Marketing strategy support system for business customer sales and territory sales information

• US 6,578,009 B1
• Filed: 02/18/2000
• Issued: 06/10/2003
• Est. Priority Date: 02/18/1999
• Status: Expired due to Fees

• Current Assignee: Pioneer Corporation
• Original Assignee: Pioneer Corporation
• Inventors: Shinozaki, Noboru
• Primary Examiner(s): Hafiz, Tariq R.
• Assistant Examiner(s): Bachner, Rebecca M.
• Application Number:
  US09/506,703
• Time in Patent Office: 1,208 Days
• Field of Search: 705/10, 705/14, 705/1, 705/36
• US Class Current: 705/36.00R
• CPC Class Codes: G06Q 10/06 Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 40/06 Asset management; Financial planning or analysis

Abstract

A marketing strategy support system has a server apparatus and a plurality of client apparatuses which can be connected through a communication device to the server apparatus. The server apparatus is provided with file devices for storing business customer sales information, territory sales information and own-product-business customer sale information. The server apparatus is also provided with calculating devices for calculating a deviation value “a” of a sale Y1 in each business customer, a change rate Y2 to a term of the total sales in each territory, a deviation value “b” of the change rate Y2 in each territory, a sale X1 on an actually sold base corresponding to a sale of one'"'"'s own company'"'"'s product to each business customer, a deviation value “c” of the sale X1 in each business customer, a change rate X2 to a term of the sale X1 as an index indicative of a growth of a selling power in each business customer, a deviation value “d” of the change rate X2 in each business customer, a PPM (Product Portfolio Management) parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values “a” and “b”, and a PPM parameter X indicative of one'"'"'s own company'"'"'s strength of each business customer as a weighted average of the deviation values “c” and “d”. Each of the client apparatuses is provided with a display device for displaying a scatter diagram in which the obtained PPM parameters Y and X are plotted on X-Y coordinates.

Claims

1. A marketing strategy support system having a server apparatus and a plurality of client apparatuses which can be connected through a communication device to the server apparatus,

said server apparatus comprising:

a first file device for storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file device for storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file device for storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating device for calculating a deviation value A of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored in said first file device;

a second calculating device for calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored in said second file device as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value B of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating device for calculating a sale X1 on an actually sold base corresponding to a sale of one'"'"'s own company'"'"'s product to each business customer in accordance with the own-product-business customer sale information stored in said third file device, and also calculating a deviation value C of the sale X1 in each business customer, in which said all business customers are used as a population;

a fourth calculating device for calculating a change rate X2 to a term of the sale X1 as an index indicative of a growth of a selling power in each business customer, and also calculating a deviation value D of the change rate X2 in each business customer, in which said all business customers are used as a population;

a fifth calculating device for calculating a PPM (Product Portfolio Management) parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B, and also calculating a PPM parameter X indicative of one'"'"'s own company'"'"'s strength of each business customer as a weighted average of said deviation values C and D;

a fourth file device for storing the calculated PPM parameters Y and X in correlation with each business customer; and

a server side modem for transmitting the PPM parameters Y and X stored in said fourth file device, through said communication device to said client apparatus, in response to a request from said client apparatus, and

each of said client apparatuses comprising;

a client side modem for obtaining the PPM parameters Y and X stored in said fourth file device through said communication device and said server side modem;

a display device for displaying a scatter diagram in which the obtained PPM parameters Y and X are plotted on X-Y coordinates; and

a judging device for judging, based on the obtained PPM parameters Y and X, whether or not one'"'"'s own company'"'"'s product is being sold to a given business customer at a predetermined proportion of the selling power of said given business customer.

2. A marketing strategy support system according to claim 1, wherein

each of said client apparatuses further comprises an input device for inputting condition data indicative of a condition of specifying the PPM parameters Y and X corresponding to a desirable marketing strategy analysis target among the PPM parameters Y and X stored in said fourth file device,

said client side modem transmits the condition data inputted through said input device through said communication device to said server side modem,

said server side modem receives the transmitted condition data,

said server apparatus further comprises an extractor for extracting the PPM parameters Y and X meeting the condition represented by the received condition data from said fourth file device,

said server side modem transmits the extracted PPM parameters Y and X through said communication device to said client side modem, and

said display device displays the scatter diagram in accordance with the PPM parameters Y and X received by said client side modem.

