A Study of Sales Prediction Analysis in a Business Organization using Data Mining Technique

Various studies have been presented on sales prediction using datamining technique.The data mining technique has advantages & disadvantages however datamining techniques are more effective tool for analyzing sales prediction. The main objective of this paper is to give insights about customer’s experience of buying pattern , mining the database and association using sales data

Retail Shop Sales Forecast by Enhanced Feature Extraction with Association Rule Learning

Sales is a basic standpoint for business growth. Demand for consumer products decides the success rate of every business resulting in a profit. Proper analysis of the consumer interest in a particular product decides future sales. The ordinary tactics for sales and promotion objectives no longer help businesses keep up with the speed of a challenging market because it goes out with no knowledge of consumer buying habits. As a consequence of technological developments, significant changes can be seen in the domains of marketing and selling. As a result of such developments, multiple important factors such as consumers' buying habits, target people, and forecasting sales for the coming years can be readily determined, assisting the sales crew in developing strategies to achieve an upsurge in their company. This paper investigates the use of Association Rule Learning with Feature Extraction to forecast sales performance in order to recognise buyers. The consumer's related goods are identified using the association framework. Data on buying activities are derived from purchase invoices provided by the business. The outcome of both is utilized to create a company strategy. Support, Confidence, and Lift are the metrics used for evaluating the quality of association rules produced by the model. Based on the buyers’ preferences this paper forecasts retail shop sales and predicts the association relation between the products by feature extraction with Association rule learning to improve future sales. The suggested approach is employed to discover the most common pairings of items found in the business. This will assist with promotion and revenue. This method can help you find intriguing cross-selling and connected goods. The WEKA tool was used to evaluate the correctness of the Association rule that was created

Machine-Learning Techniques for Customer Recommendations

Today, there is a demand for automated procedures for predicting future customers using recommendation engines in the customer relationship management market. There are already functions commonly available for finding “twins”, i.e., possible customers that are similar to existing customers, and for browsing through lists of customers partitioned into categories such as locations or lines of business. Current recommendation engines are typically built using machine-learning algorithms. Thus, it is of interest to determine which machine-learning algorithms that are best suited for making a recommendation engine aimed at customer prediction possible. This thesis investigates the prerequisites for determining suitability, and perform an evaluation of various off-the-shelf machinelearning algorithms. The supervised learner models are shown to have promise, as a direct method of identifying new potential customers. A classifier algorithm can be trained using a set that contains existing customers, and be applied on a large set of various companies, to classify suitable prospects, provided there is a sufficiently large number of existing customers

New Approach for Market Intelligence Using Artificial and Computational Intelligence

