Dat

aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

1)WhichCount
rieshavegoodOnl
ine 2)I
denti
fyCount
iresDoi
nggoodSal
es 3)Whi chCountr
yamong 4)How ManyTimesar
etheCust
omer
s 5)Whati stheCustomer
Ret
ailBuyi
ngBehaviour? Exc
ludi
ngUK EIRE,GermanyandNether
landhas buyi
ngfrom me? Purchaselatencybet
ween
pi
c kedupSalesinl
ast3months 1stpurchaseand2ndpur se?
&What% OfCust omers
Purchasedmor eon2ndPur .
.

Whi
chCount
rieshavegoodOnl
ineRet
ailPenet
rat
ion?

Top5Count
riesbyQuant
iti
esSol
donl
ine

Count
ry
Uni
tedKi
ngdom 18,
16,
647
Net
her
lands 73,
346
EI
RE 58,
676
Ger
many 48,
918
Fr
anc
e 40,
968

0K 100K 200K 300K 400K 500K 600K 700K 800K 900K 1000K 1100K 1200K 1300K 1400K 1500K 1600K 1700K 1800K 1900K 2000K
Quant
ity

Bot
tom 5Count
riesbyQuant
iti
esSol
donl
ine

Count
ry
Br
azi
l 356
Cz
echRepubl
ic 346
Bahr
ain 260
USA 137
SaudiAr
abi
a 80

0 20 40 60 80 100 120 140 160 180 200 220 240 260 280 300 320 340 360 380
Quant
ity

TATAI
nsi
ght
s&Quant
s
 Medi
anSal
esRevenue

Ret
ai
1)Whic
Dat

0
10
20
30
40
50
60
70
80
90
lBuyi
hCount

Avg.Sal
aVi

ri
ngBehavi

L
Net

J
our
sual

?
i

her

Unspec
l

Spai

i
n
apan

ebanon

fied
sat

ands
i

eshavegoodOnl
i

esByCount
r
ne

Sal
esRevenue
Exc
2)I
ludi
dent

Whi
i

0K
50K
100K
150K
f
ngUK

EI
RE $124,
720
on:Empower

yCount

Net
her
lands $104,
228
i
i

Ger
many $95,
392
hCount
r
esDoi

Fr
anc
e $73,
990

Aust
ral
ia $60,
312
esar
ngBusi

Spai
n $30,
232
nggoodSal
es

Sweden $19,
010
eDoi

Swi
tzer
land $18,
442
pi
EI
c

J
apan $17,
584
nesswi

RE,
t

3)Whi c

Por
tugal $16,
108
Ger

Si
ngapor
e $14,
212
kedupSal
hCountr

esi

Bel
gium $13,
931
ngGoodSal
nl
hEffec

Fi
nland $11,
717
t

manyandNet

es?
i

yamong

HongKong $8,
529
her
l
ast3mont

ChannelI
slands $7,
470
veI

hs

I
tal
y $5,
938
andhas
nsi

Cypr 820
us $5,
ght

Aust
ria $5,
349
s

Denmar 270
k $5,
buyi
ngf

Pol 451
and $4,
r

Gr
eec 080
e $4,
4)How ManyTi

Nor 786
way $2,
om me?

Unspec
i 780
fied $2,
mesar
et

I
sr 700
ael $2,
443
Canada $2,
heCust

L
ebanon $1,
694
omer

Br
azi 144
l $1,
s

I
cel 112
and $1,
Pur
Pur

Uni
tedAr
abEmi
rat
es $889
c
c
1stpurc

Eur
opeanCommuni
ty $868
5)Whati
hasel
st

Cz
echRepubl
ic $549
at

TATAI
hasedmor
enc

nsi

Bahr
ain $548
&What% OfCust

ght
heCust
ybet

USA $384
omers
omer

SaudiAr
abi
a $146
haseand2ndpur

s&Quant
ween

s
eon2ndPur .
.
se?
Dat
aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

1)Whic
hCountrieshavegood 2)I
denti
fyCount
iresDoi
nggoodSal
es 3)Whi chCountr
yamong 4)How ManyTimesar
etheCust
omer
s 5)WhatistheCustomerPur
c hase
Onl
ineRet
ailBuyingBehavi
our? Exc
ludi
ngUK EIRE,GermanyandNether
landhas buyi
ngfrom me? l
atencybetween1stpurc
haseand
pi
c kedupSalesinl
ast3months 2ndpurse?&What% OfCust omers
Purc
hasedmor eon2ndPurchase?

