JP2001249983A - Customer analysis system - Google Patents

Abstract

PROBLEM TO BE SOLVED: To provide a system capable of easily setting a calendar-wise condition and analyzing customers by paying attention to the fact that the consumption behavior of the customers is affected by the calendar-wise condition. SOLUTION: This customer analysis system provided with a customer database on the basis of sales result data is provided with the function of displaying the sales result data for each day by the form of a calendar, summing up the sales result data from the viewpoints of specified date, day of the week, week and month by an interactive instruction on the calendar and performing analysis display separately in plural cells in a different frame with one or more attributes of the customers and/or item attributes for classifying sales items as an axis.

Description

DETAILED DESCRIPTION OF THE INVENTION

[0001]

BACKGROUND OF THE INVENTION The present invention relates to a method for analyzing purchase performance data of a customer from various angles to effectively generate sales and sales data.
The present invention relates to a customer analysis system used to obtain a measure for increasing profit.

[0002]

2. Description of the Related Art A customer is fixed by giving points according to the amount of money used, and the customer is segmented by storing the points and purchase history of the customer in a database so as to be more effective. Performing marketing is well known to those skilled in the art. Various customer analysis systems have been proposed and put into practical use in order to segment customers from various angles based on purchase performance data accumulated as a tool for that purpose.

[0003] A commonly used technique for customer segmentation is RFM analysis. RFM analysis refers to the customer's last use date or last purchase date (Recency), number of uses or purchases (Frequency), usage amount or purchase amount (Monet)
ary), a score is given to each customer, and the customers are segmented into good customers and bad customers based on the scores.

[0004]

In the conventional RFM analysis, the last use date Recency and the cumulative use frequency Frequency are two.
Although the axis is used, the cumulative number of times of use does not indicate the actual interval between visits (store visit frequency) of the customer, and thus it has been difficult to carry out sales promotion with an eye to the next visit.

Therefore, in the present invention, the consumer's consumption behavior is
An object of the present invention is to provide a system that can easily set a calendar-like condition and analyze a customer, paying attention to the fact that the condition is influenced by a calendar-like condition.

[0006]

According to the present invention, there is provided a customer analysis system provided with a customer database based on sales performance data, wherein daily sales performance data is provided in the form of a calendar. Display, and interactive instructions on this calendar,
Aggregate sales performance data from the viewpoint of weeks and months, and analyze the data by dividing it into multiple cells in separate frames with one or more customer attributes and / or item attributes that categorize sales items as axes. The gist is to configure a customer analysis system having a function of displaying. This analytics view typically shows the results of an analysis of customers who used your store on a specific day,
It is also possible to analyze customers who have not used the store on a specified specific day.

According to a preferred embodiment of the present invention, the ratio of the sales performance data of the previous year or the previous month to the totaled numerical value is calculated in the calendar format display of the sales performance data for each day by interactive setting, and these are calculated. You may comprise so that it may be displayed together.

In another preferred embodiment of the present invention, in the calendar format display of the sales performance data for each day, weather data such as weather and temperature for the day is displayed as icons or numerical characters. Is also good.

In another preferred embodiment of the present invention, by interactive setting, in a calendar format display of the sales performance data for each day, a display format is displayed based on a comparison result with a predetermined target number for the day. It may be configured to be able to change the display.

[0010]

DESCRIPTION OF THE PREFERRED EMBODIMENTS Hereinafter, embodiments of the present invention will be described in detail.

FIG. 1 is an overall configuration diagram of a customer analysis system 1 according to an embodiment of the present invention. 10 (10a, 10
b,...) are analysis terminals. Calendar analysis processing and sales promotion setting processing described later are performed on this terminal. The analysis terminal 10 is equipped with a WWW (World Wide Web) browser 11, and screen display and interactive input processing for the user are performed through the browser 11. Reference numeral 20 denotes a center server. Database management means 23 for managing the customer database 31, customer analysis means 21, sales promotion setting means 22, W
A WW server 24 is provided. 30 is a customer database 3
1 is an external storage device that records the number 1. 40 (40a,
40b,...) Are store terminals. For one use (one purchase with a point card) of a member customer, one record of purchase data described later is created and notified to the center server.

