For a health care item, we evaluated the impact of price point, TV advertising and sales detailing on the penetration of higher-priced trade-up products. By formally linking the expenditure frontier to age and income, we were able to project future sales among an aging baby boomer population

For a consumer electronics company, we conducted multi-country research and developed a simulation model that incorporated consumer demand, manufacturer COGS, and retail margins to forecast eventual consumer adoption for a consumer packaged goods company, we developed a means to forecast national sales from shipments in several retail channels and applied this method to forecast sales in unaudited and censored channels.

For a consumer packaged goods company, we developed a means to understand the biases in national consumer panels and to adjust the panel results to match sales data.

For an alcoholic beverage company, we developed a segmentation of its consumers based on both the characteristics of the consumer and the characteristics and motives behind the consumption occasion.

For several computer hardware companies, we developed market segmentations of the global business PC, small server and medium server markets.

For a cable TV content provider, we evaluated the relative attraction of their full suite of programming and made suggestions for future programming and line-ups.

For a major telecommunications company, we developed a customer churn model that predicted the likelihood of their customers churning within X months of their joining a new the plan.  Validation proved the model correctly predicted churners over 70% of the time and the company was able to develop retention programs which reduced churn by over 100 basis points, increasing profits several-fold.

A major wireless company engaged us to develop a measure of consumer lifetime value.  While similar to churn modeling, this required us to forecast the life expectancy of a customer.  We developed models to predict minutes of use over time and expected churn rates to compute revenue for different classes of customers.

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Industries Served:

• Telecommunications
  
  
  • Landline voice& data, Wireless voice & data, consumer, business, equipment providers
    
    
• Beverages & Food
  
  
  • Alcoholic beverages, Carbonated drinks, Juices, Bottled water,
    Frozen vegetables, Cookies, Chips, Snacks
    
    
• Electronics
  
  
  • Cameras, TV, Copiers, Satellite radio
    
    
• Personal care
  
  
  • Oral care, blades and razors, body lotions, contact lenses
    
    
• Financial services
  
  
  • Banking, investments, credit cards, affinity programs

• Retail
  
  
  • Supermarkets, Discount, Clubs, Specialty chains, Vending,
    Department stores
    
    
• Travel & tourism
  
  
  • Hotels, Car rental, Cruise lines, SAT
    
    
• Information Technology
  
  
  • Hardware, software, desktop, servers, printers
    
    
• Pharmaceuticals
  
  
  • Vaccines, Growth hormones, Rheumatism, Depression, Dermatology
    
    
• Automotive
  
  
  • New product introduction, pricing, options pricing, alternative fueled vehicle preferences
    

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Expertise:

• Understanding buyer preferences
  
  
• Market and product segmentation
  
  
• Complex choice modeling
  
  
• Modeling menu choices
  
  
• Multi-stage decision models
  
  
• Pricing products and lines of products
  
  
• Pricing of refills
  
  
• Trade-up and trade-down pricing
  
  
• New product forecasting
  
  
• Predicting customer churn
  
  
• Customer lifetime value
  
  
• Marketing mix and sales response models
  
  
• Site selection modeling
  
  
• SKU optimization and rationalization
  
  
• Data fusion and data squaring
  
  
• Customer satisfaction modeling
  
  
• Brand Affinity/Equity modeling
  
  
• Structural equations & path modeling
  
  
• Experimental and quasi-experimental tests
  
  
• Decision support simulation models

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