The document discusses high performance retailing and how it can help address opportunities in the retail market. It covers high performance revenue optimization through price, promotion, and markdown optimization. It also discusses high performance planning and assortments, and high performance analytics for developing 1:1 customer interactions. The benefits of high performance retailing include increased speed, better strategic partnerships between IT and business, and real-time decision making.
Customer Analytics in Retail - Know Thy CustomersDhiren Gala
A solution to decode the mysterious ways in which customers move is closer than you think.
Customers are at the heart of any business. One unshakable rule of any business is to “know your customer.” In today’s business climate, this means using Business Intelligence (BI) to analyse complex customer data. With BI, companies can answer a wide range of critical questions about their customer base.
The document discusses how integrating different types of marketing data can provide a more holistic view of the impact of marketing initiatives. It describes how a company analyzed data from brand surveys, scanner data of retail sales, and consumer panel data all together. This allowed them to see that while brand surveys showed steady brand performance, retail sales and consumer behavior data revealed that frequent price promotions were training customers to only buy the brand when it was on sale and were devaluing the brand over time. Integrating these multiple data sources provided useful insights about how marketing activities were truly affecting customer attitudes and purchase behavior.
Banks and credit unions are constantly at risk of losing customers or members, and in order to stem the flow, they may offer their best customers better rates, waive annual fees and prioritize treatments. However, such retention strategies have associated costs, and you cannot afford to make such offers to every single customer. The success and feasibility of such strategies is dependent on identifying the right customer for the right action.
SAS® Customer Analytics for Banking turns raw data into insight that banks and credit unions can use to manage marketing strategy intelligently and increase customer retention. The integrated software infrastructure enables business users to analyze complex customer behavior hidden in large volumes of historical data.
You can then use that information to answer critical business questions, such as which customers are likely to try a new product and which are likely to leave the bank entirely. Learn more at http://www.nafcu.org/sas
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
Learn 6 ways to Succeed in Retail with this eBook.
An integrated platform equips the retailers to manage their businesses in an effective and efficient manner by providing
cohesive, consistent and relevant information. It makes the task of keeping track of all the transactions much easier. An integrated retail solution allows automatic recording of the transactions in real-time environment. They have become indispensable tools to survive and increase profitability not only for the Mid Market Retailer but also for a large multinational retail organization. The major competitive benefits of using an Integrated Retail Management System in the
modern day retail are covered in this eBook.
Greg Holsen has extensive experience in sales, marketing, and business development. He has over 30 years of experience developing strategies and solutions that drive revenue. Some of his key skills and accomplishments include unifying marketing and sales through data analysis, rapidly pivoting a company to pursue a new market opportunity, and making a small startup appear larger than it was to gain credibility with customers.
How SDL make omni channel marketing a reality and deliver a better customer e...Roger Luxton
Presentation given at the Technology for Marketing and Advertising show in London on 27th February 2013. The presentation discusses Omni-Channel and Customer Experience for Marketers. It references Specialty Fashion Group and how they have delivered award winning marketing for their customers using the SDL Campaign Management and Analytics platform.
Customer Analytics in Retail - Know Thy CustomersDhiren Gala
A solution to decode the mysterious ways in which customers move is closer than you think.
Customers are at the heart of any business. One unshakable rule of any business is to “know your customer.” In today’s business climate, this means using Business Intelligence (BI) to analyse complex customer data. With BI, companies can answer a wide range of critical questions about their customer base.
The document discusses how integrating different types of marketing data can provide a more holistic view of the impact of marketing initiatives. It describes how a company analyzed data from brand surveys, scanner data of retail sales, and consumer panel data all together. This allowed them to see that while brand surveys showed steady brand performance, retail sales and consumer behavior data revealed that frequent price promotions were training customers to only buy the brand when it was on sale and were devaluing the brand over time. Integrating these multiple data sources provided useful insights about how marketing activities were truly affecting customer attitudes and purchase behavior.
Banks and credit unions are constantly at risk of losing customers or members, and in order to stem the flow, they may offer their best customers better rates, waive annual fees and prioritize treatments. However, such retention strategies have associated costs, and you cannot afford to make such offers to every single customer. The success and feasibility of such strategies is dependent on identifying the right customer for the right action.
SAS® Customer Analytics for Banking turns raw data into insight that banks and credit unions can use to manage marketing strategy intelligently and increase customer retention. The integrated software infrastructure enables business users to analyze complex customer behavior hidden in large volumes of historical data.
You can then use that information to answer critical business questions, such as which customers are likely to try a new product and which are likely to leave the bank entirely. Learn more at http://www.nafcu.org/sas
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
Learn 6 ways to Succeed in Retail with this eBook.
An integrated platform equips the retailers to manage their businesses in an effective and efficient manner by providing
cohesive, consistent and relevant information. It makes the task of keeping track of all the transactions much easier. An integrated retail solution allows automatic recording of the transactions in real-time environment. They have become indispensable tools to survive and increase profitability not only for the Mid Market Retailer but also for a large multinational retail organization. The major competitive benefits of using an Integrated Retail Management System in the
modern day retail are covered in this eBook.
Greg Holsen has extensive experience in sales, marketing, and business development. He has over 30 years of experience developing strategies and solutions that drive revenue. Some of his key skills and accomplishments include unifying marketing and sales through data analysis, rapidly pivoting a company to pursue a new market opportunity, and making a small startup appear larger than it was to gain credibility with customers.
How SDL make omni channel marketing a reality and deliver a better customer e...Roger Luxton
Presentation given at the Technology for Marketing and Advertising show in London on 27th February 2013. The presentation discusses Omni-Channel and Customer Experience for Marketers. It references Specialty Fashion Group and how they have delivered award winning marketing for their customers using the SDL Campaign Management and Analytics platform.
This document discusses best practices for measuring the effectiveness of shopper marketing campaigns. It recommends measuring total campaign results rather than individual elements, as the full impact is seen through changes in brand share and shopper behavior. Large campaigns should use more sophisticated metrics than just lift and volume. Methods for measuring shopper behavior include analyzing shopper card data, conducting pre-and post-shop interviews, and observing shoppers in-aisle. No single method is perfect, so combining techniques can provide richer results.
Big Data, Bigger Campaigns: Using IBM’s Unica and Netezza Platforms to Increa...graemeknows
Is your organization challenged by the explosion of data and increasing expectations for results? Unica Campaign Management and IBM Netezza appliances can provide capabilities to address and overcome them. This presentation offers customer case histories and performance studies that provide insights in today's world where digital and traditional channels are increasingly intertwined.
Customer Intelligence & Analytics - Part II: Exploring the Idea & Value of Ma...Vivastream
The document discusses marketing analytic techniques, including data mining. It describes how data mining can help with various stages of customer acquisition, activation, relationship management, retention, and win-back. Specifically, it explains how data mining can help identify good prospects, understand customer longevity, reduce risk, and optimize messaging to improve customer lifetime value. The goal is to operationalize analytics at each stage of the customer lifecycle to improve marketing outcomes.
