Objectives

Better understand of customer needs in order to increase sales performance

Identify trends in customer purchasing behaviour to enable targeted marketing

Enable strategic planning of Stores management

Dashboard

Segregated into following areas of focuso Overview – Provides an overview of the general health of the business and allows for

predictive sales analysis.o Sales – Provides information relating to sales activity with emphasis on sales trends and

products.o Customer – Provides in detail segmentation knowledge to predict customer behavior and

needs.

Sales Dashboard

Sales Dashboard

Sales of Products(ABC Analysis) o “A” products - Products contributing to the first X% (configurable)o “B” products - Products contributing to next Y% (configurable)o “C” products – Products contributing to remaining %

Answers the question of “Which products

contribute to the first X% of our turnover?”

• Impact: Enables focus on low selling products to drill down on reasons for low sales and remove from inventory if required. Increase count of profitable products

Configurable % Limits

• Impact: Enables greater focus on sales margins, if required. Greatly aids in product management when drill down is needed on selected range.• Eg. Instead of looking at the last 20% of products, we can

look at the last 5% which allows for a more targeted approach

Filters: Year and Store

• Impact: Enables monitoring and management of stores performance as filters allow to look at products sales performance at a detail level.

Sales Dashboard

YOY Sales Trendo Shows sales trend for the latest 2 years.o Impact: A gauge as to whether company's financial performance is improving or

worsening. o Impact: Trends of increasing /decreasing sales allows for drill down into factors for such

trend during that period. If upward trend, allows us to leverage on such factors in future. If downward trend, enables risk management

Sales Growth by Regiono Shows a quick overview of profits in different regions and citieso Impact: An immediate signal if there are profits dropping. An alert to take action if

required.

Customer Dashboard

Customer Dashboard

Top N Customerso Shows a list of the top N number of customers contributing to sales with the trend

indicator on their buying pattern over the latest 2 years.

Answers the question of “Who are my top

consumers?”

• Impact: Enables customer profiling which drives profitability profiling. Identifying key aspects of top customers allows for a more focused marketing approach

Configurable Number of Top

Customers

• Impact: Provide the flexibility to focus on the top few or have a overall glance of a greater range of customers

Buying Trend

• Impact: Aids in quickly identifying the top customers who are reducing their purchasing in order to drill down into reasons behind it. Allows for impact analysis of such factors on the buying power of customers.

Customer Dashboard

Salary and Gender Breakdowno With the Top customers as the main filter, this chart provides insights into the salary and gender of the top

customers.

o Impact: Allows for Customer Profiling. Enables us to target customers who match similar profiles of our top

consumers.

Membership Breakdowno With the Top customers as the main filter, this chart provides a breakdown on the membership of the top customers.

o Impact: Aids in Customer Profiling. Provides insights on the impact of membership on the purchasing trend

Allows for modifying the marketing strategy of the memberships to the customers.

Input Y or N: o Allows user to indicate whether they wish to see the Membership Breakdown &Salary and Gender Breakdown

based on Top customers or as an overall picture.

Top N Products Purchased by Customer(s)o Provides an overview of the top N(configurable) products purchased by the Customer(s) on a year on year basis.

Selection of a specific customer provides a details on the products bought by the respective customer. Impact:

Allows us to focus on the products which are typically bought by the top customers to understand the factors

contributing to their sales.

Overview Dashboard

Overview Dashboard

Sales Growth & Gross Profit Growtho Provides a quick look at the growth of the sales and profit.

Top 5 stores by Saleso Provides an overview of the top performing stores at a glance.

What – If Sales Scenarioo Given a certain % of increment(configurable) to the selling prices, an analysis can be

made on the impact of this increment to the profit margin. This is with the assumption that all other contributing factors remain the same.

Business Insights

Majority (65%) of the top 20 customers are males, out of more than 50% are earning in the range of 30-50k. o Insight: Middle – Upper Middle class males are our major top consumers. They also hold

one of the memberships.o Recommendation: Target marketing of memberships to upper middle class males with

incentives of promotions on the top 5 products commonly bought by them

Majority of dry goods and preserved items contribute to less than 5% of the sales.o Insight: Items such as decongestants have a higher sale period during November.

(Perhaps the rainy season causes more infections).o Recommendation: Based on the trend analysis for each product in this range, we could do

a targeted sale during the period where they are bought the least. Preserved items can be decreased in inventory since they have a longer shelf life as well.