emcien: sku intelligence for recommendation engine.ppt
DESCRIPTION
SKU Intelligence to maximize margins and customer satisfaction by matching customers to the right product at point of saleTRANSCRIPT
Maximize Customer Sa0sfac0on And Margins
By Matching Customers to Right Product
at Point of Sale
Emcien offers a recommenda.on engine for configurable products, at point of sale
‐ Customer typically specify only a few features ‐ The recommenda0on engine completes the spec and offers
configura0ons for best fit
‐ Spec is completed based on business objec0ve ‐ Margin, Sa0sfac0on, Availability
‐ And how similar customers configured product
Higher margins
Higher customer sa0sfac0on and reten0on
Slide 2 Emcien Confidential Information
Customers Typically Specify Only Few Features
Slide 3 Emcien Confidential Information
I WANT a Laptop with… At least 120GB drive 2GB of RAM and a camera
CUSTOMER 135 different ways to complete the order
19 features not specified
Margin ranges from ($130) to $23
How would you fill the order?
Check only customer specified features
EmcienMatchTM recommends best choices based on objec0ve (margin, customer sa0sfac0on, availability,..)
Choice #1 #2 #3
Slide 4 Emcien Confidential Information
Instant Recommenda0ons Within Budget
Slide 5 Emcien Confidential Information
CUSTOMER
I can spend Only $500
Specify price limit for purchase
#2 and #3 Your Choice #1
Play Games Home Computer
Home Office
Video Produc0on Travels Easily
I WANT a Laptop … for my Home Office
Slide 6 Emcien Confidential Information
Customer selects product based on life style/ Use
This one does everything I need
All features for Home Office computer automa0cally selected
#2 and #3 Your Choice #1
Slide 7 Emcien Confidential Information
Slide 9 Emcien Confidential Information
EmcienMixTM
Op0mize Product Mix with SKU Intelligence
‐ What op(ons are customers buying ? Which ones are profitable? ‐ Customers who bought this, also bought this! ‐ EmcienMix auto‐detects feature clusters by markets ‐ Clusters used to create linked database of configura(ons, op(mized and ranked on business metrics (such as churn. Margin..)
E.g. 74% of online orders have these 8 features choices
For more information please visit: http://www.emcien.com/EmcienMix
Slide 10 Emcien Confidential Information
120GB drive, 2GB of RAM, camera , _______ , _____, ____, ____, ______, ______, …
CUSTOMER
+
Customers who bought feature “A” and “B” also bought “C”.
Amazon-like, but at the feature level
Business Metric Ranking
Margin Sales
Velocity Churn
= Best Configuration
Recommendation
Slide 11 Emcien Confidential Information
‐ Customer selects only desired features ‐ Can select by life style (as shown) ‐ Recommenda(on is best configura(on choices ‐ Sales reps and customers can self‐serve ‐ Higher product margin ‐ Higher customer sa(sfac(on
Full Configurations Recommendations
For more information please visit: http://www.emcien.com/EmcienMatch
EmcienMatchTM
Recommenda0on Engine
Play Games Home Computer
Home Office
Video Produc0on Travels Easily
www.emcien.com