This is the slideset I presented at the Demand Generation Summit in London on November 4th 2008 (sponsored by Banner, Eloqua, Google, MarketOne, BrightTALK)
SAP WHITEPAPER: Reacting in the Retail Moment, Analyzing Big Data in Real Tim...Beyond Technologies
Under any circumstances, retail is an extremely competitive industry. But today, an uncertain economy and low consumer confidence, coupled with shorter product lifecycles and well-informed, demanding customers, make it especially difficult to execute a profitable strategy.
Retailers have only a narrow window to make the sale and seize the opportunity. Thriving in this environment means maximizing the profit potential of each interaction, transaction, and customer contact.
Coremetrics is a leading web analytics company that helps businesses optimize their online marketing efforts. It provides a continuous optimization platform that collects customer browsing data across visits over time to build detailed customer profiles. These profiles are then used to automatically select and deliver tailored content and offers to customers on a company's website, in emails, and across digital advertising networks. Coremetrics has over 2,100 brand customers worldwide and differentiates itself through its ability to track customers across channels over time, its advanced attribution modeling, and its customer service. It is positioned as a leader in the web analytics market.
As markets mature and competition intensifies, the global gaming industry faces unique challenges that impact established entities and those contemplating entry in the market. Demand and consumer expectations force gaming operations to differentiate themselves from the competition.
Empower Retail combines the best capabilities of CRM, loyalty management and analytics into one powerful solution to maximize your ability to manage customer loyalty and drive revenue. Leveraging over 15 years of loyalty management expertise across consumer industries, HCL AXON has built this CRM solution to help you take your loyalty management to the next level. EmpoweRetail, based on Microsoft Dynamics CRM, is the culmination of over two years’ development based on inputs from clients. EmpoweRetail’s powerful analytics engine allows you to develop offers, track responses, and measure results in unique ways and deliver a superior shopping experience for your customers.
Marketing organizations are under pressure to improve their return on investment. Traditional outbound marketing tactics are no longer sufficient and often provide irrelevant experiences to customers. A Next-Best-Action approach uses decision management and analytics to determine the right message, time, and channel for each customer interaction. Pega's marketing solution dynamically manages cross-channel conversations through the customer lifecycle to optimize lifetime value.
The document discusses how companies can implement next best offer strategies using customer data and signals. It describes how customers' purchasing behaviors have become more complex, influenced by various online sources. It then outlines how SAS software can help companies analyze customer data and behaviors to generate targeted, personalized offers at optimal times through real-time decisioning across all channels. Case studies show how US Bank improved sales and increased customer value using next best offer strategies based on signal and event analysis.
Gettingthe intelligencetobuilddemanddrivensupplynetworksDavid M. Kane
1) Building an effective demand-driven supply network (DDSN) is challenging due to the complexity of market information and the need to balance customer service and inventory levels.
2) A demand signal repository (DSR) is a data warehouse that stores retailer data, internal data, and third-party data to provide visibility and drive demand-driven insights. It supports functions like replenishment, demand planning, and account management.
3) Using real-time data from a DSR, companies can more accurately forecast demand, evaluate promotion effectiveness, and ensure product availability through logical replenishment policies.
These are Analytical platforms that enable a sudden spurt of performance improvement. Designed to answer specific problems that retailers face, these solutions use BI, Analytics, Big Data and Mobility based approaches to provide a clean wrap.
This document discusses how telecom companies can use business intelligence to boost sales. It outlines that business intelligence plays a large role in helping telecom providers make profits by analyzing large amounts of customer data. It then provides three key ways telecom companies can leverage business intelligence: 1) providing strong marketing support through customer profiling and targeted advertising, 2) analyzing sales data to inform strategic decisions, and 3) building customer retention models to reduce churn and increase loyalty.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
Direct marketing and digital marketing are the most effective marketing disciplines according to the document. Both are highly measurable and scalable. At CGSM, direct marketing and digital marketing are integrated into marketing plans using the same planning, targeting, segmenting, and messaging disciplines. CGSM believes digital and direct marketing share the same DNA as both involve direct interactions between marketer and consumer. CGSM also emphasizes the importance of thorough measurement and analysis of marketing campaigns tied to business goals.
The document discusses TABS PromoMaster, a trade promotion optimization solution. It addresses problems with inaccurate baselines from syndicated data and incomplete data. TABS PromoMaster provides improved methodology, an intuitive software solution, and robust data harmonization. This includes an accurate baseline called TABS AccuBase, actionable ROI metrics, and harmonization of all relevant promotion data. The solution delivers customizable dashboards, maintains the database, and builds client capabilities. Case studies demonstrate how TABS PromoMaster helps clients maximize trade funds, revise promotion strategies, and reduce spending while maintaining sales.
This document discusses how providing sales teams with insights into existing customers can uncover 8-12% more revenue opportunities. It notes that sales teams often lack visibility into additional products customers will buy, which customers may defect, and which represent the highest priorities. The document promotes a solution called SalesMax that claims to automatically analyze customers and identify opportunities like up-sell, cross-sell, and at-risk accounts worth pursuing for increased sales. It provides an example of a company that uncovered $39 million in opportunities through using SalesMax to gain insights into its existing customer base.
The document discusses customer relationship management and data mining. It provides an overview of the data mining process and applications of data mining such as reducing churn, increasing customer profitability, and reducing marketing costs. It also discusses two case studies of companies that used data mining for CRM: Credite Est, a bank in France that used it to acquire new customers, and Yapi Kredi, a bank in Turkey that used it to reduce churn.
Css class 5 css and environmental analysis 111809TTI-UTCM
This document discusses Context Sensitive Solutions in transportation planning, environmental analysis, and design. It provides an overview of the National Environmental Policy Act (NEPA) and its requirements for environmental analyses including categorical exclusions, environmental assessments, and environmental impact statements. It describes different types of impacts that must be analyzed and outlines the typical steps involved in the environmental analysis process including identifying alternatives, impacts, and public involvement.
The document contains a 10 question worksheet about key aspects of the Confederacy and the American Civil War. It asks students to name advantages the Confederacy had over the Union, identify the significance of Winston County, Alabama, describe the Anaconda Plan, name the first president of the Confederacy, define the economies of the North and South, describe the Fugitive Slave Law, define the term "secede", identify the first capital of the Confederacy, and name where the first shots of the Civil War were fired.
This document discusses best practices for measuring the effectiveness of shopper marketing campaigns. It recommends measuring total campaign results rather than individual elements, as the full impact is seen through changes in brand share and shopper behavior. Large campaigns should use more sophisticated metrics than just lift and volume. Methods for measuring shopper behavior include analyzing shopper card data, conducting pre-and post-shop interviews, and observing shoppers in-aisle. No single method is perfect, so combining techniques can provide richer results.
Big Data, Bigger Campaigns: Using IBM’s Unica and Netezza Platforms to Increa...graemeknows
Is your organization challenged by the explosion of data and increasing expectations for results? Unica Campaign Management and IBM Netezza appliances can provide capabilities to address and overcome them. This presentation offers customer case histories and performance studies that provide insights in today's world where digital and traditional channels are increasingly intertwined.
Customer Intelligence & Analytics - Part II: Exploring the Idea & Value of Ma...Vivastream
The document discusses marketing analytic techniques, including data mining. It describes how data mining can help with various stages of customer acquisition, activation, relationship management, retention, and win-back. Specifically, it explains how data mining can help identify good prospects, understand customer longevity, reduce risk, and optimize messaging to improve customer lifetime value. The goal is to operationalize analytics at each stage of the customer lifecycle to improve marketing outcomes.
