Yeaton used data analysis to forecast baseline sales at Target
Corporation for a newly introduced cosmetics brand. Using this
forecast he was able to determine that in-store beauty advisors, who
had been non-randomly assigned to higher volume stores, were not
entirely responsible for the nearly 75% increase in sales in their
stores. Further, he helped target Corporation measure the
effectiveness of staffing by comparing beauty advisor weekly hours
worked against weekly sales.
These findings helped shape beauty advisor staffing and contract
negotiation plans for a specific line of cosmetics which is
forecasted to have $75MM in annual sales by 2008. As a result of the
analysis Target Corporation was able to better understand the impact
of each beauty advisor and more effectively plan staff investments
in new stores.