3. A marketing strategy support system according to claim 1, wherein at least one of said server apparatus and said plurality of client apparatuses further comprises a setting device for setting at least one of a configuration ratio of the weighted average when said PPM parameter Y is calculated and a configuration ratio of the weighted average when said PPM parameter X is calculated.

4. A marketing strategy support system according to claim 1, wherein said display device displays the scatter diagram in the scales respectively corresponding to the maximum values and the minimum values of the received PPM parameters Y and X.

5. A marketing strategy support system according to claim 1, wherein each of said plurality of client apparatuses further comprises a specifying device for specifying an indication range of the scatter diagram.

6. A marketing strategy support system according to claim 1, wherein, when obtaining at least one of the business customer sales information, the territory sales information and the own-product-business customer sale information which are respectively stored in said first, second and third file devices through said communication device, said display device displays the obtained information together with a name of a business customer corresponding to the obtained information in a predetermined format.

7. A marketing strategy support system according to claim 6, wherein, when a point plotted on the scatter diagram is specified, said display device displays information corresponding to the specified point among the obtained information together with the business customer name in the predetermined format.

8. A marketing strategy support system according to claim 1, wherein, when the point plotted on the scatter diagram is specified, said display device displays a map in which a predetermined mark overlaps with a position of the business customer corresponding to the specified point in accordance with a map data.

9. A marketing strategy support system according to claim 1, wherein

said server apparatus further comprises a fifth file device for storing rough profit information indicative of a rough profit of each business customer in correlation with each business customer, and

said third calculating device calculates the sale X1 on the actually sold base in accordance with the rough profit information stored in said fifth file.

10. A marketing strategy support system according to claim 1, wherein said first calculating device calculates, in accordance with product ratio information indicative of a ratio of a sales values of a specific product group with respect to a total sales value for each business customer in addition to the business customer sales information stored in said first file device, the deviation value A of a specific product group sale Y1′

, which is obtained by multiplying the sale Y1 with the ratio of the sales values of the specific product group for each business customer, in place of the sale Y1.

11. A marketing strategy support system according to claim 1, wherein

said server apparatus further comprises a taking-in device for taking-in the business customer sales information through said communication device from an information source, in which the business customer sales information is accumulated, and

said third file device updates a content thereof by the taken-in business customer sales information.

12. A marketing strategy support system having a server apparatus and a plurality of client apparatuses which can be connected through a communication device to the server apparatus,

said server apparatus comprising:

a first file device for storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file device for storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file device for storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating device for calculating a deviation value A of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored in said first file device;

a second calculating device for calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored in said second file device as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value B of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating device for calculating a PPM parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B;

a fourth file device for storing the calculated PPM parameter Y in correlation with each business customer;

an inputting device for inputting master budget data indicative of a master budget M1, which is an annual target sales value of one'"'"'s own company, and monthly configuration ratio data indicative of a monthly configuration ratio of the annual target sales value;

a fourth calculating device for converting the inputted master budget M1 to a master budget M2 on an actually sold base, on the basis of the own-product-business customer sales information stored in said third file device;

a fifth calculating device for distributing the master budget M2 on the actually sold base to each business customer as a business customer budget m2 on an actually sold base, in accordance with the PPM parameter Y stored in said fourth file device;

a sixth calculating device for converting the distributed business customer budget m2 to a business customer budget m1 on a sales base for each business customer;

a seventh calculating device for allocating the business customer budget m1 on the sales base to each month for each business customer in accordance with the monthly configuration ratio indicated by the inputted monthly configuration ratio data;

a fifth file device for storing individual budget information indicative of the business customer budget m1 distributed to each month in correlation with each business customer; and

a server side modem for transmitting the individual budget information stored in said fifth file device, through said communication device to said client apparatus, in response to a request from said client apparatus, and

each of said client apparatuses comprising;

a client side modem for obtaining the individual budget information stored in said fifth file device through said communication device and said server side modem;

a display device for displaying the obtained individual budget information in a predetermined format; and

a determining device for determining the budget for each business customer in accordance with the obtained individual budget information.

