Business Intelligence Cosine Consultants Ltd
Changing Environment Economic Crisis, Inflation, Unemployment
De-evaluation of our banking systems
Need to redefine y our business?
Where do I start?
Key is FOCUS!
A) Where are we?
B) Where do we want to be?
HOW? Use analytics to help you come up with your strategy
Numbers tell a story!
What is the story
that your numbers
are telling you?
Company Data/information
A B C D E F G
Top Selling Products Period: Last Month
Store: Strovolos Store
No ProductsSales
(Euros)% Sales Cummulative % Sales
9 1 Product A €240 24.8% 24.8%
10 2 Product B €220 22.8% 47.6%
11 3 Product D €85 8.8% 56.4%
12 4 Product E €80 8.3% 64.6%
13 5 Product C €80 8.3% 72.9%
14 6 Product F €75 7.8% 80.7%
15 7 Product G €70 7.2% 87.9%
16 8 Product H €60 6.2% 94.1%
17 9 Product I €30 3.1% 97.2%
18 10 Product J €20 2.1% 99.3%
19 11 Product K €5 0.5% 99.8%
20 12 Product L €2 0.2% 100.0%
21 Total Monthly Sales: €967 100%
Results:Identified that productsA, B, D, E, C & F are themost important to carry for store Strovolos.
Formula
=E9/$E$21
Format %
Formula
= F9
Format %
Formula
=F10+G9
Format %
Step No1:
Write Product and
Sales and SORT from
LARGES TO SMALLEST
of cell E
Benchmark to different locations, different periods
Benchmark
Rank to This
MonthProducts
This
Month
Last
Month
This
Month A
Year Ago
Total
Year
This
Month
Last
Month
This
Month A
Year Ago
Total
Year
1 Product A 1 3 5 12 2 12 4 4
2 Product B 2 4 4 4 1 1 1 1
3 Product D 3 5 3 3 4 2 2 2
4 Product E 4 6 12 11 5 3 4 4
5 Product C 5 1 6 1 6 4 3 3
6 Product F 6 2 7 2 3 9 9 9
Product G 7 7 8 5 7 5 5 5
Product H 8 8 9 6 8 6 6 6
Product I 9 9 10 7 9 8 7 7
Product J 10 10 2 8 10 7 8 8
Product K 11 11 1 9 11 10 10 10
Product L 12 12 11 10 12 11 11 11
TOTAL CYPRUS STORE LIMASSOL
In exercise no 1 we identified that the 6 products accounted for top 80% sales generated.
A B C D E F G
Top Buying Customers Period: Last Month
Store: Strovolos Store
No Customer NameSales
(Euros)% Sales Cummulative % Sales
9 1 Customer A €500 30.1% 30.1%
10 2 Customer B €400 24.1% 54.1%
11 3 Customer D €300 18.0% 72.2%
12 4 Customer E €130 7.8% 80.0%
13 5 Customer C €60 3.6% 83.6%
14 6 Customer F €55 3.3% 86.9%
15 7 Customer G €53 3.2% 90.1%
16 8 Customer H €50 3.0% 93.1%
17 9 Customer I €45 2.7% 95.8%
18 10 Customer J €40 2.4% 98.2%
19 11 Customer K €20 1.2% 99.4%
20 12 Customer L €10 0.6% 100.0%
21 Total Monthly Sales: €1,663 100%
Results:Identified that productsA, B, D, E, C & F are themost important to carry for store Strovolos.
Step No1:
Write Product and
Sales and SORT from
LARGES TO SMALLEST
of cell E
Formula
=E9/$E$21
Format %
Formula
= F9
Format %
Formula
=F10+G9
Format %
Exercise No 6: Functionality and Product Matrix
Matching Functionality vs Product List
Step
No 1:LIST YOUR TOP SELLING
PRODUCTS
Lactose
Intollerant
Dieting Vegetarian Health
Problem
Detox Diet Step
No 2:
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:
LIST FUNCTIONALITY
THAT YOUR TOP BUYING
CUSTOMERS SEEK
Place an X the functionality that your customer is seeking in each
of the product list.
Create a matrix linking the functionality that is your top buying customers are looking for and your top selling products.
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)
Pricing
What is the quality of your sales in general?
Average Value/Item sold per store
Store No 1:No Products
Sold Yr 2010
No Products Sold
Yr 2011
Quantity 1,000 1,200
Value in Euros € 5,500 € 5,000
Average Value/Item € 6 € 4
Store No 2:No Products
Sold Yr 2010
No Products Sold
Yr 2011
Quantity 1,200 1,400
Value in Euros € 5,200 € 6,700
Average Value/Item € 4 € 5
Has your Value/Volume index gone down?
Store No1 Discount Shopper
Store No2 Value Shopper Higher Quality Shopper
Exercise No 7
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
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