I
nvoi
ceDat
e Count
ry
2011 EI
RE

40K $42,
741 Ger
many
esRevenue

$29,
186 Net
her
lands
$26,
611
$22,
416
20K $21,
657
$22,
932 $18,
783
$11,
963 $15,
722
Sal

$16,
451 $17,
921
$14,
170
$9,
674
0K $2,
977 $26
19,
936 22,
123
20K 20,
417
14,
828
y

16,
360 12,
951
i
Quantt

8,
906 9,
562
10K 8,
991
8,
688
5,
328 5,
692
7,
675 8,
002
4,
083
0K 1,
768 10

40 42
32
33
30 31
s

27
der

23 22
19
Or

20 23
11
10 7 8
13 11
5 5 1
0
J
anuar
y Febr
uar
y Mar
ch Apr
il May J
uly
Dat
aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

2)I
denti
fyCounti
resDoi
nggood 3)Whi chCountr
yamong 4)How ManyTimesar
etheCust
omer
s 5)Whati st
heCustomerPur
c hase 6)Whi chCountr
iesContri
buteto
Sal
esExcl
udingUK EIRE,GermanyandNether
landhas buyi
ngfrom me? l
atencybetween1stpurc
haseand2nd 80% ofSalesRevenue? 7)Whatare
pi
c kedupSalesinl
ast3months purse?&What% OfCustomer s theTop/Bottom 10Products
Purchasedmoreon2ndPurchase? contri
butingtotheSalesRevenue?
(Exc
ludingUK)
302

1400
1,

1200

1000
s
omer
No.OfCust

800
564

600

400
316

186

200
99

66

43

8 27

9 21

10 17

11 12

12 11

13 8

16 7

0
14 3

15 5

17 3

19 2

20 3

21 2

22 2

27 4

64 2
18 1

23 1

24 1

25 1

26 1

32 1

42 1

45 1

47 1

49 1

53 1

1723 0
1

7
Dat
aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

3)Whic hCount
ryamong 4)How ManyTimesar
etheCust
omer
s 5)Whati st
heCustomerPur
c hase 6)Whi c
hCount r
iesContri
butet o80% 8)Under
standt
hec ustomerSpend
EIRE,
Ger manyandNetherl
and buyi
ngfrom me? l
atencybetween1stpurc
haseand2nd ofSalesRevenue? 7)Whatar et he bySegmenti
ngthem into2Cl ust
er
haspickedupSalesi
nlast3 purse?&What% OfCustomer s Top/Bottom 10Product
scont r
ibuti
ng 9)Under
standt
heover allcustomer
months Purchasedmoreon2ndPurchase? totheSalesRevenue?(ExcludingUK) purc
hasi
ngbehaviourint ermsof
RFM

% ofCust
omer
sWhoPur
chasedMor
eon2ndOr 19%
der:

Cust
omerPur
chaseLat
enc
y
Mont
hsToRepeatPur
chase

Mont
hof1stPur
chase OneTi
mePur
chase 0 1 2 3 4 5 6

J
anuar
y 19% 28% 23% 14% 8% 6% 3%

Febr
uar
y 32% 16% 24% 13% 10% 6%

Mar
ch 48% 14% 16% 14% 8%

Apr
il 52% 20% 19% 9%

May 70% 18% 12%

J
uly 88% 12%

TATAI
nsi
ght
s&Quant
s
Dat
aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

4)How ManyTi
mesaret
he 5)Whati st
heCustomerPur
c hase 6)Whi c
hCount r
iesContri
butet o80% 8)UnderstandthecustomerSpendby 10)Identi
fyProductst
hatare
Cust
omersbuyi
ngfr
om me? l
atencybetween1stpurc
haseand2nd ofSalesRevenue? 7)Whatar et he Segmentingthem i
nto2Cl ust
er 9) Sel
l i
ngHighbutgenerati
nglesser
purse?&What% OfCustomer s Top/Bottom 10Product
scont r
ibuti
ng Underst
andt heoveral
lcustomer SalesRevenueandSelli
ngLessbut
Purchasedmoreon2ndPurchase? totheSalesRevenue?(ExcludingUK) purc
hasingbehaviourintermsofRFM generati
ngHighierSal
esRevenue?