This is the slideset I presented at the Demand Generation Summit in London on November 4th 2008 (sponsored by Banner, Eloqua, Google, MarketOne, BrightTALK)
SAP WHITEPAPER: Reacting in the Retail Moment, Analyzing Big Data in Real Tim...Beyond Technologies
Under any circumstances, retail is an extremely competitive industry. But today, an uncertain economy and low consumer confidence, coupled with shorter product lifecycles and well-informed, demanding customers, make it especially difficult to execute a profitable strategy.
Retailers have only a narrow window to make the sale and seize the opportunity. Thriving in this environment means maximizing the profit potential of each interaction, transaction, and customer contact.
Coremetrics is a leading web analytics company that helps businesses optimize their online marketing efforts. It provides a continuous optimization platform that collects customer browsing data across visits over time to build detailed customer profiles. These profiles are then used to automatically select and deliver tailored content and offers to customers on a company's website, in emails, and across digital advertising networks. Coremetrics has over 2,100 brand customers worldwide and differentiates itself through its ability to track customers across channels over time, its advanced attribution modeling, and its customer service. It is positioned as a leader in the web analytics market.
As markets mature and competition intensifies, the global gaming industry faces unique challenges that impact established entities and those contemplating entry in the market. Demand and consumer expectations force gaming operations to differentiate themselves from the competition.
Empower Retail combines the best capabilities of CRM, loyalty management and analytics into one powerful solution to maximize your ability to manage customer loyalty and drive revenue. Leveraging over 15 years of loyalty management expertise across consumer industries, HCL AXON has built this CRM solution to help you take your loyalty management to the next level. EmpoweRetail, based on Microsoft Dynamics CRM, is the culmination of over two years’ development based on inputs from clients. EmpoweRetail’s powerful analytics engine allows you to develop offers, track responses, and measure results in unique ways and deliver a superior shopping experience for your customers.
Marketing organizations are under pressure to improve their return on investment. Traditional outbound marketing tactics are no longer sufficient and often provide irrelevant experiences to customers. A Next-Best-Action approach uses decision management and analytics to determine the right message, time, and channel for each customer interaction. Pega's marketing solution dynamically manages cross-channel conversations through the customer lifecycle to optimize lifetime value.
The document discusses how companies can implement next best offer strategies using customer data and signals. It describes how customers' purchasing behaviors have become more complex, influenced by various online sources. It then outlines how SAS software can help companies analyze customer data and behaviors to generate targeted, personalized offers at optimal times through real-time decisioning across all channels. Case studies show how US Bank improved sales and increased customer value using next best offer strategies based on signal and event analysis.
Gettingthe intelligencetobuilddemanddrivensupplynetworksDavid M. Kane
1) Building an effective demand-driven supply network (DDSN) is challenging due to the complexity of market information and the need to balance customer service and inventory levels.
2) A demand signal repository (DSR) is a data warehouse that stores retailer data, internal data, and third-party data to provide visibility and drive demand-driven insights. It supports functions like replenishment, demand planning, and account management.
3) Using real-time data from a DSR, companies can more accurately forecast demand, evaluate promotion effectiveness, and ensure product availability through logical replenishment policies.
These are Analytical platforms that enable a sudden spurt of performance improvement. Designed to answer specific problems that retailers face, these solutions use BI, Analytics, Big Data and Mobility based approaches to provide a clean wrap.
This document discusses how telecom companies can use business intelligence to boost sales. It outlines that business intelligence plays a large role in helping telecom providers make profits by analyzing large amounts of customer data. It then provides three key ways telecom companies can leverage business intelligence: 1) providing strong marketing support through customer profiling and targeted advertising, 2) analyzing sales data to inform strategic decisions, and 3) building customer retention models to reduce churn and increase loyalty.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
Direct marketing and digital marketing are the most effective marketing disciplines according to the document. Both are highly measurable and scalable. At CGSM, direct marketing and digital marketing are integrated into marketing plans using the same planning, targeting, segmenting, and messaging disciplines. CGSM believes digital and direct marketing share the same DNA as both involve direct interactions between marketer and consumer. CGSM also emphasizes the importance of thorough measurement and analysis of marketing campaigns tied to business goals.
The document discusses TABS PromoMaster, a trade promotion optimization solution. It addresses problems with inaccurate baselines from syndicated data and incomplete data. TABS PromoMaster provides improved methodology, an intuitive software solution, and robust data harmonization. This includes an accurate baseline called TABS AccuBase, actionable ROI metrics, and harmonization of all relevant promotion data. The solution delivers customizable dashboards, maintains the database, and builds client capabilities. Case studies demonstrate how TABS PromoMaster helps clients maximize trade funds, revise promotion strategies, and reduce spending while maintaining sales.
This document discusses how providing sales teams with insights into existing customers can uncover 8-12% more revenue opportunities. It notes that sales teams often lack visibility into additional products customers will buy, which customers may defect, and which represent the highest priorities. The document promotes a solution called SalesMax that claims to automatically analyze customers and identify opportunities like up-sell, cross-sell, and at-risk accounts worth pursuing for increased sales. It provides an example of a company that uncovered $39 million in opportunities through using SalesMax to gain insights into its existing customer base.
The document discusses customer relationship management and data mining. It provides an overview of the data mining process and applications of data mining such as reducing churn, increasing customer profitability, and reducing marketing costs. It also discusses two case studies of companies that used data mining for CRM: Credite Est, a bank in France that used it to acquire new customers, and Yapi Kredi, a bank in Turkey that used it to reduce churn.
Css class 5 css and environmental analysis 111809TTI-UTCM
This document discusses Context Sensitive Solutions in transportation planning, environmental analysis, and design. It provides an overview of the National Environmental Policy Act (NEPA) and its requirements for environmental analyses including categorical exclusions, environmental assessments, and environmental impact statements. It describes different types of impacts that must be analyzed and outlines the typical steps involved in the environmental analysis process including identifying alternatives, impacts, and public involvement.
The document contains a 10 question worksheet about key aspects of the Confederacy and the American Civil War. It asks students to name advantages the Confederacy had over the Union, identify the significance of Winston County, Alabama, describe the Anaconda Plan, name the first president of the Confederacy, define the economies of the North and South, describe the Fugitive Slave Law, define the term "secede", identify the first capital of the Confederacy, and name where the first shots of the Civil War were fired.
The document is a worksheet about using the past tense form of the verb "to be". It contains multiple choice and fill-in-the-blank questions to practice using "was" and "were" correctly in sentences describing events in the past. The worksheet covers using "was" and "were" for singular and plural subjects, questions, and completing sentences and a short text about experiences during World War 1 in the past tense.
This document provides an overview of using scaffolding and basic CRUD functionality in Ruby on Rails. It demonstrates generating a Post resource using scaffolding, running migrations to create the database tables, using the generated controller actions and views to list, create, show, edit and delete posts. It also discusses using the console, adding validations, and connecting the application to a remote Git repository.
