Increasing sales with assortment segmentation

• Collected and structured sales data for the last two years.
• Grouped the assortment into a three-level structure by equipment functionality.
• Conducted an ABC analysis of sales in value and quantity terms.
• Calculated the profitability of sales for each group.
• Identified segments of assortment A, B, C (tangent method, Pareto curve).
• Made a two-dimensional analysis matrix - the amount and number of sales.
• Prescribed recommendations for sales for each segment.

According to Pareto's law, 20% of the assortment provides 80% of the sales profit. To understand which products bring the most profit, ABC-analysis comes in handy, it is a classical and well known method of sales analysis, but still the most useful in building sales. In this case, the increase in sales was staggering - almost a third over a year! Of course, we cannot say that this explosive growth happened only because of competent analytics, but it is where it all began.