLIENTch Intensity Index Wal-Mart O6 – CLIENTch Intensity Index 1/6 3 .5 30 Peer 2 Peer 3 Peer 4 20 10 0 Home Appliance Kitchen Appliance Exercise Equipment Garden Equipment Inference • Product association for Kitchen equipment and home appliances is high for CLIENT • Clear need to re-position itself as an exercise equipment and garden equipment retailer as well 19 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 20. Indicative Online Presence– Component Ranking Assigned CLIENT Weighted Indices Weights Rank Parameter Component Rank for CLIENT – 3 O1 – Online Market Share 1/6 5 .833 O2 – Page View/User 1/6 2 .33 Ideal Ranking – 1 O3 – Bounce Rate 1/6 3 .5 Best Performer Ranking (Wal-Mart)– 1.01 O4 – Time on Site 1/6 2 .33 O5 – Social Media Popularity 1/6 3 .5 Worst Performer Ranking (Peer 2) – 4.8 O6 – CLIENTch Intensity Index 1/6 3 .5 Inference • Wal-mart has clear monopoly when it comes to Online presence • CLIENT lags behind Wal-Mart but has a clear lead over other peers. It must leverage this position. 20 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 21. CAP - Operational Efficiency Component INDICES INCLUDED 1. Retail Floor Space Utilization: Average revenue per Square feet area 2. Manpower Utilization: Average revenue per employee 3. Inventory Management: This index includes Inventory Turnover ratio and inventory Day Sales 4. Online efficiency: Average load time, CLIENTch engine reference, speed, success rate EXPECTED TAKE AWAY Identify key operational improvement areas and understand industry benchmarks. 21 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 22. Dummy Data Operational Efficiency (1/3) – Retail Floor Space Utilization & Manpower Utilization Retail Floor Utilization Employee Utilization 600 350 300 500 Revenue/ Employee 250 Revenue/Square 400 200 feet($/sqft) (000$/sqft) 300 150 200 100 100 50 0 0 SEARS Wal-Mart Peer 2 Peer 3 Peer 4 SEARS Wal-Mart Peer 2 Peer 3 Peer 4 Assigned CLIENT Weighted Indices Weights Rank Rank E1 – Retail Floor Utilization 1/6 4 .66 E2 – Employee Utilization 1/6 4 .66 Inference • Clear transformational opportunity for CLIENT in terms of improving employee and floor space utilization 22 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 23. Dummy Data Operational Efficiency (2/3) – Inventory Management Inventory Management 14 0.04 12 10 0.03 Indices Assigned CLIENT Weighted Inventory Turnover Weights Rank Rank 8 0.02 Ratio (%) E3 – Inventory Turnover Ratio 1/6 4 .66 6 Inventory Day Sales E4 – Inventory Day Sales 1/6 1 .166 4 0.01 2 0 0 SEARS Wal-Mart Peer 2 Peer 3 Peer 4 Inference • CLIENT has a low Inventory day sales and thus is managing inventory better. CLIENT should keep this ratio to the lowest as possible and maintain it. • CLIENT is not able to sell as regularly as Walmart or Peer 3 and has a Low Inventory Turnover. This may be due to inaccurate forecast of demand or poor sales. CLIENT has to improve inventory turnover. 23 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 24. Dummy Data Operational Efficiency (3/3) – Online Efficiency Online Efficiency 4 101.0% 3.5 100.0% 3 99.0% Response Time Response Time (Sec) 98.0% Success Rate 2.5 97.0% 2 96.0% 1.5 95.0% 1 Assigned CLIENT Weighted 94.0% Indices Weights Rank Rank 0.5 93.0% E5 – Response Time 1/6 5 .833 0 92.0% E6 – Success rate 1/6 2 .33 SEARS Wal-Mart Peer 2 Peer 3 Peer 4 Inference • Response Time of CLIENT is also well above the peers. • These could be due to the design of the CLIENT website which needs to be looked into. • However, CLIENT website has a success rate of 99.9%, which is well above the “Top Retailer Index” of 99.5%. 24 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 25. Indicative Online Presence– Component Ranking Assigned CLIEN Weighted Indices Weights T Rank Parameter E1 – Retail Floor Utilization 1/6 4 .66 E2 – Employee Utilization 1/6 4 .66 Component Rank for CLIENT – 3.3 E3 – Inventory Turnover Ratio 1/6 4 .66 Ideal Ranking – 1 E4 – Inventory Day Sales 1/6 1 .166 E5 – Response Time 1/6 5 .833 Best Performer Ranking (Peer 2)– 2 E6 – Success rate 1/6 2 .33 Worst Performer Ranking (Peer 3) – 3.9 Inference • Clearly the weakest link in CLIENT’ CAP score. Opportunity for Transformational initiatives. 25 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 26. Indicative Cumulative Assessment of Performance Score Financial Strength (25%) Online Presence (25%) Component Rank – 4.5 Component Rank – 3 CLIENT CAP Score = 3.4 Operational Excellence Consumer Acceptance & (25%) Selling Capability (25%) Component Rank- 3.3 Component Rank – 2.5 Industry Best Performer CAP Score = 1.9 Value in brackets indicate weightages of each Component to calculate CAP Score Inference • CLIENT does enjoy relatively comfortable consumer acceptance. However, lower operational efficiency and online presence may dampen the leverage. 26 Copyright © Zenesys & Kuber Professional Services Training & Consulting
  • 27. Thank You!!! 27 Copyright © Zenesys & Kuber Professional Services Training & Consulting