Case Article—Markdown Management at Sports Unlimited

The management of a national sporting goods retail chain is not satisfied with the results of the current markdown policy. A consulting team has been hired to help revise the firm's policy in order to increase store revenues. The team is provided with data from a single department and is charged with analyzing the data to see if the firm could improve its decision rules. This case describes the challenges that the team faces in designing the markdown policy and focuses specifically on the analytical aspects of deciding the markdown timing.

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