Smarter analytics for retailers Delivering insight to enable business successKun Le
GS Retail uses smarter analytics to gain insights into customer preferences and behaviors. This allows them to personalize promotions and optimize inventory. Intersport also uses analytics to future-proof their business and gain a competitive advantage through deeper customer understanding. Migros similarly uses analytics to deepen their insights and better respond to customers, achieving business success. Smarter analytics provides retailers with performance and organizational benefits by improving decision making and enabling more targeted strategies.
The document discusses how big data is creating challenges for retailers in providing a unified view of customers and products across channels in real-time. It finds that 70% of retailers grapple with at least 8 disparate data sources, making analysis difficult. While real-time insights could improve operations, only a third of retailers currently share cross-channel customer and product data. The document provides recommendations to help retailers better utilize big data.
Accenture: Commercial analytics insights CPG Companies 27-7-12 Brian Crotty
A fully integrated analytics operating model can help consumer packaged goods (CPG) companies focus commercial analytics resources on high-value processes to grow market share and sustain profit margins.
Market and economic uncertainty is making it difficult for CPG companies to achieve sustainable growth. Value-driven consumers are more demanding than ever before, and retailers are increasingly pushing private labels and looking for ways to control the consumer relationship. Additionally, “big data” has left many marketing and sales organizations with an information overload, yielding little insight into how to win consumer loyalty. This uncertain environment requires CPG companies to make faster, better-informed commercial decisions and take concrete action to improve market performance.
In this point of view, Accenture outlines an approach that can help CPG companies improve their commercial analytics capability to generate significant value.
June 27, 2012
Six Mistakes Companies Are Making Today And How You Can Avoid ThemFindWhitePapers
"Look for additional opportunities to use business intelligence to uncover value and drive
improvements. Consider advanced planning tools that can help close the gap between
strategy and execution. Expand the use of sophisticated what-if analyses to model the
operational and financial impact of multiple scenarios on revenue, costs, and cash flow."
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
Organizations can make better decisions by leveraging business analytics and new decision tools. While organizations have access to more data and information than ever before, few have systematically worked to improve decision making across various business functions. Business analytics allows organizations to incorporate more data and viewpoints into decisions to anticipate outcomes and maximize opportunities. However, most companies have not fully examined current decision processes or investigated new analytics options to enhance decision making. Prioritizing decision improvement and applying analytics can help organizations make more informed choices that positively impact performance and strategy.
Smarter solutions for at Smarter PlanetIBM Danmark
The document discusses how IBM's "Smarter Commerce" strategy helps companies adapt to a changing business environment where customers have more power and expectations. It focuses on using insights from customer data to improve the customer experience across the entire commerce cycle, from marketing and sales to service, in order to drive growth and increase margins. The strategy aims to place the customer at the center and maximize insight, collaboration, and value for customers and partners.
How Advanced Analytics Will Inform and Transform U.S. RetailCognizant
Macroeconomic trends, changing consumer behavior and increased data volumes – these trends are forcing retailers to devise mechanisms or seek out partners who can quickly transform raw data into bankable insights.
http://www.hcltech.com/retail-consumer/overview~ for more Retail
Retail industry currently faces a different landscape because of several volatile market dynamics, including demanding consumers, fierce competitors, new entrants and a complex global economy. Traditional growth models are no longer relevant and no longer have returns on investment like they once did.
Customers are now more discerning and demanding but becoming less loyal than before. One company’s customer today is a potential customer for the other tomorrow. For these reasons companies are trying to enhance their product offerings, service levels and pricing models by understanding customer requirements and developing products that are relevant. There is an urgent need for companies to revisit the core aspect of their business and understand that customers make business.
Assert is an aftermarket sales solution that can integrate with PLM or ERP systems. It features dynamic service information delivery, improved search capabilities, and ecommerce functions. Assert is designed to increase parts sales, optimize delivery of the right parts, and boost profits in the aftermarket by over 20%. It provides a flexible platform using Microsoft technologies to unify sales and service processes.
Assert is an aftermarket sales solution that can integrate with PLM or ERP systems. It features dynamic service information delivery, improved search capabilities, and ecommerce functions. Assert is designed to increase parts sales, optimize delivery of the right parts, and boost profits in the aftermarket by over 20%. It provides a flexible platform using Microsoft technologies to unify sales and service processes.
The document discusses how most organizations have yet to fully automate and integrate their marketing functions, with only 23% using an integrated marketing platform. It emphasizes that next generation email is about more than just email and requires seeing the customer's full journey. The key is to start simply, plan integration carefully, focus on messaging and testing, and evolve capabilities over time through modular additions. Proper change management is also vital to ensure tools are used effectively and teams follow necessary processes for campaign planning, data inputs, and lead management.
Tighten up the Ship or Build an Airplane? - How to decide?Robert Brown
Dr. Bush and I describe our experience applying the principles of decision analysis to small business, which typically do not have access to as many informed resources as larger organizations where decision analysis is more routinely applied.Published in "Decision Analysis Today," newsletter of the INFORMS Decision Analysis Society, Volume 29, No. 1, April 2010, pg. 16.
Arezzo&Co has focused on developing its retail operations over the last 5 years through three main strategies:
1. Growing its owned-store channel which now accounts for 21% of sales and has driven the development of retail competencies.
2. Investing in information technology to integrate retail systems, provide data insights, and better manage inventory, sales performance, and customer relationships.
3. Improving people productivity through training, incentives, and performance management to increase engagement and operational execution.
All channel experience: Engaging with Technology Enabled ShoppersCapgemini
1) Albert Heijn, a Dutch grocery retailer, implemented a dynamic pricing and digital signage system to reduce food waste on fresh produce. The system adjusts signage to reflect changes in pricing, promotions, and stock levels based on predicted and actual sales. This resulted in lower costs and waste as well as increased sales.
2) Retailers are looking to engage technology-enabled shoppers by providing seamless experiences across physical and digital channels. New in-store digital tools like mobile apps, digital signage, and tablets can be used to improve access to information, customer service, and the overall shopping experience.
3) Emerging technologies like mobile payments, augmented reality, video analytics, and digital coupons
Capgemini All Channel Experience Tech-enabled Shoppers in StoreCapgemini
1) Albert Heijn, a Dutch grocery retailer, implemented a dynamic pricing and digital signage system to reduce food waste on fresh produce. The system adjusts signage for pricing, promotions, and product information based on predicted vs actual sales and expected deliveries and stock levels. This resulted in lower costs and waste as well as increased sales.
2) Retailers are looking to engage technology-enabled shoppers by providing seamless experiences across physical and digital channels. New in-store digital tools like mobile apps, digital signage, and self-checkout help create an experience-led environment and drive value for both shoppers and retailers.
3) Emerging technologies being tested include mobile payments, mobile coupons
Business Intelligence for Consumer Products: Actionable Insights for Business...FindWhitePapers
While historically consumer packaged goods (CPG) organizations have made significant investments in data collection and integration, much of the data stored in their IT infrastructures has not been analyzed or deployed to further the firms business performance.
The document summarizes 5 common myths about marketing and selling to customers. It provides truths to counter each myth:
Myth 1: Customers will find your offer if it is good enough. Truth 1: Be findable through search and build your online presence.
Myth 2: Customers know what they want and want it for free. Truth 2: Educate your customers to understand the problem being solved.
