Merchandise Performance Management

Industry Sector Overview
Chris Dunk
International Business Development
Retail & CPG
Copyright © 2004 SAS Institute Inc. All rights reserved.
Agenda
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SAS Presence in the market
Industry Offering Development
Portfolio Descriptions
Today's Speaker Examples
Copyright © 2004, SAS Institute Inc. All rights reserved.
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International Industry Trends – 2004/2005
Efficiency to reduce cost
Flexibility to meet demand
Marketing Customer Insight
Merchandising Customer Insight
Cost-Plus Pricing
Category Goaled Pricing
Vendor based Promotions
Collaborative Net ROI Promotions
Scheduled Markdowns
Scenario & Event Markdowns
Central Assortment & Ranging
Localised Micro A&R
Averaged Cost of Service
True Cost to Service
Financial Allocation
Financial Transparency
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Retail Direction
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Customer Insight in Trading
Merchandising Intelligence leverage
Operational Optimisation & Profitability
Revenue & Promotional ROI
Location, Space & Product Analysis
Pricing & Promotional Elasticity
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Retail Customers – International
AUSTRALIA
MAGASIN DU NORD
GALLERIE LAFAYETTE
GERMANY
ITALY
COLES MYER LTD
SHOE-D-VISION A.M.B.A.
GROUPE GO SPORT SA
BAUR VERSAND GMBH
COOP ESTENSE S.C.r.l.
METCASH TRADING LIMITED
SONION A/S
JM BRUNEAU
BEIERSDORF AG
DANKA ITALIA S.p.A.
OFFICEWORKS SUPERSTORES
VIRTUAL FACTORY OUTLET A/S
JPG
BRUNO BADER GMBH
EURONOVA S.r.l.
LEROY MERLIN
KG CONRAD ELECTRONIC GMBH
GRUPPO PAM S.p.A.
OPSM PTY LTD
PACIFIC MICROMARKETING
FINLAND
MAGEOS
E. BREUNINGER GMBH
LA RINASCENTE
ROCHE PRODUCTS PTY LTD
ALKO OY
MONOPRIX
KARSTADT QUELLE
METRO ITALIA
WOOLWORTHS LIMITED
KAUPAN MAATALOUSSÄÄTIÖ
MOVITEX SA
LEBKUCHEN SCHMIDT GMBH
MONDOFFICE S.r.l.
KESKO OY
NECKERMANN
OTTO GMBH
OFFICE DEPOT INTERNATIONAL
AUSTRIA
RAUTAKIRJA OY
OFFICE DEPOT INTERNATIONAL
REWE SUPERMARKT
PRENATAL ITALIA S.p.A.
La REDOUTE Versand GmbH
STARKKI OY AB
PICARD SURGELES
RI*OUESTA GMBH
VIKING OFFICE PRODUCTS
Quelle AG
SUOMEN LVI-TUKKU OY
PPG INDUSTRIES
ROBERT KLINGEL GMBH
Universal Versand
SUOMEN SPAR OY
PPR INTERACTIVE
SSI SCHÄFER-SHOP GMBH
PROMONDO
VERSANDHAUS ROBERT KLINGEL
BELGIUM & LUXEMBOURG FRANCE
JAPAN
QUELLE LA SOURCE SA
AMWAY JAPAN LTD.
EIDEN CO., LTD.
CARREFOUR BELGIUM
BEAUTE CREATEURS
RAJA
NECKERMANN POSTORDERS NV
BERNARD SA
READER'S DIGEST ASSOCIATION
HONG KONG
FUJI SANKEI LIVING SERVICE INC.
QUELLE NV
CAMIF
REDCATS
BOOTS (RETAIL BUYING) LTD
KASUMI CO., LTD.
REDOUTE FRANCE
BRITISH AMERICAN TOBACCO
NISSEN CO., LTD.
STIME
KINGFISHER ASIA LIMITED
OFFICE DEPOT JAPAN LTD.
CASTORAMA
TERMINAL
PHILIP MORRIS ASIA LTD
OTTO- SUMISYO INC.
COFIDIS SA
TROIS SUISSES
RS COMPONENTS LTD.
DENNMARK
CONFORAMA
TRUFFAUT
SEKIDO CORPORATION
DANSK SUPERMARKED
COVEFI
VERT BAUDET
ISRAEL
SENSHUKAI CO., LTD.
FAKTA A/S
FRANCE PRINTEMPS
VIKING DIRECT France
SUPERSOL
TAKASHIMAYA CO., LTD.
REDOUTE CATALOGUE BENELUX SA CARREFOUR FRANCE
CASINO
SAINT-BRICE NV/SA
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Retail Customers – International
KOREA
PORTUGAL
SWITZERLAND
HOUSE OF FRASER LIMITED
AMWAY KOREA CO.,LTD
LA REDOUTE
COOP SCHWEIZ
ICELAND FROZEN FOODS PLC
DECOTRADE
J D WILLIAMS GROUP LIMITED
HYUNDAI HOME SHOPING
LG HOMESHOPING
SINGAPORE
LA REDOUTE CH S.A.
