December 28, 2009 – 6:17 pm
The sales receipt is a neatly itemized list of purchases. Every purchase comes with a specific need, and hence the sales receipt is the true voice of the customer. As demand patterns change, the sales receipt data can reveal tremendous intelligence on what customers are buying, the changing trends and what the future purchases [...]
By John Maller
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Posted in Uncategorized
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Also tagged analytics, buying patterns, channels, cross sell, crosselling, customer buying patterns, margin, merchandising, product affinity, retail, sales receipts, shopper, suggestive selling, up-selling, upsell
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October 15, 2009 – 6:37 pm
Buying patterns are real, and they manifest themselves in how customers buy combinations of options. With the computing power we have available today we can detect and capture them. These patterns can then be used to design “house specials”, forecast future sales, and guide customers to what we want to sell them.
By John Maller
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Posted in Uncategorized
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Also tagged analytics, business analytics, buying patterns, choice combinations, crosselling, customer fulfillment, customers, online marketing analytics, patterns, POS data, product affinity, product choices, sales, sales analytics, upsell
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August 20, 2009 – 4:55 pm
Self service is a term we all know, such as pay-at-the-pump gas and self-checkout stations at some grocery stores, and now more obscure things like video game kiosks by GameFly, but the true tidal wave of self-service hasn’t even started, and it’s going to be good for both the consumer and the manufacturer, if done [...]
By Russ Caldwell
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Posted in Uncategorized
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Also tagged choice combinations, complexity, configurable product, configurator, cross sell, customers, long tail, margin, POS data, predictive analytics, price, Self Service, SKU, suggestive selling, upsell
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Recently I wrote about quality rankings for automotive manufacturers and the perception of these rankings in the market. While the marketing teams at these companies must shoulder the burden to convince consumers about their products’ quality, there is a very real connection between product quality and configuration management.
In many industries where products have grown over [...]
By Mike Merrill
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Posted in Uncategorized
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Also tagged build to order, business intelligence, configuration, customers, demand driven, Intelligence, manufacturer, manufacturing, marketing, one-off, order fulfillment, proliferation, quality
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In any manufacturing company that builds configurable products, there is a lot of discussion around what product complexity is. What’s interesting is that when times are good and there are lots of sales, the discussion is usually around how to simplify or streamline with the goal to sell more product even faster, that complexity is [...]
By Russ Caldwell
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Posted in Uncategorized
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Also tagged choice combinations, cross sell, customer fulfillment, finished goods, forecasting, inventory, long tail, manufacturing, POS data, predictive analytics, product, product management, product mix, quality, recommendation engine, sku rationalization, sku reduction, suggestive selling, supply chain, upsell
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April 27, 2009 – 12:23 pm
When I started studying complexity and realized the huge adverse impact it was having on companies, I was determined to “find it and get rid of it.” There are many places where that formula will lead to big improvements in everything - profits, service, quality and more. More and more companies are discovering how to [...]
By John Mariotti
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Posted in Uncategorized
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Also tagged analytics, choice combinations, complexity, cross sell, customer fulfillment, long tail, marketing, optimization, product choices, product mix, proliferation, quality, service, suggestive selling, upsell
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Emcien defines product complexity as simply the ability to predict what the next order coming into the company will be.
Think about it: If you only made product configuration A, you have 100% confidence in knowing that the next order in the door will be configuration A (assuming you get an order in the door at [...]
By Russ Caldwell
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Posted in Uncategorized
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Also tagged analytics, complexity, configuration, customer fulfillment, demand driven, demand sensing, demand visibility, forecasting, long tail, product mix, product substitution, proliferation, SKU
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