Myth 3: Customers will understand and love your offer. Truth 3: Help customers qualify themselves through self-diagnosis and an easy purchase process.
Myth 4: Customers will make rational purchase decisions in your favor. Truth 4: Sell to emotions and
The document discusses how big data analytics can help retailers optimize their business operations and customer interactions. It explains that big data allows retailers to maintain a 360-degree view of each customer by understanding their preferences, behaviors, and attributes. This enables personalized engagement and targeted marketing. Big data also helps retailers optimize pricing by anticipating trends, streamline supply chain and inventory management, and enhance customer service by analyzing customer support interactions and feedback. Overall, the document outlines how big data is essential for retailers to target and retain customers while improving business decisions and reducing costs.
Turning Customer Interactions Into Money White PaperJeffrey Katz
This white paper discusses how companies can use predictive analytics to achieve stellar returns on investment by turning customer interactions into increased profits. It finds that companies successfully using predictive analytics have well-defined goals, measure both direct and indirect ROI benefits, and make analytic results easy for all employees to access and act on. The paper profiles several companies that have improved customer retention and profits through predictive analytics approaches.
Starting a business is like embarking on an unpredictable adventure. It’s a journey filled with highs and lows, victories and defeats. But what if I told you that those setbacks and failures could be the very stepping stones that lead you to fortune? Let’s explore how resilience, adaptability, and strategic thinking can transform adversity into opportunity.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
The Most Inspiring Entrepreneurs to Follow in 2024.pdfthesiliconleaders
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High performance-retail-ebook
1. “Quote or callout goes here and here. Quote or callout
goes here and here. Quote or callout goes here and here.”
- Frank Nauta, SAS
Ratium cum est volo tem remquiscid es doluptus id
quamendit quis exerrov idebiscide vendandia debitatis
aperion sequia consequ ossequiaepta ipsa soluptatur accus
sequam qui te voloremquo qui ratur?
►► 1
2. “Quote or callout goes here and here. Quote or callout
Table of Contents
goes here and here. Quote or callout goes here and here.”
- Frank Nauta, SAS
High Performance Retail: The Art of the Possible_______________________________________________________ 3
In-Database Analytics _________________________________________________________________________ 4
In-Memory Analytics _________________________________________________________________________ 4
I. Addressing Market Opportunities with High Performance Retailing______________________________________ 6
High Performance Revenue Optimization: Price, Promotion and Markdown_ _____________________________ 6
High Performance Planning: Assortments and Merchandising_ ________________________________________ 8
_
High Performance Analytics: Developing 1:1 Interactions _____________________________________________ 10
II. The Benefits of High Performance Retailing_________________________________________________________ 11
1. Ask and Answer More Innovative Questions______________________________________________________ 12
2. Increase Speed of Analysis _ __________________________________________________________________ 12
_
3. IT and Business Can Work More Strategically _____________________________________________________ 13
4. Give Real-Time Decision-Making to Retailers Across the Supply Chain _ ________________________________ 13
5. Start Small and Scale Up______________________________________________________________________ 13
6. Tame Big Data______________________________________________________________________________ 13
7. Encourage Better Retailer-CPG Collaboration_ ____________________________________________________ 14
8. Avoid Offer Spam_ __________________________________________________________________________ 14
III. Getting Started with High Performance Retailing____________________________________________________ 14
Eliminating Data Silos___________________________________________________________________________ 16
Conclusion_ _____________________________________________________________________________________ 17
►► 2
3. “Impulse buying is not really an impulse any longer. Today’s
shoppers are making better-informed buying decisions.”
- Frank Nauta, SAS
High Performance Retail: 1. Mobilized consumers are accessing up-
to-the-minute information in real time.
The Art of the Possible
2. Products are advancing rapidly, creating the
A perfect storm of factors are
need for constant merchandising changes.
in constant motion, forming a
tidal wave effect on the retail 3. Pricing options are multiplying at an
industry. In order to stay on top of unprecedented rate.
the changes, merchants need to 4. Competitive pressures are compressing
implement the most advanced and product development and marketing
intuitive systems. That’s where High timelines.
Performance Retailing comes in.
“Impulse buying is not really an impulse any longer,” noted
High Performance Retailing drives
Frank Nauta, Advisory Solutions Architect, SAS Retail and
business performance for retailers
Consumer Packaged Goods (CPG). “Today’s shoppers are
because it includes the best of retail
making better-informed buying decisions. They are smarter,
domain expertise plus superior
more diligent and tighter with money.” And because new
analytics, coupled with the latest
product styles, versions and models are rapidly entering the
high performance computing capabilities. It is more than
marketplace, merchants must be wary of the need to stock
“feeds and speeds” — it is about helping retailers gain new
the newer item and take a loss on the previous version.
insights, empowering them to take action and drive business
impact — resulting in increased margins, revenue, customer Additionally, as the need grows for more personalized and
loyalty and satisfaction. localized pricing, the seemingly endless product pricing
Four key events have pushed the retail industry to the edge combinations are making category and brand managers’
of its ability to keep up: heads spin. Those pressures are coupled with the push
for quick sell-through — particularly in the fast-moving
consumer goods, electronics and apparel segments.
►► 3
4. SAS High Performance Revenue Optimization
Suite allows retailers to optimize prices at a
granular level down to the store and SKU level.
SAS HPR can come to the rescue by facilitating success
through the combination of three key capabilities: In-Memory Analytics allows the data and analytics to run
together simultaneously. In a large department store with
Domain Expertise — backed by 36 years of experience with predictive
millions of SKUs, this type of analysis took hours in the past
analytics and work with the majority of the leading global retailers
without In-Memory Analytics. With all the data stored in
Advanced Analytics — faster analysis and more detailed, granular results memory, all the technological and analytical tricks to make
money and increase wallet share are calculated in real time.
High Performance Computing — featuring the powers of Grid
Computing, In-Memory Analytics and In-Database Analytics SAS High Performance Retailing addresses some
of the hot issues and opportunities in retail:
In-Database Analytics moves the decision-making ►► The radical shift in pricing strategies or approaches
capabilities closer to all the data. As soon as POS infor- that drives margins, retains customers and builds brand
mation is imported, the results are scored inside the identity/equity.
database. For example, using past purchase behavior and This shift can be addressed with high performance lifecycle
current contents of the basket, the system can better predict price optimization — spanning regular or everyday pricing,
an individual shopper’s future behavior and provide more promotion optimization whether in traditional circulars
appropriate, personalized offers. With real-time scoring, or new digital promotion vehicles, and optimization of
results can be delivered while the shopper is still in the store. markdown of seasonal goods and clearance items. The
Previously, the POS data needed to be removed, scored, then SAS High Performance Revenue Optimization Suite allows
reinserted — a round-tripping task that took hours instead retailers to optimize prices at a granular level down to the
of seconds. store and SKU level while taking cross-effects into account
and knowing that price transparency is key.
►► 4
5. Retailers have to differentiate their
business using service.
