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GUILT & REDEMPTION
Phase Two
Kelly Foy, Tucker Hammel,Dan McKenzie & Charles Whelan
Agenda
Q1:DemographicsGeographic AnalysisCluster AnalysisQ2:
Optimization FunctionPrice Elasticity/Sensitivity
Q3:Pricing Strategy
Q1: Customer Demographics
$70,000-$79,999 income
73% Are “asian/pacific islander”
39% 4 year education
60% Employed for wages
66% Shopping up to 2-3 times a month
Q1:Demographics-Geographic
Presence highest in Northeast, Great Lakes,Florida, and Northern & Southern California metro regions
Modest in Piedmont-Atlantic
Low everywhere else
Low/Modest & high demand Texas Triangle, Piedmont, Cascadia
GILT- WTP. & PURCH INT.
Non Gilt- WTP. & PURCH INT.
1: Younger, Low Income2: High PI, Low Income3: Younger, High Income4: Low PI, High Income5: Older, High Income
Q1: Clustering of survey participants
How to determine maximum revenueStep 1: Determine unique WTPStep 2: Calculate total revenue for each WTP in the following functionPrice * Number of people = RevenueStep 3: Find maximum revenue and set optimal priceStep 4: Repeat for each look
Q2: Price Sensitivity and the Elasticity of Demand
The demand elasticity attained for any look can be attained by the function (%change in demand)
The range of elasticities we attained was between -.87 and -1.47
These elasticities are determined between the values of optimal price and its associated number demanded, and the number demanded at gilt’s price
(%change in price)
Q3: Maximized values within the given datasetProduct: Optimal Price; Optimal Revenue; Revenue in sample at Gilt price
Product 1: 99; $29601; $4792Product 2: 24.99; $8821.47; $4275Product 3: 49.99; $15746.85; $2933Product 4: 29.99; $8487.17; $7020Product 5: 75; $23700; $20493Product 6: 50; $9850; $2904Product 7: 49.99; $13597.28; $6557Product 8: 39.99; $9917.52; $3490
Amount gained$24809
$4546.47$12813.85
$1467.17$3207$6946
$7040.28$6427.52
Q3: Pricing Strategy
Continue gathering info on what maximum prices customers will purchase a product
Survey customers before an item goes on sale
Implement optimization function
Guarantees minimum level of sales and would increase the amount of money Gilt earns
All while decreasing the price of goods