The customer database will be described. The customer database includes a customer master, purchase data, a customer point table, and daily performance data. FIG. 2 is a diagram showing the contents of one record of the customer master. One customer's information constitutes one record. Member number (C1), e-mail address (C2), kana name (C
3), Kanji name (C4), zip code (C5), address (C
6), phone number (C7), gender (C8), date of birth (C
9), enrollment date (C10), attributes such as occupation (C11),
It has a field of family attribute (C12). These data are entered when the customer becomes a loyalty card member,
It will not be changed unless the member customer explicitly notifies the change.

FIG. 3 shows the contents of one record of purchase data. One record is created at the store terminal 40 for one use (one purchase with a point card) of the member customer.
Use store code (B1), use date and time (B2), member number (B3), use amount (B4), grant point (B5),
It has fields of an exchange point (B6) and a product classification (B7).

FIG. 4 shows the contents of one record of customer point data. Each field includes a member number (D1), a cumulative point (D2) indicating the cumulative number of points of the customer up to the present, and a point exchange count (D3) indicating the number of points exchanged by the customer so far. Each time the member customer uses the point card, the customer point data is updated according to the contents of the purchase data generated at that time.

FIG. 5 is a view for explaining one record of the daily record data. The daily performance data is created by totaling sales performance data of each day for each store, that is, purchase data created on that day. Usage date (E1), week code (E2), store code (E
3), company code (E4), building code (E5), total sales amount, number of points, number of uses, number of users, number of exchanges (E6) on the day of use, sales amount and points divided by member attribute, age, and gender Number, number of uses, number of users, number of exchanges (E10
To E219), the total number of exchange points on the day (E220),
Returns on the day (E221), returns on the day (E22)
2) Each field is provided. In addition, FIG.
It is assumed that there are 0 types and the age of members is divided into seven types. If the way of summing these is changed, the number of fields will be different.

The customer analysis system 1 of this embodiment has three functions: calendar analysis, sales promotion setting, and performance tallying. This will be described in the following order.

FIG. 6 shows a customer analysis system 1 which first appears when the analysis terminal 10 connects to the center server 20.
It is a home screen. By pressing the calendar analysis button, the screen moves to the calendar analysis setting screen in FIG. The use place radio button sets the range of the place where the sales result data is totaled. Stores are analyzed only by the store of the user operating the analysis terminal, companies are analyzed by sales performance data of the company to which the store belongs, and buildings are analyzed by sales performance data of the entire mall where the store is located. To do.
Specify the month to be analyzed by use year and month. Only sales performance data for the specified date is used for analysis. However, when a month-to-month change or a year-on-year change is specified in the display method specification, the actual data of the corresponding month is also referred. A detailed display method can be specified exclusively from these.

When the display method is designated as "detail" in FIG. 7,
The data of the designated year and month are totaled, and a screen (calendar screen) as shown in FIG. 10 is displayed. In FIG. 10, the sales figures for each day of the designated year and month (December 1999 in the figure) are displayed in each date column of the calendar. The display items for each date include usage amount, number of uses, number of users, customer unit price,
The average usage amount, usage points, exchange points, number of exchanges, return amount, and number of returns. However, the last five items are not displayed in the case of the last four months or earlier. This calendar screen is displayed by totaling the daily result data (the result data of a certain day at each store) in FIG. 5 in a specified counting unit.

From the calendar screen shown in FIG. 10, detailed information can be viewed by further narrowing down the tabulation range. FIG. 11 shows a method of designating a totaling range specific to calendar analysis. By selecting the range on the calendar screen, the total range can be narrowed down to any of the whole month, the day of the week, the week, or a specific day, and analyzed. Assuming that customers' purchase behavior is correlated with the conditions such as weekday or weekend, whether it is Monday or after holiday, the end of the month or payday, the bonus payment month or the end of the year, that is, the calendar condition, It is meaningful to analyze from this perspective.

FIG. 12 shows a detailed totaling window 200 that appears on the screen when a specific “day” or “week” is focused. The sales performance data in the aggregation range is classified according to the gender of the customer on the vertical axis and the age of the customer on the horizontal axis, and the use amount, the use point, the number of uses, the number of users, and the number of exchanges are displayed in each cell.

FIG. 13 shows a detailed summary window 2 which appears on the screen when the "day of the week" or "month" is focused.
01. The sales performance data in the aggregation range is categorized by customer age on the vertical axis and customer attributes (occupation, etc.) on the horizontal axis, and the usage amount, usage points, usage count, number of users, and exchange count are indicated in each cell. indicate. In addition, each of these cells can be checked by gender-separated display. When any of the cells, for example, a cell corresponding to a company employee in their forties, is selected and a “Separate by gender” button is clicked on the lower left of the screen, a gender-specific detailed display window 2 of the selected cell is displayed.
02 appears.