- Paula Rosenblum, Retail Systems Research
Merchants also are able to perform what-if analyses with ►► The goal of delivering a more personalized 1:1
SAS optimization solutions. For example, they can analyze experience with individual shoppers, and expanding
and run multiple pricing scenarios on millions/billions of personalized marketing on a global scale.
product/location combinations to support markdowns,
Retailers who can deliver the right messages and offers to
promotions and regular pricing strategies.
the right consumers at the rights times increase revenue,
►► The need to execute optimized assortments at margin and customer loyalty.
the store/SKU level so that localized, even personalized “Retailers have to differentiate their business using service,”
assortments can be delivered to customers in stores and noted Paula Rosenblum, Analyst with Retail Systems
online and via smartphone applications and kiosks. Research. "There is almost always something consumers
Only retailers that can rapidly adjust to market changes, value alongside price. The challenge is to find the right thing
competition and knowledgeable customers, and deliver — and communicate it to the right consumers effectively.”
optimized local assortments will grow and endure.
Some key questions that can be addressed with
high performance assortment optimization include:
How do you tailor assortments to relevant aspects
of consumer preferences by season or subgroup or
merchandise attribute?
How do you map assortments to space constraints?
How quickly can your team develop and execute new
assortment plans — by stores or clusters of stores or
for individuals?
►► 5
6. We believe retailers are eager to implement the next generation
of optimization systems given the strong track record of
optimization technology on their P&L.
- Deborah Weinswig, Citi Investment Research & Analysis
This E-book will provide detailed insights and
information to help guide retailers down the road of With the introduction of high performance versions of the
High Performance Retailing, covered in three sections: optimization solutions, retailers can expect results they
never dreamed of before. For example, they will be able
I. Addressing Market Opportunities with
to limit overstocks and out-of-stocks with better pricing
High Performance Retailing
and markdown strategies; and they can improve results of
II. The Benefits of High Performance Retailing promotional strategies by targeting the right customers with
III. Getting Started with High Performance Retailing individualized promotions.
Leading Wall Street financial analyst Deborah Weinswig,
I. Addressing Market Opportunities Managing Director of the retailing team at Citi Investment
with High Performance Retailing Research & Analysis, confirms the potential of high
performance optimization. "Retailers maximize returns
Each component of High Performance Retailing plays a role
with optimization technologies," Weinswig noted in a
in the bigger picture of overall growth and success within
January 2012 report. "Retailers have been investing in
a retail or CPG company. While many companies already
optimization systems since the early 2000s and have realized
have seen positive results from optimization, planning and
significant top-line and margin benefits as a result of these
analytics, the high performance features bring the meaning
investments. Retailers are now looking at the next generation
of success to a new level.
of these technologies to build on their existing capabilities,
including price, promotion, size and marketing optimization.
High Performance Revenue Optimization:
Technology providers like SAS are at the forefront of this
Price, Promotion and Markdown
trend. We believe retailers are eager to implement the next
The term “optimization” speaks for itself. It obviously is in generation of optimization systems given the strong track
the best interest of businesses to optimize their processes. record of optimization technology on their P&L." She called
Most leading retailers have taken advantage of some form of this new trend “optimization on steroids” and ranked it as
optimization in the past 10 years, realizing positive results. the number-one trend in 2011.
►► 6
7. A major U.S. retailer reported a margin basis point
improvement of 10 to 40 points with high
performance markdown optimization.
A number of retail companies already are reporting High Performance Retailing Promotion
impressive results with the speed and efficiency at which Optimization Gives Stores
the information is made available via high performance that ‘Mom-and-Pop’ Feeling
optimization. Business users are now able to implement
Today’s retailers yearn for the way that Mom-and-Pop store
profitable changes using near-real-time data. They are better
owners catered to individual customers. High performance
able to take advantage of quickly changing trends. Lacking
promotion optimization can bring the retail experience
this type of decision-making speed, many merchants will risk
full circle, providing the opportunity to give customers
lost sales today and in the future.
individualized offers and promotions when they enter the
Some recent results include: Using customer insights to store. Today’s shoppers can walk into a store, swipe their
develop individual offers, one leading retail organization loyalty card at a kiosk and receive coupons targeted to them,
improved its offer redemption rate by 6%. A major U.S. based on their past purchase history and likelihood to buy
retailer reported a margin basis point improvement of 10 to certain products.
40 points with high performance markdown optimization.
Additionally, consumers carrying mobile devices can receive
An international department store saw revenue jump 3% to
personalized offers through opt-in mobile apps or geo-
10%, and a North American supermarket chain saw increased
targeting solutions. Again, knowing shoppers’ past purchase
unit sales, a margin increase of 2% to 7%, and revenue
histories, aligned with their likelihood to purchase certain
increases of 3%.
products that day, high performance optimization is
Previously merchants had to run markdown optimization a win-win for both retailers and the customers.
at the regional level, but now it can be accomplished at the
Retailers without high performance optimization may
store level. While they can still look at weekly data, now they
still be waiting until checkout to provide shoppers with
also can use daily data to help with promotion optimization,
coupons or offers. While that type of offer may help to bring
especially during the holidays. They could even conduct
shoppers back tomorrow or next week, it doesn’t provide the
hourly analysis when it comes to a day like Black Friday.
immediate satisfaction of a real-time relevant offer.
►► 7
8. Merchandise planning seeks to suggest the right item,
right price and right location. In the high performance
arena, this type of planning can be accomplished more
effectively and at warp speed.
High performance optimization also provides benefits in him an offer for a higher margin item, such as sippy cups. In
the eCommerce arena. “We have solutions that watch what the end the shopper receives a more palatable offer and the
you are doing online, monitor your mouse movements, retailer makes more money on the higher margin item.
your time in the shopping cart, and your clicks on other
High Performance Planning:
products,” explained Nauta. The solution is continuously
Assortments and Merchandising
scoring and rescoring shoppers as they move through the
site. If a shopper hesitates at any time during the process, or It is important to speak the language of individual stores.
abandons the cart, the solution then rescores that shopper in Merchandise planning seeks to suggest the right item, right
real time. Based on the retailer’s specifications, that shopper price, and right location. In the high performance arena, this
may receive a live chat request or immediate percent-off type of planning can be accomplished more effectively and
coupon in order to incent them to purchase. Literally in at warp speed.
seconds the solution can decide if that shopper deserves an
incentive or should be left to their own devices.
Answering the Margin Call
Like the movie Moneyball, High Performance Retailing
invites its users to ask new questions, said Anthony Volpe,
Retail Analytics Advisor, SAS. For example, at the POS, high
performance promotion optimization can determine “who
I am and what I have bought in the past, then make me an
offer.” Before, cart analysis might have told the retailer that
the customer is buying diapers and wipes, so give him an
offer for baby food. But now, with high performance analysis
of past purchase behavior, the system can decide to give
►► 8
9. By tailoring our offering by market, we are able to increase engage-
ment with local customers. The enhancements that SAS is making to its
merchandise planning product in 2012 will enable our merchants
and planners to develop and execute these customized
assortments more easily.