13. A marketing strategy support system according to claim 12, wherein

said inputting device is adapted to distribute as a business customer budget the master budget M1 to one or a plurality of business customers of an analysis non-target among all business customers,

said fourth calculating device converts, in place of the inputted master budget M1, a portion M1′ other than the business customer budget for the business customer or customers of the analysis non-target in the master budget M1, to the master budget M2 on the actually sold base, and

said seventh calculating device allocates one portion of the master budget M1 distributed to the business customer or customers of the analysis non-target, to each month, in accordance with the monthly configuration ratio indicated by the inputted monthly configuration ratio data.

14. A marketing strategy support system according to claim 12, wherein

each of said client apparatuses further comprises an input device for inputting condition data indicative of a condition of specifying the individual budget information corresponding to a desirable marketing strategy analysis target among the individual budget information stored in said fifth file device,

said client side modem transmits the condition data inputted through said input device through said communication device to said server side modem,

said server side modem receives the transmitted condition data,

said server apparatus further comprises an extractor for extracting the individual budget information meeting the condition represented by the received condition data from said fifth file device,

said server side modem transmits the extracted individual budget information through said communication device to said client side modem, and

said display device displays the individual budget information received by said client side modem.

15. A marketing strategy support system according to claim 12, wherein at least one of said server apparatus and said plurality of client apparatuses further comprises a setting device for setting a configuration ratio of the weighted average when said PPM parameter Y is calculated.

16. A marketing strategy support system according to claim 12, wherein

said server apparatus further comprises a sixth file device for storing rough profit information indicative of a rough profit in correlation with each business customer,

said fourth calculating device converts the inputted master budget M1 to the master budget M2 on the actually sold base, on the basis of the rough profit information stored in said sixth file device, and

said six calculating device converts the distributed business customer budget m2 to the business customer budget m1 on the sales base on the basis of the rough profit information stored in said sixth file device.

17. A marketing strategy support system according to claim 12, wherein, when obtaining at least one of the business customer sales information, the territory sales information and the own-product-business customer sale information which are respectively stored in said first, second and third file devices through said communication device, said display device displays the obtained information together with a name of a business customer corresponding to the obtained information in a predetermined format.

18. A marketing strategy support system according to claim 12, wherein said first calculating device calculates, in accordance with product ratio information indicative of a ratio of a sales values of a specific product group with respect to a total sales value for each business customer in addition to the business customer sales information stored in said first file device, the deviation value A of a specific product group sale Y1′

, which is obtained by multiplying the sale Y1 with the ratio of the sales values of the specific product group for each business customer, in place of the sale Y1.

19. A marketing strategy support system according to claim 12, herein

said server apparatus further comprises a taking-in device for taking-in the business customer sales information through said communication device from an information source, in which the business customer sales information is accumulated, and

said third file device updates a content thereof by the taken-in business customer sales information.

20. A marketing strategy support system comprising:

a first file device for storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file device for storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file device for storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating device for calculating a deviation value “

A”

of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored in said first file device;

a second calculating device for calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored in said second file device as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value “

B”

of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating device for calculating a PPM parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B;

a fourth file device for storing the calculated PPM parameter Y in correlation with each business customer;

an inputting device for inputting master budget data indicative of a master budget M1, which is an annual target sales value of one'"'"'s own company, and monthly configuration ratio data indicative of a monthly configuration ratio of the annual target sales value;

a fourth calculating device for converting the inputted master budget M1 to a master budget M2 on an actually sold base, on the basis of the own-product-business customer sales information stored in said third file device;

a fifth calculating device for distributing the master budget M2 on the actually sold base to each business customer as a business customer budget m2 on an actually sold base, in accordance with the PPM parameter Y stored in said fourth file device;

a sixth calculating device for converting the distributed business customer budget m2 to a business customer budget m1 on a sales base for each business customer;

a seventh calculating device for allocating the business customer budget m1 on the sales base to each month for each business customer in accordance with the monthly configuration ratio indicated by the inputted monthly configuration ratio data;

a fifth file device for storing individual budget information indicative of the business customer budget m1 distributed to each month in correlation with each business customer; and

a determining device for determining the budget for each business customer in accordance with individual budget information.

