Founded more than a century ago, KAY is the leading retail jewelry store in the US with $2.5B in annual sales. As part of Signet Jewelers, KAY provides customers with fine jewelry sourced and produced with the highest standards in mind. With over 1,000 stores strategically located across the nation, they are leaders in responsible sourcing and champion efforts to foster increasingly transparent and responsible jewelry supply chains around the world.

With a goal of increasing revenue, Kay set the objective of teaching each of their Store Managers to operate as the CEO of their respective stores. Kay’s Store Managers and District Managers had the passion and commitment for success but needed help operationalizing data-based performance management concepts.

CHALLENGE

SEED partnered with the Kay Operations Analytics team to analyze which KPIs correlated most with stores with the highest revenue growth. SEED identified Average Transaction Value (ATV) as having the highest correlation with growth across the organization. SEED then designed operational dashboards and taught the pilot teams how to use the tools to precisely identify opportunities unique to each store and across districts and set appropriate goals for each store. In partnership with Kay’s leadership, SEED implemented a weekly results review where Store and District Managers learned how to review their results, take appropriate actions, and then celebrate as results improved week after week.