- Bernie Powers, Kohl’s
Retailers are now realizing the potential of this type of and combinations. They can look at stores by individual
power. "Localizing our assortments is a key growth initiative customers. They can create more localized clusters
for Kohl's," said Bernie Powers, Kohl's Senior Vice President based on SKU.
for Merchandise Information. "By tailoring our offering
Similarly, merchants must be able to decide which items
by market, we are able to increase engagement with local
to keep, which ones to drop and which new items to add.
customers. The enhancements that SAS is making to its
Traditionally, merchants have made these decision based
merchandise planning product in 2012 will enable our
on revenue, margin and units. But with high performance
merchants and planners to develop and execute these
planning, they can incorporate customers’ scores into that
customized assortments
decision, so even if it is not
more easily."
a best-selling item, but is
One of the most highly important to one of the best
sought, yet difficult customers in a store, then the
to execute, aspects of retailer might want to keep
assortment planning is being that item in that store.
able to plan at the store
level. With High Performance
Retailing, retailers can move
to true localization. They
can review assortments in a
matter of seconds in terms
of attributes such as colors
►► 9
10. With the predictive capabilities we have with SAS tapping
into the historical purchasing data of almost every grocery
shopper in the U.S., we're able to reach the right people
with the right messages with more precision than
anyone else in the market.
- Eric Williams, Catalina Marketing (retired)
High Performance Analytics: company. The speed of data did that. We are literally getting
Developing 1:1 Interactions all U.S. sales information in five hours and actively using that
information to market to consumers the next day.”
Catalina Marketing helps its retail clients reach the right
customers with the right messages and offers. With high To stay on the cutting edge, Catalina needs to build accurate
performance analytics, Catalina is growing faster than ever. models quickly. "I know from experience and discussions
"We've been helping our clients reach the right people with with colleagues in the industry how long it can take to
the right messages for 25 years," said Williams. "But with build a predictive model,'' Wachter noted. "They're taking
the predictive capabilities we have with SAS tapping into the more than a month to build one model. Using SAS, we've
historical purchasing data of almost every grocery shopper in automated the execution of our models and scoring them
the U.S., we're able to do it with more precision than anyone against our entire 140 million consumer database for the
else in the market." implementation of marketing campaigns literally in days."
“SAS solutions have allowed us to actually predict what
customers are likely to buy and that has revolutionized
our ability to make our clients’ coupons and messages
relevant to shoppers,” according to a Catalina executive.
Using SAS Scoring Accelerator for Netezza, Catalina
has reduced its model-scoring times from 4.5 hours to
approximately 60 seconds.
The change in Catalina’s approach has been pivotal. “At the
start, if you bought X you get a coupon for product Y, but that
decision was based only on current purchase information,”
Williams explained. Catalina actually worked with SAS to help
develop the use of historical purchase data. “That whole
concept changed Catalina into an unbelievably profitable
►► 10
11. There is almost always something consumers value along-
side price. The challenge is to find the right thing — and
communicate it to the right consumers effectively.
- Paula Rosenblum, Retail Systems Research
"Not only that, but our samples are 10 to 15 times larger
than anything anyone else is doing today,'' Williams added.
ll. The Benefits of High
"Nobody could do what SAS is enabling us to do — the
Performance Retailing
capabilities just didn't exist beforehand." With High Performance Retailing, merchants now have
the horsepower to localize assortments, better allocate
High Performance Retailing analytics prevents merchants
employees and merchandise, and improve in-store
from having to compromise their models. They no longer
marketing.
need to accept the assumptions; they can be more precise by
having better models. Retailers Can Count on Significant
Williams used the fast-moving consumer goods industry as Benefits When Implementing
an example. “About 20,000 new products hit the door of a High Performance Retailing:
retail store on an annual basis,” he explained. “Well over 90%
never see the light of day in year two — flavor extensions, 1. Ask and Answer More Innovative Questions and
line extensions, packaging changes, for example. With Receive More Precise Answers for Actionable Results
high performance analytics, we now have the information 2. Increase Speed of Analysis
available to begin to predict what people will want next, 3. IT and Business Can Work More Strategically —
rather than just using instinct.” Reducing Tedious, Time-Consuming One-Off Projects
A large grocery chain in North America is using SAS 4. Give Real-Time Decision-Making to Retailers
grocery analytics to help serve individual customers Across the Supply Chain
in individual markets. 5. Start Small and Scale Up
With SAS Analytics, the grocer knows key customers and 6. Tame Big Data
understands the different types of customer by individual 7. Encourage Better Collaboration Between
market. Getting the analytics down to the operations of the Consumer Packaged Goods (CPG) and Retail
individual store level is where the real value lies.
8. Avoid Offer Spam
►► 11
12. High Performance Retailing and here. Quote or callout
“Quote or callout goes here offers far more dimensions than
ever here and here. Quote or callout goes cross-elasticities
goes before. Now companies can calculate here and here.”
of demand for SAS
- Frank Nauta, thousands and thousands of SKUs in the
grocery store.
1. Ask and Answer More Innovative Questions 2. Increase Speed of Analysis.
and Receive More Precise Answers for
Actionable Results. With High Performance Retailing, revenue optimization for
a large department store, for example, can be completed in
High Performance Retailing is really about the uninhibited less than two hours for the entire organization. Executives
use of analytics: being able to answer questions that you can generate a daily forecast and facilitate immediate
could never answer before because it took too long, and decisions, which was not feasible earlier. Price optimization
using uninhibited creativity to better leverage the data can be calculated for an entire organization, in multiple
you have. scenarios, in less than four hours vs. waiting days for
results previously.
High Performance Retailing offers far more dimensions than
ever before. Now companies can calculate cross-elasticities Before High Performance Retailing, merchants were forced
of demand for thousands and thousands of SKUs in the to run models overnight, put in a change in multiple demand
grocery store. Previously, without a hypothesis of a cross- models for different categories, look at them the next day
sell of beer and diapers, they could only use and fine-tune
intuition to come up with that combination. them. That process
Now the technology can calculate elasticities could take up to a
and come up with combinations category and week. Now they
brand managers never thought of before. can run multiple
The winners will be those with the most models in a matter
creative groups that ask better questions. This of minutes within
completely changes how companies manage the same day. A
and run their businesses. process that used
to take seven days
can be done in one
day today.
►► 12
13. Today’s retail and CPG partners are realizing the value
of using high performance resources to collaborate
rather than compete. The end goal is selling more of
the products customers want.
3. IT and Business Can Work More 5. Start Small and Scale Up.
Strategically — Reducing Tedious, Time-
Consuming One-Off Projects. By working with a partner that can provide each different
component of the business suite, merchants can choose to
Business users don’t want to be forced to have to take every start with one component, such as markdown optimization,
need to the IT. Retail IT organizations are spread thin and then add promotion optimization later, or they can ramp up
face an exploding amount of new needs and technologies. with the full suite of optimization solutions from the start.
