Case Study #3:

Leveraging Store Level Analysis to Optimize Sales

A premium, organic nutritional supplement brand needed a strategy to stimulate new trial and increase demand at Walgreens. Hockfield’s objective was to identify optimal stores for an Instant Redemption Coupon (IRC) program that would attract new users in underperforming markets while maximizing program ROI.

Hockfield Strategy


Analyzed store level sales to establish performance groupings (Top, Middle, Bottom) and selected a mix designed to stimulate trial and demand in Middle to Bottom performing stores


Proactively collaborated with Orgain, the Walgreens in-store service provider and Walgreens Demand Planning to ensure seamless execution and increase Test Store forecasts to avoid out of stocks

Program Evaluation:

Utilized Scientific Method to measure program impact on Test Store productivity, relative to that of “Control Stores"


Summary: Test Stores outperformed Control Stores by 23% with Test Store productivity increasing 19% vs. YAgo, most notably within the desired target of Middle and Bottom performing stores

Top Performing Stores:

Test Stores outperformed Control Stores by 16% with Test Store productivity +2% vs. YAgo

Middle Performing Stores:

Test Stores outperformed Control Stores by 37% with Test Store productivity +47% vs. YAgo

Bottom Performing Stores:

Test Stores outperformed Control Stores by 18% with Test Store productivity +59% vs. YAgo

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