Case Study Retail Management

Topics: Retailing, Sales, Supermarket Pages: 4 (978 words) Published: September 30, 2012
Case Study: Thistle Co. of Australia
Triquestra Fuels Thistle's Multi-Site Retail Business Transformation


Background of Thistle Company of Australia (TCOA)
Thistle Company of Australia (TCOA or Thistle) is a privately held company that currently owns and operates Australia's largest independent network of Shell-branded service stations and adjoined retail premises. Headquartered in Brisbane, and operating across Queensland and New South Wales, Australia, Thistle operates in regional locations. Its closest outlet is located a 40 minute drive from headquarters in Brisbane, with the farthest being over 12 hours away by car. During 2009, Thistle identified strong opportunity for more retail outlets in regional locations, and undertook a strategy to shift the focus of the business to a small supermarket chain with fuel available, instead of its current existence as a fuel chain with convenience goods available on the side.

"Up-to-the minute sales information at any regional store is visible immediately at head office or on the Area Manager's laptop or iPhone if required - that's pretty revolutionary.” Tim O'Donovan, General Manager, TCOA.



The Thistle management team identified that this retail transformation strategy required the closure of a number of smaller, less profitable service stations, in order to set up larger (300m2) retailfocused premises to allow for a more impressive and comfortable consumer experience. To enable this transformation, Thistle reviewed its core business processes, primarily in the areas of financial performance (cash flow / profit and loss), management reporting, retail promotions and inventory and fuel management. All of these required mobile and remote access functionality. The Thistle team recognised that a significant extension of existing underlying technology was required. A critical challenge for Thistle was to manage and drilldown into its sales,...
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