Small and medium sized retailers are central to the private sector and a vital contributor to economic growth, but often they face enormous challenges in unleashing their full potential. Financial pitfalls, lack of adequate access to markets, and difficulties in exploiting technology have prevented them from achieving optimal productivity. Market Intelligence (MI) is the knowledge extracted from numerous internal and external data sources, aimed at providing a holistic view of the state of the market and influence marketing related decision-making processes in real-time. A related, burgeoning phenomenon and crucial topic in the field of marketing is Artificial Intelligence (AI) that entails fundamental changes to the skillssets marketers require. A vast amount of knowledge is stored in retailers’ point-of-sales databases. The format of this data often makes the knowledge they store hard to access and identify. As a powerful AI technique, Association Rules Mining helps to identify frequently associated patterns stored in large databases to predict customers’ shopping journeys. Consequently, the method has emerged as the key driver of cross-selling and upselling in the retail industry. At the core of this approach is the Market Basket Analysis that captures knowledge from heterogeneous customer shopping patterns and examines the effects of marketing initiatives. Apriori, that enumerates frequent itemsets purchased together (as market baskets), is the central algorithm in the analysis process. Problems occur, as Apriori lacks computational speed and has weaknesses in providing intelligent decision support. With the growth of simultaneous database scans, the computation cost increases and results in dramatically decreasing performance. Moreover, there are shortages in decision support, especially in the methods of finding rarely occurring events and identifying the brand trending popularity before it peaks. As the objective of this research is to find intelligent ways to assist small and medium sized retailers grow with MI strategy, we demonstrate the effects of AI, with algorithms in data preprocessing, market segmentation, and finding market trends. We show with a sales database of a small, local retailer how our Åbo algorithm increases mining performance and intelligence, as well as how it helps to extract valuable marketing insights to assess demand dynamics and product popularity trends. We also show how this results in commercial advantage and tangible return on investment. Additionally, an enhanced normal distribution method assists data pre-processing and helps to explore different types of potential anomalies.Små och medelstora detaljhandlare är centrala aktörer i den privata sektorn och bidrar starkt till den ekonomiska tillväxten, men de möter ofta enorma utmaningar i att uppnå sin fulla potential. Finansiella svårigheter, brist på marknadstillträde och svårigheter att utnyttja teknologi har ofta hindrat dem från att nå optimal produktivitet. Marknadsintelligens (MI) består av kunskap som samlats in från olika interna externa källor av data och som syftar till att erbjuda en helhetssyn av marknadsläget samt möjliggöra beslutsfattande i realtid. Ett relaterat och växande fenomen, samt ett viktigt tema inom marknadsföring är artificiell intelligens (AI) som ställer nya krav på marknadsförarnas färdigheter. Enorma mängder kunskap finns sparade i databaser av transaktioner samlade från detaljhandlarnas försäljningsplatser. Ändå är formatet på dessa data ofta sådant att det inte är lätt att tillgå och utnyttja kunskapen. Som AI-verktyg erbjuder affinitetsanalys en effektiv teknik för att identifiera upprepade mönster som statistiska associationer i data lagrade i stora försäljningsdatabaser. De hittade mönstren kan sedan utnyttjas som regler som förutser kundernas köpbeteende. I detaljhandel har affinitetsanalys blivit en nyckelfaktor bakom kors- och uppförsäljning. Som den centrala metoden i denna process fungerar marknadskorgsanalys som fångar upp kunskap från de heterogena köpbeteendena i data och hjälper till att utreda hur effektiva marknadsföringsplaner är. Apriori, som räknar upp de vanligt förekommande produktkombinationerna som köps tillsammans (marknadskorgen), är den centrala algoritmen i analysprocessen. Trots detta har Apriori brister som algoritm gällande låg beräkningshastighet och svag intelligens. När antalet parallella databassökningar stiger, ökar också beräkningskostnaden, vilket har negativa effekter på prestanda. Dessutom finns det brister i beslutstödet, speciellt gällande metoder att hitta sällan förekommande produktkombinationer, och i att identifiera ökande popularitet av varumärken från trenddata och utnyttja det innan det når sin höjdpunkt. Eftersom målet för denna forskning är att hjälpa små och medelstora detaljhandlare att växa med hjälp av MI-strategier, demonstreras effekter av AI med hjälp av algoritmer i förberedelsen av data, marknadssegmentering och trendanalys. Med hjälp av försäljningsdata från en liten, lokal detaljhandlare visar vi hur Åbo-algoritmen ökar prestanda och intelligens i datautvinningsprocessen och hjälper till att avslöja värdefulla insikter för marknadsföring, framför allt gällande dynamiken i efterfrågan och trender i populariteten av produkterna. Ytterligare visas hur detta resulterar i kommersiella fördelar och konkret avkastning på investering. Dessutom hjälper den utvidgade normalfördelningsmetoden i förberedelsen av data och med att hitta olika slags anomalier

Enhancing the Prediction of Missing Targeted Items from the Transactions of Frequent, Known Users

