CASE STUDY :

PETER GLENN
AGILONE
ADVANCED
ANALYTICS

SUBMITTED TO : SUBMITTED
BY :
PROF. GUNMALA SURI SARVJOT
SINGH
MBA 4TH SEM
SINCE 1958, PETER GLENN HAS BEEN AT THE
FOREFRONT OF A GROWING OUTDOOR SPORTS
MARKET. TODAY, TEN PETER GLENN STORES CARRY
EQUIPMENT, ACCESSORIES AND CLOTHING FOR A
WIDE VARIETY OF OUTDOOR SPORTS SUCH AS
SKIING, SNOWBOARDING, WATER SKIING,
WAKEBOARDING, IN-LINE SKATING AND
ADVENTURE TRAVEL.

AS A SKI SCHOOL DIRECTOR AT A LOCAL COLLEGE,

NED HAMILTON NOTICED A HIGH DEMAND FOR SKI
EQUIPMENT THAT WAS NOT BEING MET BY LOCAL
SPORTING GOODS DEALERS. NED, AS AN INVESTOR
IN A LOCAL MEN’S CLOTHING SHOP, STOCKED THE
BASEMENT OF HIS STORE WITH SKI CLOTHING AND
EQUIPMENT. AS HIS NEW DEPARTMENT
FLOURISHED, NED OPENED HIS FIRST SHOP THAT
SOLD SKI EQUIPMENT, CLOTHING AND
ACCESSORIES AS WELL AS MEN'S AND LADIES
APPAREL. THE NEW STORE WAS NAMED AFTER
NED’S SON, PETER GLENN HAMILTON.
OVER FIFTY YEARS AND TEN STORES LATER, PETER
GLENN LEADS THE MARKET IN OUTDOOR
ADVENTURE SPORTS. BY CARRYING THE BEST
NAMES IN CLOTHING, EQUIPMENT AND
ACCESSORIES, PETER GLENN CONTINUES TO KEEP
ITSELF ON THE CUTTING EDGE. IN ADDITION TO
OFFERING AN EXTENSIVE SELECTION OF TOP-OF-
THE-LINE PRODUCTS, PETER GLENN IS STAFFED BY
HIGHLY KNOWLEDGEABLE SALES PROFESSIONALS.
WHETHER A SEASONED SKIER OR SNOWBOARDER
OR A NOVICE, PETER GLENN’S SALES STAFF WILL
OFFER YOU THE EXPERTISE AND ASSISTANCE YOU
NEED TO MAXIMIZE YOUR ENJOYMENT OF THE
SPORT.

HOW AGILONE ANALYTICS IS BEING USED:

AGILONE ANALYTICS’ DASHBOARD

PROVIDES A CONSOLIDATED VIEW ACROSS
ONLINE AND OFFLINE CHANNELS, WHICH
ALLOWED PETER GLENN TO VIEW TRENDS
BETWEEN BUYER GROUPS AND MAKE BETTER
SEGMENTATION DECISIONS.
ADVANCED SEGMENTATION ABILITIES
INCLUDED DATA ON CUSTOMER HOUSEHOLD,
 THEIR VALUE SEGMENT, AND PROXIMITY TO
ANY BRICK-AND-MORTAR LOCATIONS.
PETER GLENN USED THIS INFORMATION TO
LAUNCH INTEGRATED PROMOTIONAL,
TRIGGERED, AND LIFECYCLE CAMPAIGNS
ACROSS CHANNELS, WITH THE GOAL OF
INCREASING SALES DURING NON-PEAK
MONTHS AND INCREASING IN-STORE TRAFFIC.

VALUE PROPOSITION:

ONCE AGILONE’S DATA QUALITY ENGINE

HAD COMBED THROUGH PETER GLENN’S
CUSTOMER DATABASE, THE COMPANY LEARNED
THAT MORE THAN 80% OF ITS CUSTOMER BASE
HAD LAPSED; THEY WERE ABLE TO USE THAT
INFORMATION TO RE-TARGET AND RE-ENGAGE
STAGNANT CUSTOMERS.
PETER GLENN SAW A 30% INCREASE IN
AVERAGE ORDER VALUE (AOV) AS A RESULT OF
ITS AUTOMATED MARKETING CAMPAIGNS.
ACCESS TO DATA POINTS, SUCH AS
CUSTOMER PROXIMITY TO A STORE, ALLOWED
PETER GLENN TO TARGET CUSTOMERS FOR
STORE EVENTS USING ADVANCED
SEGMENTATION AND MORE ALIGNED CHANNEL
MARKETING STRATEGIES.