Gartner Research

Case Study: Sony Electronics' Customer Focus and Channel Collaboration Result in Wal-Mart Supplier of the Year Award

Published: 08 November 2010

ID: G00208395

Analyst(s): Matthew Davis, Allen Johnson


Gartner highlights Sony Electronics' journey toward improved sensing and shaping demand through its retail channel. This case study reviews channel collaboration, store-level analytics, CPFR and the benefits of daily POS data modeling.

Table Of Contents
  • Overview
  • Introduction
  • The Challenge
  • Approach
    • Deepen Customer Knowledge and Segment Requirements
    • Align Internally
    • Create the Historical Model
    • Proof Through Pilot
    • Store-Level Analytics and Execution
    • Closed-Loop CPFR
  • Results
  • Critical Success Factors
  • Lessons Learned

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