Promotion planning system

• US 8,650,079 B2
• Filed: 02/28/2005
• Issued: 02/11/2014
• Est. Priority Date: 02/27/2004
• Status: Active Grant

• Current Assignee: Accenture Global Services Limited (Accenture PLC)
• Original Assignee: Accenture Global Services Limited (Accenture PLC)
• Inventors: Fano, Andrew E., Cumby, Chad M., Ghani, Rayid, Krema, Marko
• Primary Examiner(s): Hamilton, Matthew L
• Application Number:
  US11/069,113
• Publication Number:
  US 20050189414A1
• Time in Patent Office: 3,270 Days
• Field of Search: 705/14, 705/26, 705/39, 705/10, 705/7, 235/383
• US Class Current: 705/14.43
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0226 Incentive systems for frequent usage, e.g. frequent flyer miles programs or point systems
• CPC Class Codes: G06Q 30/0245 Surveys
• CPC Class Codes: G06Q 30/0247 Calculate past, present or future revenues
• CPC Class Codes: G06Q 30/0255 based on user history
• CPC Class Codes: G06Q 30/0273 Determination of fees for advertising

Abstract

A method and system for using individualized customer models when operating a retail establishment is provided. The individualized customer models may be generated using statistical analysis of transaction data for the customer, thereby generating sub-models and attributes tailored to customer. The individualized customer models may be used in any aspect of a retail establishment'"'"'s operations, ranging from supply chain management issues, inventory control, promotion planning (such as selecting parameters for a promotion or simulating results of a promotion), to customer interaction (such as providing a shopping list or providing individualized promotions).

Claims

1. A method comprising:

generating, for each of a plurality of customers, an individualized customer model using historical transaction data that is associated solely with the customer;

receiving a user input that indicates a goal of a promotion, wherein the goal identifies a desired long term effect of the promotion that occurs after the promotion has ended, and wherein the goal is selected from the group consisting of;

causing long term switches to a brand after the promotion has ended, causing a change in long term revenue after the promotion has ended, and causing a long term change in volume of sales after the promotion has ended;

automatically selecting a subset of the plurality of customers that are to be targeted with the promotion, based at least on the goal and the customer models;

automatically deriving suggested promotion parameters based at least on the goal for the subset of customers;

simulating, by one or more processors, an effect of the promotion on the subset of customers by applying the suggested promotion parameters to each of the individualized customer models that are associated with the subset of the customers that are selected to be targeted with the promotion; and

transmitting a promotional offer to one or more of the customers of the subset based on an outcome of simulating the effect of the promotion on the subset of customers.

2. The method of claim 1, wherein the suggested promotion parameters include a duration of the promotion.

3. The method of claim 1, wherein the suggested promotion parameters are automatically derived further based on suggested customer attributes;

and wherein the suggested customer attributes include minimum or maximum customer hoarding scores, or minimum or maximum customer price sensitivity scores.

4. The method of claim 1, further comprising:

outputting a representation of the simulated effect of the promotion with respect to the goal;

modifying, after outputting the representation, the promotion parameters; and

resimulating an effect of the promotion by applying the modified promotion parameters to each of the individualized customer models that are associated with the subset of the customers.

5. The method of claim 4, further comprising outputting a representation of an actual result of a different past promotion in association with the representation of the simulated effect of the promotion.

6. The method of claim 1, wherein the suggested promotion parameters represent parameters that a promotion planning system optimizes to meet the goal.

7. The method of claim 1, wherein the applying the suggested promotion parameters to each of the individualized customer models that are associated with the subset of the customers further comprises:

generating promotional rules based on the suggested promotion parameters; and

applying the rules to the individualized customer models that are associated with the subset of the customers.

8. The method of claim 1, further comprising receiving a user input that indicates a second goal of the promotion, wherein the second goal identifies a desired short term effect of the promotion that occurs during the promotion, wherein the outputting of a representation of the simulated effect of the promotion is also with respect to the second goal.

9. The method of claim 1, wherein the desired long term effect that the goal identifies is an effect occurring at least four replenishment cycles after the promotion has ended.

10. A system comprising:

one or more computers and one or more storage devices storing instructions that are operable, when executed by the one or more computers, to cause the one or more computers to perform operations comprising;

generating, for each of a plurality of customers, an individualized customer model using historical transaction data that is associated solely with the customer;

receiving a user input that indicates a goal of a promotion, wherein the goal identifies a desired long term effect of the promotion that occurs after the promotion has ended, and wherein the goal is selected from the group consisting of;

causing long term switches to a brand after the promotion has ended, causing a change in long term revenue after the promotion has ended, and causing a long term change in volume of sales after the promotion has ended;

automatically selecting a subset of the plurality of customers that are to be targeted with the promotion, based at least on the goal and the customer models;

automatically deriving suggested promotion parameters based at least on the goal for the subset of customers;

simulating an effect of the promotion on the subset of customers by applying the suggested promotion parameters to each of the individualized customer models that are associated with the subset of the customers that are selected to be targeted with the promotion; and

transmitting a promotional offer to one or more of the customers of the subset based on an outcome of simulating the effect of the promotion on the subset of customers.

11. A non-transitory computer-readable storage device storing software comprising instructions executable by one or more computers which, upon such execution, cause the one or more computers to perform operations comprising:

generating, for each of a plurality of customers, an individualized customer model using historical transaction data that is associated solely with the customer;

receiving a user input that indicates a goal of a promotion, wherein the goal identifies a desired long term effect of the promotion that occurs after the promotion has ended, and wherein the goal is selected from the group consisting of;

causing long term switches to a brand after the promotion has ended, causing a change in long term revenue after the promotion has ended, and causing a long term change in volume of sales after the promotion has ended;

automatically selecting a subset of the plurality of customers that are to be targeted with the promotion, based at least on the goal and the customer models;

automatically deriving suggested promotion parameters based at least on the goal for the subset of customers;

simulating an effect of the promotion on the subset of customers by applying the suggested promotion parameters to each of the individualized customer models that are associated with the subset of the customers that are selected to be targeted with the promotion; and

transmitting a promotional offer to one or more of the customers of the subset based on an outcome of simulating the effect of the promotion on the subset of customers.