Analytic and Linking Tools for Small Business to use in order to help them develop their strategy forward.

1. Business Intelligence
Cosine Consultants Ltd

2. Changing Environment
 Economic Crisis, Inflation, Unemployment
 De-evaluation of our banking systems
Need to redefine y our
business?
Where do I start?

3. Key is FOCUS!
B) Where do we
want to be?
HOW?
Use analytics to help
you come up with
your strategy
A) Where are we?

4. Company Data/information
Numbers tell a story!
What is the story
that your numbers
are telling you?

5. A B C D E F G
Step No1:
Write Product and
Sales and SORT from
Top Selling Products Period: Last Month
LARGES TO SMALLEST
of cell E
Store: Strovolos Store
Sales Formula
No Products % Sales Cummulative % Sales =E9/$E$21
(Euros)
Format %
9 1 Product A €240 24.8% 24.8%
10 2 Product B €220 22.8% 47.6%
Formula
11 3 Product D €85 8.8% 56.4% = F9
Format %
12 4 Product E €80 8.3% 64.6%
13 5 Product C €80 8.3% 72.9% Formula
=F10+G9
14 6 Product F €75 7.8% 80.7% Format %
15 7 Product G €70 7.2% 87.9%
16 8 Product H €60 6.2% 94.1%
Results:
17 9 Product I €30 3.1% 97.2% Identified that products
18 10 Product J €20 2.1% 99.3%
A, B, D, E, C & F are the
most important to carry
19 11 Product K €5 0.5% 99.8%
for store Strovolos.
20 12 Product L €2 0.2% 100.0%
21 Total Monthly Sales: €967 100%

6. Benchmark to different locations, different periods
TOTAL CYPRUS STORE LIMASSOL
Benchmark This This
This Last Total This Last Total
Rank to This Products Month Month
Month A
Year Month Month
Month A
Year
Month Year Ago Year Ago
1 Product A 1 3 5 12 2 12 4 4
2 Product B 2 4 4 4 1 1 1 1
3 Product D 3 5 3 3 4 2 2 2
4 Product E 4 6 12 11 5 3 4 4
5 Product C 5 1 6 1 6 4 3 3
6 Product F 6 2 7 2 3 9 9 9
Product G 7 7 8 5 7 5 5 5
Product H 8 8 9 6 8 6 6 6
Product I 9 9 10 7 9 8 7 7
Product J 10 10 2 8 10 7 8 8
Product K 11 11 1 9 11 10 10 10
Product L 12 12 11 10 12 11 11 11
In exercise no 1 we identified that the 6 products accounted for top 80% sales
generated.

7. A B C D E F G
Step No1:
Write Product and
Sales and SORT from
Top Buying Customers Period: Last Month
LARGES TO SMALLEST
of cell E
Store: Strovolos Store
Sales Formula
No Customer Name % Sales Cummulative % Sales =E9/$E$21
(Euros)
Format %
9 1 Customer A €500 30.1% 30.1%
10 2 Customer B €400 24.1% 54.1%
Formula
11 3 Customer D €300 18.0% 72.2% = F9
Format %
12 4 Customer E €130 7.8% 80.0%
13 5 Customer C €60 3.6% 83.6% Formula
=F10+G9
14 6 Customer F €55 3.3% 86.9% Format %
15 7 Customer G €53 3.2% 90.1%
16 8 Customer H €50 3.0% 93.1%
Results:
17 9 Customer I €45 2.7% 95.8% Identified that products
18 10 Customer J €40 2.4% 98.2%
A, B, D, E, C & F are the
most important to carry
19 11 Customer K €20 1.2% 99.4%
for store Strovolos.
20 12 Customer L €10 0.6% 100.0%
21 Total Monthly Sales: €1,663 100%

8. Exercise No 6:
Functionality and Product Matrix
 Create a matrix linking the functionality that
is your top buying customers are looking for
and your top selling products.
Matching Functionality vs Product List
Step Lactose Dieting Vegetarian Health Detox Diet LIST FUNCTIONALITY Step
LIST YOUR TOP SELLING
No 1: Intollerant Problem THAT YOUR TOP BUYING No 2:
PRODUCTS
CUSTOMERS SEEK
1 Soya Milk X X X X
2 Whole Wheat Pasta X X X
3 Keffir X
4 Low Sodium Salt X X X
5 Wheat Grass Juice X X
6 Raw Fruit X
Step No 3: Place an X the functionality that your customer is seeking in each
of the product list.

9. Pricing
 Pricing is no 1 issue Managers
Reference Book “Power Pricing : How Managing Price Transforms the Bottom Line ”
[Robert J. Doan (Author), Hermann Simon Hermann Simon (Author)

10. What is the quality of your sales in
general? Exercise No 7
Average Value/Item sold per store
Has your
Value/Volume
index gone No Products No Products Sold
down? Store No 1: Sold Yr 2010 Yr 2011
Store No1 Quantity 1,000 1,200
Discount Value in Euros € 5,500 € 5,000
Shopper
Average Value/Item €6 €4
No Products No Products Sold
Store No2 Store No 2: Sold Yr 2010 Yr 2011
Value Shopper
Quantity 1,200 1,400
Higher Quality Value in Euros € 5,200 € 6,700
Shopper Average Value/Item €4 €5

11. Thank you
I would appreciate if you could tell a friend if
you found this training useful!
Erini Lytrides-Michael
Tel: 22-441603 99-307092