Scenario 7: Module 7 LusterLast: Business Year 2020 The sales of LusterLast shampoo are popping throughout the marketing channels. Senior management is convinced that this healthy growth of orders is

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Scenario 7: Module 7 LusterLast: Business Year 2020 The sales of LusterLast shampoo are popping throughout the marketing channels. Senior management is convinced that this healthy growth of orders is

Scenario 7: Module 7

LusterLast: Business Year 2020

The sales of LusterLast shampoo are popping throughout the marketing channels. Senior management is convinced that this healthy growth of orders is due to the advertising campaign and positive social media chatter. They are even convinced that if they had allocated a more substantial budget, the incremental revenue stream would have flowed even stronger. The company is also considering expanding the line. They are especially interested in reviewing activity emanating from the firm’s website.

Ashanti assigns you to calculate the brand’s current share of voice. She also wants you to provide her with the following data for the previous year related to digital promotional efforts.

  • Bounce Rate
  • Abandonment Rate
  • Cost per Click
  • Cost per Order

Your friends in MIS have provided you with the below data.

LusterLast Business Year 2019


Numbers are attached.

Place your data in your spreadsheet. Include brief commentary about what the data means to you and, possibly, what other data might assist in understanding promotional spending by the firm. Fine tune your Balanced Scorecard. Be prepared to defend your selection of Key Performance Indicators (KPIs) that you included in your Balanced Scorecard.

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