Economics and Administration Science Faculty

International Business Studies School

WORKSHOP 1 - CHAPTER 1

Topic:
Improving Decision Making: Using Databases to Analyze Sales Trends

Members:
Iglesias Saritama Eliana Lorena
Pazmio Miranda Johan Alexander

Subject:
Management Information Systems - B

Professor:
Miss Cynthia Romn

Date: Wednesday October 25, 2017

 Sales report

Executive Summary

This project will start out with raw transactional sales data and use Microsoft
Access database software to develop queries and reports that will help managers make
better decisions about product pricing, sales promotions, and inventory replenishment.
The database contains raw data on weekly store sales of computer equipment in various
sales regions. The database includes fields for store identification number, sales region,
item number, item description, unit price, units sold, and the weekly sales period when
the sales were made.

Introduction

This report has been written at the request of Sales and production managers. It
reviews the sales of the different stores from October to November of 2006. The
purpose of this report is to help managers resolve the following questions:

Which products should be restocked?

Which stores, and sales regions would benefit from a promotional campaign
and additional marketing?

When (what time of year) should products be offered at full price, and when
should discounts be used?
Findings

Which products should be restocked?

Following the politics of the company, each 3 month it is realized a stock

analysis. For every trimester is necessary start with an inventory of at least 300 units of
each product. The information given showed the units sold in each store, and based on
that, find which of the products should be restocked. Given the dynamic graphic, the
following products should be restored:

Store
Units Most Restock
Product indentification
Sold Quantity
number
101 Keyboard 232 68 5
17" Monitor 165 135 6
Desktop CPU 265 35 6
144 156 5
PC mouse 132 168 7
118 182 6

- Store #5
o 101 Keyboard: 68 restock quantity
o PC mouse: 168 restock quantity
- Store #6
o 17 Monitor: 135 restock quantity
o Desktop CPU: 35 restock quantity
o PC mouse: 182 restock quantity
- Store # 7
 o PC mouse: 168 restock quantity

Which stores, and sales regions would benefit from a promotional campaign and
additional marketing?

1) East

Total
300
250
200
150
100
50
0
Desktop CPU

Desktop CPU

Desktop CPU
17" Monitor

17" Monitor

17" Monitor
101 Keyboard

PC Mouse

101 Keyboard

PC Mouse

101 Keyboard

PC Mouse
Total

6 7 8
East

This region is made up of stores number 6, 7 and 8, of which it was found that
store number 8, compared to the others, has lower sales. According to the dynamic
chart, the east region has good sales, but it is the market 8 that needs changes to increase
the number of its items sold. For this to happen, should be used additional marketing; by
creating a marketing strategy, the number 8 store can reach more people to start buying
products the store offers. A way to increase sales using additional marketing could be
Social Media Marketing. Nowadays, business consider more effective to attract
customers by displaying their advertisements in the different popular social media such
as Facebook, Instagram or Twitter.
 2) North

The north region is part of stores number 4 and 5. Comparing the two stores, we
can see that being in the same region, one of them has higher sales. In this case, store
number 4 presents a situation like the before mentioned store number 8. To improve
sales, the store will have to implement an additional marketing strategy. The store
number 5 presents a very special situation, although it has good sales, a product stands
out more, and likewise, another product does not have high sales like the others. In the
situation of the tent number five, a promotional campaign should be used, taking
advantage of the high sales to raise the sales of the 17 Monitor. A possible solution
would be that for every purchase the customer makes of a 17 Monitor, also can buy a
PC Mouse at half its price.
3) South

In the southern region you can find stores 1, 2 and 3. Although sales are
relatively high, store 2 could improve the amount of sales you have made in the
quarter. In this case you could use the promotion campaign on products to boost the
sales index. The Desktop CPU is the best-selling product in the store, this can be
used to make a promotion with the other products to induce customers to also
acquire them. An example would be that by purchasing the Desktop CPU, you can
take the PC mouse with a 25% discount. Because the Desktop CPU can work in
conjunction with the PC mouse, this promotion can be very attractive to the
customer. Likewise, it can be done with the 17 Monitor and 101 Keyboard products.
When (what time of year) should products be offered at full price, and when should
discounts be used?

1) October

- Full Price
o 101 Keyboard: Store 5
o Desktop CPU: Store 6
o PC mouse: Store 5
- Discounts
o 101 Keyboard: Store 2 and 4
o 17 Monitor: Store 2
o Desktop CPU:1, 2 3 and 4
o PC mouse: 2 and 8

2) November
- Full Price
o 101 Keyboard: Store 5
o 17 Monitor: Store 6
o Desktop CPU: Store 6
- Discounts
o 101 Keyboard: Store 2
o 17 Monitor: Store 2
o Desktop CPU: Store 1, 2, 3 and 4
o PC mouse: Store 1, 2, 3 and 4

3) December
- Full Price
o 101 Keyboard: Store 5 and 6
o 17 Monitor: Store 6
o Desktop CPU: Store 6
o PC mouse: Store 5
- Discounts
o 101 Keyboard: Store 2
o 17 Monitor: Store 1, 2, 3, and 4
o Desktop CPU: Store 2
o PC mouse: Store 2