21. A program storage device readable by a computer, tangibly embodying a program of instructions executable by the computer to perform method processes for transmitting PPM parameters Y and X to a plurality of client apparatuses, each of which is connectable to said server apparatus through a communication device and comprises a client side modem for obtaining the PPM parameters Y and X through said communication device and a display device for displaying a scatter diagram in which the obtained PPM parameters Y and X are plotted on X-Y coordinates, said method processes comprising:

a first file process of storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file process of storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file process of storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating process of calculating a deviation value A of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored by said first file process;

a second calculating process of calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored by said second file process as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value B of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating process of calculating a sale X1 on an actually sold base corresponding to a sale of one'"'"'s own company'"'"'s product to each business customer in accordance with the own-product-business customer sale information stored by said third file process, and also calculating a deviation value C of the sale X1 in each business customer, in which said all business customers are used as a population;

a fourth calculating process of calculating a change rate X2 to a term of the sale X1 as an index indicative of a growth of a selling power in each business customer, and also calculating a deviation value D of the change rate X2 in each business customer, in which said all business customers are used as a population;

a fifth calculating process of calculating a PPM parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B, and also calculating a PPM parameter X indicative of one'"'"'s own company'"'"'s strength of each business customer as a weighted average of said deviation values C and D;

a fourth file process of storing the calculated PPM parameters Y and X in correlation with each business customer;

a transmitting process of transmitting the PPM parameters Y and X stored by said fourth file process, through said communication device to said client apparatus, in response to a request from said client apparatus; and

a judging device for judging, based on the obtained PPM parameters Y and X, whether or not one'"'"'s own company'"'"'s product is being sold to a given business customer at a predetermined proportion of the selling power of said given business customer.

22. A program storage device readable by a computer, tangibly embodying a program of instructions executable by the computer to perform method processes for transmitting individual business customer budget information to a plurality of client apparatuses, each of which is connectable to said server apparatus through a communication device and comprises a client side modem for obtaining the individual business customer information through said communication device and a display device for displaying the obtained individual business customer budget information in a predetermined format, said method processes comprising:

a first file process of storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file process of storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file process of storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating process of calculating a deviation value A of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored by said first file process;

a second calculating process of calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored by said second file process as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value B of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating process of calculating a PPM parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B;

a fourth file process of storing the calculated PPM parameter Y in correlation with each business customer;

an inputting process of inputting master budget data indicative of a master budget M1, which is an annual target sales value of one'"'"'s own company, and monthly configuration ratio data indicative of a monthly configuration ratio of the annual target sales value;

a fourth calculating process of converting the inputted master budget M1 to a master budget M2 on an actually sold base, on the basis of the own-product-business customer sales information stored by said third file process;

a fifth calculating process of distributing the master budget M2 on the actually sold base to each business customer as a business customer budget m2 on an actually sold base, in accordance with the PPM parameter Y stored by said fourth file process;

a sixth calculating process of converting the distributed business customer budget m2 to a business customer budget m1 on a sales base for each business customer;

a seventh calculating process of allocating the business customer budget m1 on the sales base to each month for each business customer in accordance with the monthly configuration ratio indicated by the inputted monthly configuration ratio data;

a fifth file process of storing individual budget information indicative of the business customer budget m1 distributed to each month in correlation with each business customer;

a transmitting process for transmitting the individual budget information stored by said fifth file process, through said communication device to said client apparatus, in response to a request from said client apparatus; and

a determining device for determining the budget for each business customer in accordance with individual budget information.