J SAINSBURY PLC
LGMART CO.,LTD
SONY ELECTRONICS (S) PTE LTD
MAGAZINE ZUM GLOBUS
JAMES MEADE LIMITED
LOTTE DEPARTMENT STORE
JOHN LEWIS PLC
SOUTH AFRICA
THAILAND
LITTLEWOODS HOME SHOPPING
NETHERLANDS
JDG TRADING (PTY) LIMITED
V-SMART
LITTLEWOODS PLC
AHOLD
LEWIS STORES (PTY) LTD
ALBERT HEIJN B.V.
ROOSSENEKAL FOODS (PTY) LTD
UNITED KINGDOM
MATALAN RETAIL LIMITED
NECKERMANN NEDERLAND B.V.
SABMILLER PLC
ALLDAYS STORES LIMITED
MFI FURNITURE CENTRES LIMITED
OFFICE DEPOT INTERNATIONAL
STAX SUPER STORES
ARGOS LIMITED
MFI UK LIMITED
WEHKAMP B.V.
TRUWORTHS LIMITED
BHS LIMITED
MILLER STARR LIMITED
WOOLWORTHS (PTY) LIMITED
BOOTS COMPANY PLC
NEXT GROUP PLC
DIAL HOME SHOPPING LIMITED
POUNDLAND
NEW ZEALAND
MARKS & SPENCER PLC
FARMERS TRADING CO. LIMITED
SPAIN
DIAMOND TRADING COMPANY
REDCATS (BRANDS) LIMITED
WOOLWORTHS (NZ) LTD
EL CORTE INGLÉS SA
DIXONS STORES GROUP LIMITED
SAFEWAY STORES PLC
LA REDOUTE CATÁLOGO SA
ENDEVA SERVICES LIMITED
SAVACENTRE LIMITED
NORWAY
OFFICE DEPOT INTERNATIONAL
EXPRESS GIFTS LIMITED
SOMERFIELD STORES LIMITED
COOP NORGE AS
SWEDEN
FREEMANS PLC
TESCO STORES LIMITED
NÆRINGSLIVETS
H & M ROWELLS AB
GRATTAN PLC
THOMAS COOK RETAIL LIMITED
HOVEDORGANISASJON
ICA AB
GUS HOME SHOPPING LIMITED
TOPPS TILES PLC
IKEA IT AB
HALFORDS LIMITED
WAITROSE
PHILIPPINES
REDCATS NORDIC AB
HAWKSHEAD RETAIL LIMITED
WH SMITH LIMITED
RUSTANS COMMERCIAL CORP
SVENSKA SPEL
HEALTH AND HOME SHOPPING
WHITBREAD PLC
Copyright © 2004, SAS Institute Inc. All rights reserved.
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SAS® Retail Intelligence Portfolio
Retail Performance Management
Customer
Intelligence
Merchandising
Intelligence
Planning
SAS Forecasting
Supply
SAS Replenishment
Demand
SAS Promotions Effectiveness
Availability
Forecasting
SAS Merchandise Replenishment
Planning
Fulfillment
(Marketmax)
Promotion
SAS Asset Management
SAS IT Management
Operations
SAS Financial
Management
Intelligence
Location
Channel
SAS Value Chain
Sales Analytics
Cost
(ABC Technologies)
Resource
Segementation
SAS a-CRM
Profiling
SAS Customer Insight
Targeting
SAS Transaction
Campaign
Insight
Interaction
Optimisation
SAS Marketing Automation
Retention
Acquisition
(Intrinsic)
Infrastructure
Retail Architecture - DDS
Copyright © 2004, SAS Institute Inc. All rights reserved.
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SAS® Retail Intelligence Portfolio
Retail Performance Management
Customer
Intelligence
Merchandising
Intelligence
Planning
Segementation
Supply
Profiling
Availability
Operations
Intelligence
Campaign
Forecasting
Location
Interaction
Demand
Replenishment
Channel
Sales
Fulfillment
Cost
Promotion
Resource
Targeting
Optimisation
Retention
Acquisition
Infrastructure
Retail Architecture - DDS
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Performance Intelligence…
Enterprise Performance Scorecard / Dashboard
Profitability Analysis
Operational Analysis
Functional Key Performance Indicators
Enterprise Data Model
Intelligence Platform
Finance
Systems
Copyright © 2004, SAS Institute Inc. All rights reserved.
Logistics
Systems
Company
Metadata
IT Systems
Ops Mgmt
Systems
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Retail Performance Management
SAS Performance Intelligence
Merchandising
Intelligence
Customer
Intelligence
Segementation
Planning
Profiling
Supply
Availability
Operations
Intelligence
Forecasting
Location
Demand
Replenishment
Fulfillment
Promotion
Channel
Sales
Cost
Resource
Targeting
Campaign
Interaction
Optimisation
Retention
Acquisition
Infrastructure
Retail Architecture - DDS
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Financial & Operational Metrics
Overview & Drill down on Business Performance
Retail - specific KPIs, Dashboard & Scorecard
Shared Information and Best Practices
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Customer Transactional Intelligence…
Customer Lifecycle Management
Behavior
Analysis
Profiling
Segmentation
Change of
State
Alerts
Communications
Mgmt
Targeting
Campaign
Mgmt
Optimised
Campaigns
Behavioural Forecasting
Attribute Intelligence (Clustering) – Gender, Age, Occupation, Location, Lifestyle
Customer & Transactional Data Model
Intelligence Platform
Multi-channel
POS Systems
Copyright © 2004, SAS Institute Inc. All rights reserved.