Top10 Sel
li
ngPr
oduc
t Count
rySal
esPar
eto
St
ockCode Count
ry
POST $27,
204
100%
22423 $14,
783
22960 $4,
952
85099B $2,
833 100K 80%

esRevenue
47566 $2,
738
esRevenue

84879 $2,246
85123A $1,934 60%
$600

% ofSal
79321
Sal

21621 $170
50K 40%

LeastSel
li
ngPr
oduc
ts
20%
St
ockCode
0K 0%
85071A $46

ugal

ael

c
ands

ands

us

es
k
many

way

y
e

e
a

Canada

a
i
n
Sweden

apan

ebanon

n
HongKong
and

and

and

fied

and
RE

USA
i
al
i

abi
um
Spai

ai
Denmar

t
ngapor
anc

eec

hRepubl
az
al

opeanCommuni
r

at
Cypr
EI

Aust
gi

sr

Bahr
l

nl

Pol

el
Br
i
r

Nor

SaudiAr
er

r
l

sl

Gr
Aust

Unspec
Fr

Bel

abEmi
J
Por

Fi
her
Ger

c
ChannelI

I
tz

L
Si
Swi
Net

22941 $9

ec
edAr

Cz
t
Uni
Eur
M $19,
492

TATAI
nsi
ght
s&Quant
s
Dat
aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

4)How ManyTi
mesaret
he 5)Whati st
heCustomerPur
c hase 6)Whi c
hCount r
iesContri
butet o80% 8)UnderstandthecustomerSpendby 10)Identi
fyProductsthatareSel
li
ng
Cust
omersbuyi
ngfr
om me? l
atencybetween1stpurc
haseand2nd ofSalesRevenue? 7)Whatar et he Segmentingthem i
nto2Cl ust
er 9) HighbutgeneratinglesserSal
es
purse?&What% OfCustomer s Top/Bottom 10Product
scont r
ibuti
ng Underst
andt heoveral
lcustomer RevenueandSel l
ingLessbut
Purchasedmoreon2ndPurchase? totheSalesRevenue?(ExcludingUK) purc
hasingbehaviourintermsofRFM generati
ngHighierSalesRevenue?

Cust
omerCl
ust
erBySal
es&Or
der
s RFM Cust
omerSegment
s
RFM: Segments
s

60
der

Occ
assionalBuyers 937
omerOr

LookOutBuyer s 671
40
Highie LoyalCustomer 267
rCusto BestCust omers
20
Cust

LostCheapCust omers 262

merSp
BigSpenders
0 ending
Pot
ent i
alToBec omeBest..
0K 20K 40K 60K 80K 100K 0 200 400 600 800 1000

Sal
esRevenue No.OfCust
omer
s

RFM -SegmentDet
ail
s RFM -SegmentSal
esOverTI
me RFM:Segments
BestCust
omer
s
RFM:
Segment
s J
anuar
y Febr
uar
y Mar
ch Apr
il May J
uly
Bi
gSpender
s
BestCust
omer
s 8 16 $7,
447.
33
400K LookOutBuyer
s
Bi
gSpender
s 78 2 $1,
823.
99
LostCheapCust
omer
s

esRevenue
LookOutBuyer
s 35 2 $386.
75
LoyalCust
omer
L
ostCheapCust
omer
s 166 1 $117.
15
Oc
cassi
onalBuyer
s
L
oyalCust
omer 53 5 $1,
666.
74 200K
Pot
ent
ialToBec
ome.
.
Sal

Oc
cassi
onalBuyer
s 124 1 $397.
98
Pot
ent
ialToBec
omeB.
. 8 3 $1,
364.
52

Rec
enc
y[Avg.Days] Fr
equenc
y[Avg.Or
d..Monet
ary[
Avg.Spen.
. 0K

TATAI
nsi
ght
s&Quant
s
Dat
aVi
sual
isat
ion:Empower
ingBusi
nesswi
thEffec
tiveI
nsi
ght
s

4)How ManyTi
mesaret
he 5)Whati st
heCustomerPur
c hase 6)Whi c
hCount r
iesContri
butet o80% 8)UnderstandthecustomerSpendby 10)Identi
fyProductsthatareSel
li
ng
Cust
omersbuyi
ngfr
om me? l
atencybetween1stpurc
haseand2nd ofSalesRevenue? 7)Whatar et he Segmentingthem i
nto2Cl ust
er 9) HighbutgeneratinglesserSal
es
purse?&What% OfCustomer s Top/Bottom 10Product
scont r
ibuti
ng Underst
andt heoveral
lcustomer RevenueandSel l
ingLessbut
Purchasedmoreon2ndPurchase? totheSalesRevenue?(ExcludingUK) purc
hasingbehaviourintermsofRFM generati
ngHighierSalesRevenue?

80K

70K

60K
esRevenue

50K

40K
Sal

30K

20K

10K

0K

0K 2K 4K 6K 8K 10K 12K 14K 16K 18K 20K 22K 24K 26K 28K
Quant
ity