超市销售数据报表.ppt
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1、Member of METRO GroupMETRO Cash&Carry China CRM CA End User TrainingMember of METRO Group1.Introduction2.CRM CA Application Overview3.CRM CA Reports OverviewMember of METRO GroupWhat is CRM CA?CRM Customer Relationship ManagementCRM is the business strategy,processes and solutions that an organisati
2、on uses to maximise the relationship it has with its customers and the value it derives from these relationships.CRM是一种经营战略、流程和方案,使用者可最大限度的利用他的客户关系以及源于这些关系的价值CA-Customer AnalysisCA is a business intelligence tool that allows analysis and reporting of customer information.CA supports decision making
3、in the business and the maximisation of customer relationships.CA是允许进行客户信息分析和报告的商业智能化工具,支持商业决策和优化客户关系。Member of METRO GroupWhat is Business Intelligence?Business Intelligence(BI)applications are decision support tools that enable real-time,interactive access,analysis and manipulation of mission crit
4、ical corporate information.商业智能方案作为决策支持工具,能够实现对于公司重要信息及时,互动的访问,以及分析和掌控。These applications provide users with valuable insight into key operating information to quickly identify business opportunities and problems.这些应用软件给用户提供了有价值的运作信息,从而迅速地把握商机和发现问题。Member of METRO GroupAdvantages of CRM CAIncreased
5、revenue opportunities 增加收入的机会Get more spending from Metro customers 提高客户的消费Better return on promotion activities 提高促销活动的回报More reliable information on customers 获得更多可靠的客户信息Customer consulting process can be more effective 使客户咨询手段更有效Increased sharing of information within the organisation 提高内部的信息的共享I
6、mprove organisational learning 改进组织的知识Increased competitive position and profitability of operations 提高竞争位置和运作收益Improve the Metro offering to customers 提高Metro对客户提供的服务Member of METRO GroupAdvantages of Business Intelligence(BI)=Business Intelligence provides decision makers 商务智能化方案为决策者提供with the rig
7、ht information 正确的信息正确的信息at the the right time 正确的时机正确的时机in the right place 正确的场合正确的场合 enabling them to make better business decisions 确保他们作出更好的商业决策Member of METRO GroupPoint-of-Sale销售Supply Chain供应链ERP Data企业系统应用数据.ABCRaw Data原始数据原始数据Insight数据解析数据解析Action行动行动ABCData Warehouse:Centralize data from m
8、ultiple sources into a data warehouse汇总多种数据源到该数据库Insight:BI Tools analyze the data to help better understand the business商业智能化分析数据以便更好的理解业务Action:Act on the insight provided by BI tools by reallocating resources通过BI工具和资源重组来制定行动Data Warehouse数据库BusinessIntelligence商业智能Report报表Graph图表Alert预警Oracle9Ora
9、cle9i iOracle DatabaseMicroStrategyMember of METRO GroupAnalysis Grid“-Data Dimensions and Hierarchies分析网格-数据坐标和层次CustomerBranchBranch Family Cust.GroupTimezoneFood/NonFoodArticleArt.Sub GroupFood/NonFoodPromotionDayWeekMonthYearArt GroupArt.Main GroupSales Sub Dom.Sales Dom.ZIPHome StoreFrequency.C
10、ardholderData ModelMember of METRO GroupCRM CA Release 1.0 Analysis Customer group reporting(customer number,sales or sales development,gross profit on sales sub domain/store/month)客户组报表(卡号,销售或销售发展,行业/商场/月毛利)Customer reporting(sales or sales development,gross profit on article group/store/month)客户报表
11、(销售或销售提高,商品组/商场/月毛利)Customer assortment use(food/nonfood,regular/promotion,sales sub domain,dedicated articles)客户分类应用(食品/非食品,常规/促销,销售范围,特殊商品)Customer promotion sales analysis(customer groups,promotion sales ratio,promotion assortment part,gross profit,buying frequency,.)客户促销销售分析(客户组,促销商品比率,促销分类部分,毛利
12、,采购频率)Customer profitability analysis(assortment use,frequency,timezone,branch)客户收益分析(分类,频率,时区,行业)Customer behaviour analysis(recency,frequency,duration of relationship,numbers of articles,.)客户行为分析(最后一次光顾距今天的天数,频率,关系持续时间,商品数量)Member of METRO Group What is the purpose of this report?这些报表的用途是什么?What i
13、s the key information in this report/analysis?这些报表和分析的关键信息是什么?What business process does this impact?哪些商业流程会有这些影响?What business decisions can this information support?这些信息如何支持商务决策?Who in the business should use this report?那些人会用到这些报表?How should they use it and how often?他们应怎样运用及其使用频率?Business Impact