When the display method is designated as “previous month” or “previous year” in FIG.
Calculate the numerical value compared with the result of the same aggregation range of the previous month or the previous year, and display them as a percentage on the calendar screen. FIG. 14 shows this state. If "Previous Month Ratio" is specified, the usage amount, the previous month of the usage amount, the number of uses, the previous month of the number of uses, the number of users, and the previous month of the number of users are displayed in the columns for each date on the calendar screen Is done.
If “Year-on-Year” is specified, the usage amount, the year-on-year percentage of the usage amount, the number of uses, the year-on-year percentage of the number of uses, the number of users, and the year-on-year change of the number of users are displayed in the columns for each date on the calendar screen Is done.

Next, the operation of the sales promotion setting means will be described. When any of the displayed cells is selected in the detailed totaling windows 200, 201, and 202, a "go to sales promotion setting" button at the lower right of each window becomes selectable.
At this point, when the “To sales promotion setting” button is clicked, the sales promotion setting means is called.

Then, first, the customer corresponding to the selected cell (for example, on Wednesday of December 1999, the company code 0
For the employee who used the store No. 01, a customer in his forties, a female member customer), the corresponding record is searched from the purchase data for the month, and the member numbers are listed. Then, a confirmation screen shown in FIG. 15 appears. If "yes" is selected here, the screen of FIG. 16 is displayed, and an output format is selected. If an e-mail is selected here, an e-mail is created on the e-mail editing screen shown in FIG. When the mail is completed, press the "OK" button at the bottom left. Then, the mail transmission screen shown in FIG. 18 is displayed. here,
When the "OK" button is pressed, an e-mail is sent to the extracted members.

It should be noted that the member extraction can be performed by setting the extraction conditions from the member extraction screen shown in FIG. 9 which appears immediately after pressing the “sales promotion setting” button in FIG. 6 (main screen) without going through the calendar analysis. it can. After setting the conditions, pressing the “OK” button at the bottom of the member extraction screen causes the confirmation screen of FIG. 15 to be changed to the output format selection screen of FIG.

In FIG. 16, when DM is selected, data to be transferred to the direct mail issuing system (such as a list of the member's address, name, postal code, etc.) is sent to a file in order to send the extracted direct mail to the member customer. Output. In FIG. 16, when data is selected, raw data relating to the extracted customer is extracted from the customer database and output to the analysis terminal (file transfer) in order to enable more detailed analysis of the extracted member customer. .
For example, a list of customer masters of extracted member customers, contents of customer point data, recent purchase data records, etc. are collectively output in one file or one file for each member customer.

Next, performance tallying will be described. When the “performance” button is pressed in FIG. 6 (main screen), a performance monthly report setting screen shown in FIG. 8 is displayed. Here, one of three aggregation methods is selected for each month: (1) by building, (2) by store in one building, and (3) by store in one company. . By selecting the radio button at the top of the performance monthly report setting screen, one of the above (1) to (3) is designated. In the case of (2), a building is selected from the list box to the right of the radio button. In the case of (3), the company name is selected from the list box to the right of the radio button. Also, set the display month,
Specify the month to count.

FIG. 19 is a display screen of the result of the totalization of the performance for each building. For each building, the usage amount, the number of uses, and the number of users in the specified month are displayed. FIG. 20 is a tabulation screen for each store in one building. Displays the amount of money used, the number of uses, and the number of people in a specified month for each store in a specific building. FIG. 21 is a tabulation screen for each store in one company. Displays the usage amount, the number of uses, and the number of users in a specified month for each store of a specific company.

The customer analysis system 1 according to one embodiment of the present invention has been described above. As shown in FIG. 1, in the customer analysis system 1, the analysis terminal uses a WWW browser, and the center server executes the application logic of the customer analysis means 21 and the sales promotion setting means 22. By implementing the application logic in a server client model, a configuration may be adopted in which the customer analysis unit 21 and the sales promotion setting unit 22 are mounted on the analysis terminal side. In such a case, the analysis terminal is equipped with dedicated client software for the customer analysis system, so that a WWW server and a WWW browser are not required.

