emcien push analytics

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Customers typically only "call out" a few feature choices on any product they want to buy. The opportunity is to complete the spec and recommend a good product choice, based on customer buying patterns. This dramatically improves customer buying experience and sales productivity.

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Page 1: Emcien Push Analytics
Page 2: Emcien Push Analytics

Slide 2  Emcien Confidential Information

Order Entry 

ORDERS 

To Supply chain CUSTOMERS

- The orders data contains intelligence -  True “Voice of Customer’ -  Based on buying behavior

Page 3: Emcien Push Analytics

Slide 3  Emcien Confidential Information

Order Entry ORDERS 

To Supply chain CUSTOMERS

SKU  Intelligence  

-  Faster quote-to-order -  Recommend configuration -  Increase Sales Productivity - Self-serve with best configuration recommendation

-  Improve Order Fulfillment -  Lead time compression - Reduce Inventory - Reduce Obsolescence - Reduce expedite freight

Higher Demand Response  at Lower Cost  

Easy to do Business With 

Page 4: Emcien Push Analytics

•  Challenge –  Manufacturer offers very large number of configuraIons 

–  High mix volaIlity in demand causes poor mix forecast –  Very high parts inventory cost, High excess and obsolete inventory –  Reduced profits 

•  Solu,on – Manage product mix based on buying behavior –  Package product based on popular choices –  Offer quick ships with popular bundles  improve lead Ime 

–  Guide customers to popular choices   higher margins 

–  Improve forecast to reduce inventory waste  reduce cost 

Slide 4  Emcien Confidential Information

Case study presented with sample data from ACME Computer Corp.  

Page 5: Emcien Push Analytics

Slide 5  Emcien Confidential Information

E.g. •  88% of the orders have 10/100 Ethernet networking choice • The average margin on units with this choice is $112.70 •  Av. order to delivery is 3 days 

1st Order Cluster = Percentage of orders with a parIcular choice.  E.g. DVD player.  (Also called 1st order take rate) 

Screen shot from EmcienMix

Page 6: Emcien Push Analytics

Slide 6  Emcien Confidential Information

E.g. •  88% of the order have 10/100 Ethernet networking choice + 1yr warranty • The average margin on units with this choice is $112.70 

2nd Order Cluster = Percentage of orders with 2 choices choice.  E.g. DVD player + Sound card.  (Also called 2nd  order take rate) 

Page 7: Emcien Push Analytics

Slide 7  Emcien Confidential Information

E.g. ‐  66% of the orders have these 12 choices •  Highest popularity of choices 

 Cluster = Highly prevalent combined group of features/ choices indicaIng customer buying behavior 

Screen shot from EmcienMix

Page 8: Emcien Push Analytics

Query & Reports 

‐  Data model based on context ‐  Creates intelligence 

‐  User alerts ‐  Push AnalyIcs ‐  (Like RSS feeds) 

‐ Recommend user acIon based on alerts ‐  Tie into business funcIons 

Business Reporting

Analytics Proactive Analytics

Recommendations (Analytics + Business Applications)

Slide 8  Emcien Confidential Information

Page 9: Emcien Push Analytics

Is Video card and Model GX most popular? 

Is GXC Networking and Video card most popular? 

Is soipak op sys. And GXC Networking most popular? 

Is 2‐yr warranty and soipak op sys. most popular? 

Online sales, 2‐yr warranty with gaming machines popular? 

2x2.3 CPU with online sales, 2‐yr warranty with SMB machines popular? 

Slide 9  Emcien Confidential Information

Millions of choice combinations!!!

Page 10: Emcien Push Analytics

Alerts YOU on the TOP SELLING Choices and TRENDS

Slide 10  Emcien Confidential Information

Page 11: Emcien Push Analytics

•  Challenges With Old Method –  NO Time For endless querying, No extra staff for endless querying 

–  Too much human interpretaIon leading to error 

•  Value of New Method –  Intelligence pushed out to users, Fast and Imely decisions 

–  Connect to OperaIonal Decision making   

–  Sustainable value 

Emcien Confidential Information Slide 11 

Gaming machines with 2.3CPU, XC‐video, Blue tooth and 160GB are selling in NY 

Stock 2,000 units in New York Store 

Page 12: Emcien Push Analytics

PUSH AnalyIcs with SKU 

Intelligence  

Alerts you on what is selling 

Forecasting - Improve Asset Utilization - What are the part kits? -  What is the parts mix for inventory

Optimize Product Mix -  What SKU’s should we offer? -  Improve product availability

Guided Selling/ Spec Builder -  Complete customer choice/spec -  Recommend product at point of sale

Emcien Confidential Information Slide 12 

Emcien delivers business applications that leverage PUSH Analytics

Page 13: Emcien Push Analytics

•  As Easy as 1, 2, 3… •  Please call us for a free trial 

–  Quickly learn how your customers are buying –  Value 

•  Improve your product offering 

•  Improve customer buying experience 

•  Reduce supply chain cost 

Emcien Confidential Information Slide 13 

Page 14: Emcien Push Analytics

www.emcien.com 

[email protected]