Loyalty
Programs
Company
Metadata
Response
Capture
External Data
Sources
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Retail Performance Management
Customer Intelligence
Merchandising
Intelligence
Customer
Intelligence
Segementation
Planning
Profiling
Supply
Availability
Operations
Intelligence
Forecasting
Location
Demand
Replenishment
Fulfillment
Promotion
Channel
Sales
Cost
Resource
Targeting
Campaign
Interaction
Optimisation
Retention
Acquisition
Infrastructure
Retail Architecture - DDS
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Predict Customer Behavior
Segment and Profile Customers
Segment and Profile Stores
Market Basket Analysis
Channel Strategy Management
Control Customer Acquisition & Retention
Measure Customer Profitability
Measure Marketing Effectiveness
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Operations Intelligence…
Asset Lifecycle Management
Channel
Logistics
Human
Asset
Retention
Optimised
Resources
Optimised
IT Systems
Financial
Planning &
Reporting
Loss
Prevention
– Theft &
Fraud
Loss
Prevention
– Spoilage
& Waste
Optimised
MRO
Supply
Channel Optimisation
Workload Forecasting
Industry Operations Data Model
Intelligence Platform
Finance
Systems
Copyright © 2004, SAS Institute Inc. All rights reserved.
HR Systems
Company
Metadata
IT Systems
Operations
Management
Systems
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Retail Performance Management
Operations Intelligence
Merchandising
Intelligence
Customer
Intelligence
Segementation
Planning
Profiling
Supply
Availability
Operations
Intelligence
Forecasting
Location
Demand
Replenishment
Fulfillment
Promotion
Channel
Sales
Cost
Resource
Targeting
Campaign
Interaction
Optimisation
Retention
Acquisition
Infrastructure
Retail Architecture - DDS
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Measure & Analyze Supply Chain Costs
Determine Net Product Profitability
Optimise Human Resource Requirements
Define and Measure Channel Strategies
Optimise IT Infrastructures
Measure Sales and Outlet Performance
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Merchandise Intelligence…
Merchandise Performance Management
Financial
Planning
Assortment
Planning
Revenue
Planning
Promotion
Planning
Space
Planning
Fulfillment
Planning
Vendor
Planning
Collaborative
Planning
Demand Forecasting
Attribute Intelligence (Clustering) – Customer, Product, Location, Time, Event
Industry Data Model
Intelligence Platform
Execution
System
Copyright © 2004, SAS Institute Inc. All rights reserved.
Distribution
Planning
Company
Metadata
Promotions
Fulfillment
Trading
Partner Data
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Retail Performance Management
Merchandise Intelligence
Merchandising
Intelligence
Customer
Intelligence
Segementation
Planning
Profiling
Supply
Availability
Operations
Intelligence
Forecasting
Location
Demand
Replenishment
Fulfillment
Promotion
Channel
Sales
Cost
Resource
Targeting
Campaign
Interaction
Optimisation
Retention
Acquisition
Infrastructure
Retail Architecture - DDS
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Accurately Forecast Demand
Improve productivity per square foot.
Dramatically lower inventory and carrying costs.
Automate the integrated planning process
Optimise Range and Assortment.
Maximize effects of special promotions
Plan optimized seasonal goods distribution
Optimise Space Allocation
Copyright © 2004, SAS Institute Inc. All rights reserved.
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RIS Detailed Data Store
Matches Data definitions
to Business Topics
Transformations from
Source Data
Logical Models
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Integrates operational
actions
SAS Customer Insight
Copyright © 2004, SAS Institute Inc. All rights reserved.
ETL Processes
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Integrates operational
actions
SAS Transaction Insight
Data
Structures
Delivers
Business Reporting
Physical Normalized Models
Dimensional Models
Reporting Templates
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Integrates operational
actions
SAS Promotions Effectiveness
Integrates operational
actions
SAS Value Chain Analytics
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Retail Performance Management
RIS Intelligence Platform
Merchandising
Intelligence
Customer
Intelligence
Segementation
Planning
Profiling
Supply
Availability
Operations
Intelligence
Forecasting
Location
Demand
Replenishment
Fulfillment
Promotion
Channel
Sales
Cost
Resource
Targeting
Campaign
Interaction
Optimisation
Retention
Acquisition
Infrastructure
Retail Architecture - DDS
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Retail Specific Data Model
Knowledge from SAS Global Retail deployments
Customizable Analytical Models
Pre-defined, Customizable Reporting Templates
Rapid implementation Methodology
RFID Compliant
Industry Standard KPI Design
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Summary
ƒ Market Dynamics
ƒ SAS Breadth & Depth
ƒ SAS Vision
Copyright © 2004, SAS Institute Inc. All rights reserved.
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Copyright © 2004, SAS Institute Inc. All rights reserved.
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