High Performance Retailing can help both. IT can build a
strategic retail analytics foundation. Business users can
explore, visualize, hypothesize and test hypotheses and 6. Tame Big Data.
put innovative ideas into action — using science to help High Performance Retailing tames big data by getting directly
merchants know and engage customers. Merchants can to the nuts and bolts of the problem. “It can boil all the
augment the art of retail. questions down to a "yes" or "no" answer, or a score of 1 or
zero,” explained Nauta. This becomes particularly significant
when examining social media communication. “High
4. Give Real-Time Decision-Making to Performance Retailing digs through all the sentimental noise
Retailers Across the Supply Chain. and get likes vs. dislikes, detecting market trends — then you
From inventory and assortment decisions to real-time know how to market.” High Performance Retailing allows
merchants to dissect social communications in real time — in
offers — retailers need rapid, fact-based ways to make the
seconds vs. days for real-time insights, or months for figuring
best and quickest decisions. Merchants are now competing
out a trend. “Now we can detect change in demand based
across segments and channels — drug stores and big-box
on what people are writing on Facebook,” he explained. “It’s
merchants are selling groceries, and shoppers can buy their amazing how much information is generated by the ‘like’
favorite apparel or hard-to-find foods on Amazon. Therefore, button. With that information we can track what they are
store managers and associates must be empowered to going to do, their followers, what’s written on their wall.”
provide the best service when customers walk into the
store. High Performance Retailing enables game-changing
decisions and actions. ►► 13
14. Data is going to change your company, but it must be tied
to the merchandising and marketing teams directly.
- Eric Williams, Catalina Marketing (retired)
has a memory of previous offers and shoppers’ responses to
7. Encourage Better Collaboration Between
those offers, merchants can now send out the right messages
Consumer Packaged Goods (CPG) and Retail.
at the right time — reinforcing brand loyalty and preventing
Today’s retail and CPG partners are realizing the value of customers from jumping to another brand.
using high performance resources to collaborate rather
than compete. The end goal is selling more of the products III. Getting Started with
customers want. By sharing real-time data, retailers and CPG High Performance Retailing
companies can stock the right product assortment and make
better use of trade promotion dollars. High performance Once a company understands the value High Performance
computing can provide more accurate forecasts faster. Retailing will bring to the business, the next step is deciding
Globally, many of today’s CPG companies and retailers how to get started. That decision may depend upon the
are sharing data and working together to better analyze level of innovation built into the culture of the company.
shopping behavior. Many companies don’t have the culture of looking for new
insights in place, so they may just ask for faster markdown
8. Avoid Offer Spam. optimization, for example — a cost reduction strategy or
process improvement. That kind of company should get
High performance computing can help companies avoid
started with High Performance Retailing in a concentrated
sending target shoppers too many messages, and too many
way, focusing on one area like markdown, while thinking
of the wrong messages. “The last thing you want to do is
about how they might use an environment that gives them
inundate your consumer base with multiple communications
more power to gain better insights.
so that they think they are receiving spam,” noted Eric
Williams, Executive Vice President and Chief Information On the other hand, for an innovative company like Target,
Officer (recently retired), Catalina Marketing. “You must or a large, innovative CPG company, their teams will want to
have a memory of what offer you spit out to me last week have multiple high performance platforms available so they
that I said ‘No’ to,” added Nauta. By using a solution that can be creative across the board from day one.
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15. High Performance Retailing gives individuals
the opportunity to become superstars in the
organization.
The learning curve for High Performance Retailing should Williams shared some insights on misconceptions he believes
be quick and easy. It is an exciting time for the members are rampant in the industry. “There is a belief you have
of business teams. It is not the type of change that puts to go hire statisticians for this type of analysis,” he noted.
people’s jobs at risk. It gives individuals the opportunity to “That’s false.” Secondly, he noted, organizations must
become superstars in the organization. If they find the right eliminate the idea that the analytics team should report to
insights — such as realizing a customer is highly sensitive IT or Operations. “I have cautioned everyone — don’t do
to the front page of the weekly either. Data is going to change
circular, and there are 1,300 other your company but it must be
customers just like them — that tied to the merchandising and
insight would be a big win. marketing teams directly.”
Because High Performance Retailing For example, when kicking
analysis can be completed so off a loyalty program, the
quickly, ideas can be tested easily marketing team should work
and often without the risk of with the finance team to analyze
damaging the business or bringing customer credit card data.
IT to its knees. For example, High Typically credit card operations
Performance Retailing analysis can are completely separate from
uncover cross-sell items that are marketing. “It is a great way to
not necessarily intuitive. This opens understand your customer base
up a whole new set of ideas and before launching a major loyalty
potential for creating new ideas — it program,” said Williams.
is a different way of talking about
high performance.
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16. If business units continue to operate independently,
merchants will never truly understand the consumer
in the marketplace.
Eliminating Data Silos across merchandising, supply chain and store operations,
for example. This leading grocer is empowered to make
Most importantly, companies need to eliminate the
better decisions at store level. They engage their customers,
silos where they store some data for sales, other for
and grow and retain customers over the long haul. Science
merchandising, and more for promotions/planning. If these
powers their company goal of delighting customers.
business units continue to operate independently, merchants
By keeping customers at the center, at their focus, this
will never truly understand the consumer in the marketplace.
organization continues to succeed.
A major grocery chain in North America has embraced this
concept throughout the chain, which serves customers with
a wide range of regional differences and brand strategies.
This organization makes sure their pricing and promotion
optimization engines are linked with their shopper insight
foundation. Rather than looking at the science of price
optimization in isolation, this leading retailer can make
strategic, holistic and more informed pricing decisions for
their valued customers in a wide range of markets.
Additionally, this retailer uses SAS as a strategic provider
for integrated retail analytics. Their customer and other
data is all collected and analyzed in one location and this
company has a holistic view throughout the operation —
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17. The bottom line is that High Performance Retailing puts
better and faster analytics in the hands of merchants, for
better insights and speed to market.
Conclusion
In today’s fast-changing retail environment, retail and The combination of SAS domain expertise, high performance
CPG companies must react just as quickly in order to stay computing capabilities and analytics’ experience creates
competitive. While optimization, planning and analytics have the new realm of High Performance Retailing. With High
been important components of the retail equation, they Performance Retailing, merchants can collect, analyze
become significantly more powerful when fueled by high and make decisions in warp speed, in the “retail moment
performance computing. of truth” — as consumers are standing in the aisle, are at
their online shopping carts checking out, or are conducting
product research online. The highly advanced High
Performance Retailing solutions recommend new cross-
sell and upsell combinations that intuition alone could not
match. And, by effectively analyzing all offers across all
channels, High Performance Retailing can help companies
avoid shopper offer fatigue — saving current and
future sales.
The bottom line is that High Performance Retailing puts
better and faster analytics in the hands of merchants,
for better insights and speed to market. Without it, retail
companies will pay the cost of not reacting fast enough
in today’s environment.
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18. About SAS
SAS helps retailers and grocers spend less time crunching numbers and more
time growing revenue with key technologies customized for today’s multichannel
World Headquarters merchants. Built around a powerful core of market-leading business analytics, our
SAS Institute Inc.
comprehensive suite of retail solutions tackles the industry’s greatest challenges,
100 SAS Campus Drive
Cary, NC 27513-2414, USA
including customer insight (customer intelligence and social media analytics); price
P: 919.677.8000 optimization (regular, promotion and markdown); size optimization (size profiling and
F: 919.677.4444 pack optimization); assortment planning; integrated merchandise planning (allocation,
space management and optimization); forecasting (across the enterprise and across
market segments); and loss prevention. With more than 35 years of experience
working with leading grocers and retailers, SAS helps retailers make better decisions
faster. Learn more at www.sas.com/retail.
About Retail TouchPoints
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Hasbrouck Heights, NJ 07604 focused on optimizing the customer experience across all channels. Tapping into the
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