Track sales transactions to understand your customer’s buying patterns, establish a more relevant product mix, satisfy more people and sell more.
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Tag Archives: customer fulfillment
The Myth of Build-to-Order
October 26, 2009 – 10:30 pm
The manufacturers should be giving the dealers guidance on what to stock and order based on their global visibility into sales and customer buying trends. Customers buy combinations of features, and they do this in predictable ways. Detecting and using the patterns can make inventory turn faster, even if, technically, it doesn’t exist.
Customer Buying Patterns - What you can learn From Pizza Sales
October 12, 2009 – 2:19 pm
First order take rates tell us about the relative popularity of different options. For example, consider a small set of possible pizza toppings.
Topping
Take Rate
Pepperoni
40%
Mushrooms
20%
Pineapple
3%
Canadian Bacon
3%
Green Peppers
10%
Customer buying patterns really start with second order take rates, which tell us about pairs of options, or toppings. Second order take rates tell us about relative [...]
What does the stairway to complexity tell us?
August 27, 2009 – 3:25 pm
If a product is too complex, where is the complexity coming from? Which features are causing the explosion in the number of build combinations? The stairway to complexity tells us where to look.
The stairway to complexity shows how the number of unique configurations drops as features are removed. Here is another stairway for a [...]
Q&A with John Sloan, former director, Jeep Brand Global Product Marketing
June 9, 2009 – 1:08 pm
In today’s post, John Sloan talks about challenges dealers face in ordering inventory that best matches customer demand.
Emcien: Describe the Chrysler-Emcien initiative that examined dealers’ struggles with complexity in the ordering process.
JS: In a soft “push” market where volume is driven by heavy incentives versus the merits of the brand / model, managing cost is [...]
Variation is valuable
May 20, 2009 – 2:43 pm
Advances in interconnection technologies are driving an increasingly demand-driven market. Customers are learning to expect to get what they want, when they want it, how they want it. And they tell you in each and every interaction they have with your company, or not. In a demand-driven world, increasing product variation and complexity in your [...]
What is sales history, exactly?
May 14, 2009 – 3:43 pm
We often talk about the sales history of a product, so let’s explain exactly what it means. There is a raw sales history and a collapsed sales history. The sales history, raw or collapsed, is the starting point for all the analytics we will be introducing later.
Raw sales history
A product is a collection of features, [...]
Help the sales team help the customer
May 11, 2009 – 1:19 pm
This morning I was talking to the VP of business process improvement for a company that sells industrial machinery. Their products are highly configurable. She told me that every year they have 50% new configurations they have never seen before. The number of choices on their products has grown over time. ”A salesperson can’t know everything about the product,” [...]