14、 CRM CAMember of METRO GroupCRM CA Release 1.0-Country ReportsCRM CA Report Report PurposeActivity trackingTrack the customer performance in term of buying customer and sales in selected period 跟踪某项活动客户在一定时段的采购情况Activity code check Check if the code in system is right or not 检查系统中的活动代码是否正确SE/KAE Bon
15、usTrack the performance of per SE/KAE in term of sales in selected period,also track in each branch such as Canteen,CBU,Other Horeca,Top Hotel,Trader跟踪SE/KAE对应客户在指定时段的销售情况,同时可跟踪几个行业的销售Top customer 2004/2005Track the top customer list in selected branch by appointed sales value跟踪今明两年一定销售额内指定行业的客户排名清单
16、2004/2005 Top customer evaluationTrack the top customer sales and invoice in selected branch and period by appointed sales value跟踪今明两年一定销售额排名内的指定行业和时段的客户的销售情况Country Report for BU and StoreMember of METRO GroupCRM CA Report Report PurposeInvoice controlTrack the performance of per branch in term of
17、invoice and sales within the period you selected 跟踪指定时段内每个行业的客户的帐单和销售Daily sales over certain amount customerTrack the certain branch customers sales in the date you selected跟踪指定日期间某些行业客户每天的销售New customer(buying)Track the defined new customer performance in term of sales and invoice in selected peri
18、od 跟踪定义新客户在指定时段内的销售和帐单Top articles of customer branchTrack the top article sales in selected branch and period 跟踪指定行业和时段内商品的销售排名Top article for selected customerTrack the top article sales in selected customer and period跟踪指定客户名单和时段内商品的销售排名Country Report only for BUMember of METRO GroupCRM CA Release
19、 1.0-Promotions ReportsCRM CA Report Report PurposePromo 1 Select list of customers to use for promotions选择关于促销的客户列表Promo 2Track customer promotion sales trend,share over time on weekly basis跟踪客户销售趋势(以周为单位)Promo 3Track how customers use promotion assortment and customer share on dedicated promotions
20、 跟踪客户如何对待促销商品和特定的促销Promo 4 Track how customers react to promotions and customer behaviours on dedicated promotions跟踪客户对促销的反应和客户对待特定促销的采购行为Promo 5Track how a customer group uses a promotion assortment for dedicated promotions跟踪客户组如何对待特定促销的促销商品Promo 6Track sales to promotion customer group versus regu
21、lar sales跟踪比较促销客户组的销售与正常销售 Promo 7 Track top 100 articles from promotions跟踪前100位的促销商品Promo 8BFTrack which customer groups are buying which type of promotion product over time(weekly basis)跟踪哪些客户组采购哪种促销商品(以周为单位)Promo 8SDTrack which products in a sales domain are being sold during promotions over time
22、(weekly basis)跟踪在促销期间卖掉了哪些销售范围的产品(以周为单位)Member of METRO GroupCRM CA Release 1.0-Assortment ReportsCRM CA Report Report PurposeAssortment 1 Determine the top 100 articles sold to each customer group in the business.测定每个客户组采购的前100种商品Top 100 articles sold to an individual customer或个别客户采购的前100种商品Assortm
23、ent 2For a specific article track which customer groups and customers are buying this product.跟踪采购某一特殊商品的客户组和客户Assortment 3For a specific article track which customers bought it in the last 6 months.跟踪过去六个月中采购某一特殊商品的客户Assortment 4Track how a customer group are buying this product over time.Responsiv
24、eness to price changes in the product.跟踪客户组如何购买该产品及对其调价的反应Member of METRO GroupCRM CA Release 1.0 PCM&DevelopmentCRM CA Report Report PurposeAcquisition 1 Track performance of newly acquired customers.跟踪新客户的情况Acquisition 2Monitor and evaluate performance of a new customer over 12 month period.对新客户12
25、个月内的情况进行监控和评估Retention 1Monitor performance(sales,visits)of customer over last 3 months to determine risk of losing the customer.(Head Office&Store)监控客户过去三个月的销售拜访情况来测定失去这些客户的风险系数MarginTrack top 500 customers by profitability.跟踪利润率最高的前500位客户Non Buying CustomersList of customers who are classed as non
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- 超市 销售 数据 报表
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