A Real-Life Tale:  Twists and Turns on the Markdown Optimization Journey

Following successful rollout of Revionics price optimization across all planned categories with weekly updates ongoing, BJ’s Wholesale Club embarked on a new phase: implementation of Revionics Markdown Suite. Cathleen, Kevin and Dave take us through their journey to date, from upfront planning including the pricing and merchandising teams through initial rollout on seasonal items for summer clearance. The initiative has been a learning process, and the presenters share learnings from the joint BJ’s/Revionics team on evolving philosophies and settings in using markdown optimization as well as some surprising developments and how the team has responded. Attendees will learn how to best prepare their own organizations for the cultural and process shifts entailed in utilizing markdown optimization successfully.

About the Speakers

VP, Merchandise Finance
BJ’s Wholesale Club

Now with more than 20 years at BJ’s, Cathleen Warren drives enterprise-level projects to make the business more competitive, relevant and successful. Her initiatives include spearheading a cross-functional team to create next-generation reporting, support and control guidance; serving as business lead for the Finance and Merchandising Business Transformation project utilizing SAP; and currently automating and modernizing BJ’s pricing using Revionics science-based optimization capabilities. She has a BS In Business Administration with an MBA in Information Systems from Bentley College.

Director of Pricing
BJs Wholesale Club

Kevin has been with BJ’s for 15 years, working across multiple areas of the organization including Merchandising, Finance, Logistics and Operations. Kevin’s experience as a merchant, combined with his involvement as BJ’s SAP Implementation Retail Pricing Lead, led him to his current role in the Pricing team.

Senior Pricing Analyst
BJ’s Wholesale Club

With more than 5 years of retail pricing and analytics experience at BJ’s Wholesale Club and Staples, Dave is a seasoned retail veteran. His background includes experience with in-store, online and promotion analytics and execution. He also has experience as a financial analyst and holds a B.A. in Economics from Boston University.



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