23. A computer data signal embodied in a carrier wave and representing a series of instructions which cause a computer to perform method processes for transmitting PPM parameters Y and X to a plurality of client apparatuses, each of which is connectable to said server apparatus through a communication device and comprises a client side modem for obtaining the PPM parameters Y and X through said communication device and a display device for displaying a scatter diagram in which the obtained PPM parameters Y and X are plotted on X-Y coordinates, said method processes comprising:

a first file process of storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file process of storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file process of storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating process of calculating a deviation value A of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored by said first file process;

a second calculating process of calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored by said second file process as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value B of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating process of calculating a sale X1 on an actually sold base corresponding to a sale of one'"'"'s own company'"'"'s product to each business customer in accordance with the own-product-business customer sale information stored by said third file process, and also calculating a deviation value C of the sale X1 in each business customer, in which said all business customers are used as a population;

a fourth calculating process of calculating a change rate X2 to a term of the sale X1 as an index indicative of a growth of a selling power in each business customer, and also calculating a deviation value D of the change rate X2 in each business customer, in which said all business customers are used as a population;

a fifth calculating process of calculating a PPM parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B, and also calculating a PPM parameter X indicative of one'"'"'s own company'"'"'s strength of each business customer as a weighted average of said deviation values C and D;

a fourth file process of storing the calculated PPM parameters Y and X in correlation with each business customer;

a transmitting process of transmitting the PPM parameters Y and X stored by said fourth file process, through said communication device to said client apparatus, in response to a request from said client apparatus; and

a judging device for judging, based on the obtained PPM parameters Y and X, whether or not one'"'"'s own company'"'"'s product is being sold to a given business customer at a predetermined proportion of the selling power of said given business customer.

24. A computer data signal embodied in a carrier wave and representing a series of instructions which cause a computer to perform method processes for transmitting individual business customer budget information to a plurality of client apparatuses, each of which is connectable to said server apparatus through a communication device and comprises a client side modem for obtaining the individual business customer information through said communication device and a display device for displaying the obtained individual business customer budget information in a predetermined format, said method processes comprising:

a first file process of storing business customer sales information indicative of a sale Y1 of each business customer with regard to at least two proximate terms;

a second file process of storing territory sales information indicative of total sales in each territory with regard to said terms;

a third file process of storing own-product-business customer sale information indicative of a sale of one'"'"'s own company'"'"'s product to each business customer with regard to said terms;

a first calculating process of calculating a deviation value A of the sale Y1 in each business customer, in which all business customers targeted for an analysis are used as a population, in accordance with the business customer sales information stored by said first file process;

a second calculating process of calculating a change rate Y2 to a term of the total sales in each territory indicated by the territory sales information stored by said second file process as an index indicative of a growth of a total buying power in each territory, and also calculating a deviation value B of the change rate Y2 in each territory, in which all territories targeted for the analysis are used as a population;

a third calculating process of calculating a PPM parameter Y indicative of an attractiveness of each business customer as a weighted average of the deviation values A and B;

a fourth file process of storing the calculated PPM parameter Y in correlation with each business customer;

an inputting process of inputting master budget data indicative of a master budget M1, which is an annual target sales value of one'"'"'s own company, and monthly configuration ratio data indicative of a monthly configuration ratio of the annual target sales value;

a fourth calculating process of converting the inputted master budget M1 to a master budget M2 on an actually sold base, on the basis of the own-product-business customer sales information stored by said third file process;

a fifth calculating process of distributing the master budget M2 on the actually sold base to each business customer as a business customer budget m2 on an actually sold base, in accordance with the PPM parameter Y stored by said fourth file process;

a sixth calculating process of converting the distributed business customer budget m2 to a business customer budget m1 on a sales base for each business customer;

a seventh calculating process of allocating the business customer budget m1 on the sales base to each month for each business customer in accordance with the monthly configuration ratio indicated by the inputted monthly configuration ratio data;

a fifth file process of storing individual budget information indicative of the business customer budget m1 distributed to each month in correlation with each business customer;

a transmitting process for transmitting the individual budget information stored by said fifth file process, through said communication device to said client apparatus, in response to a request from said client apparatus; and

a determining device for determining the budget for each business customer in accordance with the obtained individual budget information.