Retail and consumer goods cases are among the most common in consulting interviews. The industry’s visibility makes it relatable and rich with analytical challenges.
Key Industry Dynamics
- Omnichannel shift: Brick-and-mortar + e-commerce integration
- Private label growth: Retailer brands competing with national brands
- Supply chain complexity: Global sourcing, last-mile delivery
- Consumer behavior changes: Sustainability, convenience, personalization
Common Case Types
Store Performance
Declining same-store sales, footprint optimization, format strategy
Supply Chain
Inventory management, distribution network design, demand forecasting
Brand Strategy
Portfolio rationalization, new product launch, pricing architecture
Digital/E-commerce
Online channel launch, marketplace vs. DTC, fulfillment strategy
Retail-Specific Metrics
- Same-store sales growth (comp sales)
- Revenue per square foot
- Inventory turnover
- Gross margin return on investment (GMROI)
- Customer acquisition cost (for e-commerce)
Framework for Retail Profitability
- Revenue analysis: Traffic × Conversion × Average ticket
- Cost structure: COGS, labor, rent, marketing
- Channel mix: In-store vs. online profitability
- Customer segmentation: High-value vs. price-sensitive