Subject category:
Entrepreneurship
Published by:
Stanford Business School
Version: 5 November 2021
Length: 15 pages
Data source: Field research
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Abstract
Focal Systems, with fresh new Series B funding and more new orders than it could handle, believed its novel out-of-stock detection system would prove the sweet spot in the automation of traditional brick and mortar retail stores. Small cameras on store shelves could automatically log any products in need of resupply, but also order the items to restock, saving store managers valuable time each day. Stores would see lower labor costs but also would benefit from a more efficient resupply system. The competition for automation in retail was stiff, and becoming more intense. How could Focal convince retailers to give its innovative technology a try-and could the company fend off the competition?
Time period
The events covered by this case took place in 2021.About
Abstract
Focal Systems, with fresh new Series B funding and more new orders than it could handle, believed its novel out-of-stock detection system would prove the sweet spot in the automation of traditional brick and mortar retail stores. Small cameras on store shelves could automatically log any products in need of resupply, but also order the items to restock, saving store managers valuable time each day. Stores would see lower labor costs but also would benefit from a more efficient resupply system. The competition for automation in retail was stiff, and becoming more intense. How could Focal convince retailers to give its innovative technology a try-and could the company fend off the competition?