Next, variations of some embodiments of the calendar analysis will be described. FIG. 22 shows a calendar display in which the weather of the day is displayed as icons together with the sales performance data for each day. If weather data such as the current day's weather and the maximum and minimum temperatures are recorded in the daily performance data, it is possible to display the calendar in this manner. When dealing with a product whose sales greatly depend on the weather of the day, an analysis in consideration of the weather conditions is necessary, and the analysis by the display as shown in FIG. 22 is meaningful.

FIG. 23 shows one of the calendar screens displayed in different display formats according to the result of comparison with the target value for each day.
This is the display for the day. The display style may simply change the color, such as displaying the numerical display color as red if the target is achieved, and black otherwise, or changing the style as shown in FIG.
Different icons may be displayed depending on whether the goal is achieved or not.

FIG. 24 is an example in which the detailed tabulation of the calendar analysis (the detailed screen focusing on the day of the week in the figure) is displayed not by the attribute of the customer but by the attribute of the purchased item. In this manner, the detailed screen of the calendar analysis can be displayed separately on an axis other than the attribute of the customer. However, in this case, it is necessary to properly input the product classification (B7 in FIG. 3) when generating purchase data at the store terminal. In addition to the daily record data record shown in FIG. 5,
It is necessary to create second daily performance data as shown in FIG. 25, which summarizes the performance of the day based on the product classification and the gender axis.

[0033]

As described in detail above, the calendar analysis system of the present invention easily sets calendar-like conditions such as days of the week and the beginning and end of the month, which are considered to be closely related to the consumer's consumption behavior. Can be grasped,
It is a unique system that can perform effective customer analysis.

[Brief description of the drawings]

FIG. 1 is an overall configuration diagram of a customer analysis system 1.

FIG. 2 is an explanatory diagram of the contents of one record of a customer master

FIG. 3 is an explanatory diagram of the contents of one record of purchase data.

FIG. 4 is an explanatory diagram of the contents of one record of customer point data.

FIG. 5 is an explanatory diagram of the contents of one record of daily performance data.

FIG. 6 is a main screen of the customer analysis system 1.

FIG. 7 is a setting screen for calendar analysis.

FIG. 8 is a setting screen of a performance monthly report.

FIG. 9 is a member extraction condition setting screen.

FIG. 10 is a calendar analysis screen.

FIG. 11 is a diagram illustrating a detailed display designation method on a calendar analysis screen.

FIG. 12 is a diagram illustrating a detailed display when focusing on a day or a week.

FIG. 13 is a diagram illustrating a detailed display when focusing on a day of the week or a month.

FIG. 14 is a diagram illustrating the display of the previous month and the previous year;

FIG. 15 is a confirmation screen of the number of members extracted.

FIG. 16 is an output format setting screen.

FIG. 17 is a sales promotion email creation screen.

FIG. 18 is a sales promotion e-mail transmission screen.

FIG. 19 is a building result display screen.

FIG. 20 is a result display screen for each store in a building.

FIG. 21 is a result display screen for each store in a company.

FIG. 22 is a calendar display screen including weather data.

FIG. 23 is a calendar display screen for changing a display style in comparison with a target value.

FIG. 24 is a calendar display screen that can be analyzed along the axis of product classification.

FIG. 25 is an explanatory diagram of the contents of one record of the second daily result data for displaying details in the axis of the product classification.

[Explanation of symbols]

 DESCRIPTION OF SYMBOLS 1 Customer analysis system 9 Network 10 Analysis terminal 11 WWW browser 20 Center server 21 Customer analysis means 22 Sales promotion setting means 23 WWW server 24 Database management means 30 External storage device 40 Store terminal

Claims (4)

[Claims] 1. A customer analysis system having a customer database based on sales performance data, wherein daily sales performance data is displayed in the form of a calendar, and a specific instruction is given by interactive instructions on the calendar. Date, day, week,
Aggregate sales performance data from the viewpoint of the month, and analyze and display it in multiple cells in separate frames around one or more customer attributes and / or item attributes that classify sales items Customer analysis system with functions. 2. A customer analysis system having a function of calculating a ratio of sales performance data for the previous year or the previous month to a total number in the calendar format display of the sales performance data for each day, and displaying them together. 3. In the calendar display of the daily sales performance data, weather data such as weather and temperature of the day are displayed as icons or numerical characters together with the daily sales performance data. The customer analysis system according to claim 1 or 2. 4. In the calendar format display of the daily sales performance data, the daily sales performance data is displayed in a different display format according to a result of comparison with a predetermined target number of the day by setting. The customer analysis system according to claim 1 or 2, wherein the customer analysis system can perform the analysis.