Retailing
MKTG6211
STAPLES, INC.
Case Assignment
This case offers an opportunity to reflect on the variety of goods offered by the store and
the degree to which each category should match the store’s positioning and
merchandising style.
Staples’ management is willing to contemplate alternative approaches to the category,
ranging from eliminating it entirely to setting up separate furniture showrooms. Your
writeup should present analysis of this and related issues by addressing the following five
questions:
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Is the furniture department, as currently merchandised, an asset or liability to the
profitability of Staples? (present qualitative and quantitative evidence to justify
your position)
Assuming that Staples continues to allocate roughly the same amount of space in
its stores to furniture that it does at present, what changes would you make in the
way that this category is merchandised? (support your answer)
Is Staples allocating the right amount of space in its stores to furniture? Why or
why not?
If Staples chooses to make a substantial reduction in the amount of space devoted
to furniture, how should they use the space that is freed up? Why?
Which of the strategic alternatives presented in the case, or other alternative, do
you recommend that Staples pursue with the office furniture category? (support
your answer)
Your paper should be no longer than 5 double-spaced pages with 12-point font and oneinch margins. A technical appendix can be used to show your calculations; however it
must be clearly explained. The paper is due on Sep 20th at the beginning of the class
period.