Old Elena would have assumed the price was too high and cut it. New Elena used . She dug deeper and found that a local competitor had launched a targeted loyalty program for hiking clubs. Simultaneously, her BI tool showed that her own Denver stores were overstocked on winter boots that weren't selling because of an unseasonably warm spring. The Strategic Shift
She no longer spent her meetings arguing about whose spreadsheet was correct. Instead, the team looked at a single "source of truth." They moved from being (What happened?) to proactive (What will happen?) and finally to transformative (How can we make it happen?). Business Intelligence: A Managerial Perspective...
Her decisions were based on "managerial intuition." She’d see a dip in sales and immediately order a 20% discount across the board. Sometimes it worked; usually, it just ate her profit margins. She was flying a plane through a storm with no instruments, relying entirely on the feeling in her seat. The Implementation Old Elena would have assumed the price was