A Dashboard on Consumer trends and Sales Analysis

2. 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

3. Dashboard
 Segregated into following areas of focus
o 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.

4. Sales Dashboard

5. 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.

6. Sales Dashboard
 YOY Sales Trend
o 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 Region
o Shows a quick overview of profits in different regions and cities
o Impact: An immediate signal if there are profits dropping. An alert to take action if
required.

7. Customer Dashboard

8. Customer Dashboard
 Top N Customers
o 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.

9. Customer Dashboard
 Salary and Gender Breakdown
o 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 Breakdown
o 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.

10. Overview Dashboard

11. Overview Dashboard
 Sales Growth & Gross Profit Growth
o Provides a quick look at the growth of the sales and profit.
 Top 5 stores by Sales
o Provides an overview of the top performing stores at a glance.
 What – If Sales Scenario
o 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.

12. 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.