The ability for individual grocery retailers to have a single view of its customers across all of their grocery purchases remains elusive, and is considered the “holy grail” of grocery retailing. This has become increasingly important in recent years, especially in the UK, where competition has intensified, shopping habits and demographics have changed, and price sensitivity has increased. Whilst numerous studies have been conducted on understanding independent items that are frequently bought together, there has been little research conducted on using this knowledge of frequent itemsets to support decision making for targeted promotions. Indeed, having an effective targeted promotions approach may be seen as an outcome of the “holy grail”, as it will allow retailers to promote the right item, to the right customer, using the right incentives to drive up revenue, profitability, and customer share, whilst minimising costs. Given this, the key and original contribution of this study is the development of the market target (mt) model, the clustering approach, and the computer-based algorithm to enhance targeted promotions. Tests conducted on large scale consumer panel data, with over 32000 customers and 51 million individual scanned items per year, show that the mt model and the clustering approach successfully identifies both the best items, and customers to target. Further, the algorithm segregates customers into differing categories of loyalty, in this case it is four, to enable retailers to offer customised incentives schemes to each group, thereby enhancing customer engagement, whilst preventing unnecessary revenue erosion. The proposed model is compared with both a recently published approach, and the cross-sectional shopping patterns of the customers on the consumer scanner panel. Tests show that the proposed approach outperforms the other approach in that it significantly reduces the probability of having “false negatives” and “false positives” in the target customer set. Tests also show that the customer segmentation approach is effective, in that customers who are classed as highly loyal to a grocery retailer, are indeed loyal, whilst those that are classified as “switchers” do indeed have low levels of loyalty to the selected grocery retailer. Applying the mt model to other fields has not only been novel but yielded success. School attendance is improved with the aid of the mt model being applied to attendance data. In this regard, an action research study, involving the proposed mt model and approach, conducted at a local UK primary school, has resulted in the school now meeting the required attendance targets set by the government, and it has halved its persistent absenteeism for the first time in four years. In medicine, the mt model is seen as a useful tool that could rapidly uncover associations that may lead to new research hypotheses, whilst in crime prevention, the mt value may be used as an effective, tangible, efficiency metric that will lead to enhanced crime prevention outcomes, and support stronger community engagement. Future work includes the development of a software program for improving school attendance that will be offered to all schools, while further progress will be made on demonstrating the effectiveness of the mt value as a tangible crime prevention metric

Extraction of High Utility Itemsets using Utility Pattern with Genetic Algorithm from OLTP System

To analyse vast amount of data, Frequent pattern mining play an important role in data mining. In practice, Frequent pattern mining cannot meet the challenges of real world problems due to items differ in various measures. Hence an emerging technique called Utility-based data mining is used in data mining processes.The utility mining not only considers the frequency but also see the utility associated with the itemsets.The main objective of utility mining is to extract the itemsets with high utilities, by considering user preferences such as profit,quantity and cost from OLTP systems. In our proposed approach, we are using UP growth with Genetic Algorithm. The idea is that UP growth algorithm would generate Potentially High Utility Itemsets and Genetic Algorithm would optimize and provide the High Utility Item set from it. On comparing with existing algorithm, the proposed approach is performing better in terms of memory utilization. DOI: 10.17762/ijritcc2321-8169.15039

Designing Combo Recharge Plans for Telecom Subscribers Using Itemset Mining Technique

Now a days Machine Learning has become an integral part of human research. People are tending to select more automatic system rather than going with the manual handling. Data mining has the huge effect on business analysis as all business relies on their behaviour of customers. Mining the behaviour of customers can help the very existence of the company. This paper has proposed the way to satisfy customers in telecommunication market by knowing the customer’s recharge pattern. It can enhance their will to use the same service provider. By mining the recharge pattern of individual customer, this system will help telecom service providers to prepare combo plans, which will indeed be less than the individual recharges. For mining such kind of data, we are using FP Growth algorithm, it allows frequent item set discovery without candidate item set generation. FP Growth is two step approach, first it builds a compact data structure called the FP-tree and then Extracts frequent item sets directly from the FP-tree