Products Offered We have developed a Lifetime Value Scoring (LVS) algorithm that creates a reliable estimate of future potential of each representative. The Direct Sales company has traditionally employed a uniform approach in serving its field sales force. The LVS enables the Direct Sales company to allocate resources according to expected return, as well as to develop targeted programs for different value strata. In addition, we have segmented the population based on demographics, geography, and product preferences. The segmentation allows Product Managers to develop targeted initiatives for their product lines, ensuring maximum return on investment. Satisfied Clients Avon Products, Inc. • Daily Sales Trending Systems This system guides tactical efforts to achieve sales goals. An analysis of daily billing transactions is done to project the 2-week campaign sales cycle. The projections are based on historical trends and indices, allowing for special treatment of current product mixes and sales force composition. • Estimating Future Sales To optimize stock levels in the warehouse, a catalog with the estimated high volume products is distributed to a select group of customers several months in advance. With the sales data from this sample, we have developed models to predict the national sales of these products. This has allowed Avon to minimize overhead and save an estimated 15 million dollars annually. • Test / Control Studies We have developed a reliable Test / Control methodology to allow management to gauge the effectiveness of new sales initiatives. • Sales force Management - Life Time Value Avon has a large and diverse contract sales force. A method to support sales representatives with a high potential for growth is very important. A Lifetime Value Score for sales representatives was developed to segment the sales force into three groups. This grouping is used in the prioritization and channeling of inbound Customer Care calls. In addition, it is used to lower the risk of investment in new representatives by identifying those who will produce high sales and low turnover. •Sales Force Management - Training and incentives A data mining practice supports targeting and selection of representatives for sales training and product promotion incentives. • Data Warehousing and Ad Hoc Analytical support In order to access information for quick cost effective retrieval, we developed a data warehousing system to gather data from disparate sources and organize it into a central repository. This information is organized to be consistent with business objectives. The system is flexible, accommodating new data sources without requiring costly reengineering. It is the source for almost all 'ad hoc' investigations, and provides support to several task forces and Business Transformation Teams. This effort assists in laying out the road map for IT Enterprise information architecture. • Operational Support We provide specialized staffing support to assure the continuity of Campaign Management, Data Mining, and system enhancements during an ongoing personnel transition period. • A large Business Services company with several divisions could not generate a 'complete customer view' across its divisions. Each division had its own, separate computer systems and databases, and its own metrics for customer performance. Marketwell facilitated the unification of customer databases by applying data cleansing and householding techniques, and developed a Corporate Data Mart that provides an Enterprise view of each customer. The company can now coordinate sales and marketing initiatives among its divisions that exploit opportunities across the entire corporation. - • A large Financial Services company, with experience and expertise in consumer database segmentation needed to develop a reseller database for external brokers and financial advisors. While there is a lot of external demographic and lifestyle data available on consumers, very little information exists on business units such as satellite brokerage offices and independent financial planners. Marketwell participated in internal data acquisition and modeling work, as well as in evaluating available external data. Clustering and other segmentation models were applied to the data to profile customers. Within months, a Reseller Data Mart was put in place that provides reporting and campaign planning for the company's reseller channel.                                                        - Project Management and programming • A Catalog company sells a wide array of products through several catalogs in a year. Accurate sales estimation is critical to the company's success. As in any catalog, individual product sales are affected by factors such as novelty, price, product mix, placement, and seasonality.. Marketwell assists the company in several ways: • A Data Mart based on several years detailed product history provides base planning capabilities and modeling data; • Product testing in advance of national rollouts has been refined. Representative samples have been created to provide advance reads, and the advance period extended to allow more time to react to early detection results. • A large Buyer's Club experienced a sudden loss of key Marketing and Statistical Analysts. With out prior experience in this field, we took over key functions, managing operational and ad hoc responsibilities, while helping the company rebuild its internal competence and proficiency through new hires. At the same time, we identified several areas for system and analytical improvements, and have joined in a task force for systems improvement in the company. • We assist many of our clients in Product and Channel Marketing Tests. Using past performance indicators, we develop, track, and analyze Test and Control regions or panels. We then measure the impact of sales, customer retention, and other significant indicators using an incremental breakdown. BMG Direct BMG Direct • Operational Support We provide specialized staffing support to assure the continuity of Campaign Management, Data Mining, and system enhancements during an ongoing personnel transition period. Dreyfus Corportation • Broker / Dealer Channel Segmentation WAnalysis of external brokers selling Dreyfus products. Development of a targeted promotion strategy that identifies geographic opportunities for specific fund groups, matched with capabilities and performance history of External Brokers •Data Warehousing Planning, Design, and Execution support for the creation of a Broker / Dealer Data Mart, which supports the above Segmentation effort. Pitney Bowes Corporation • Strategic Planning Support To assist high level tactical and strategic planning for the Pitney Bowes, we developed a 'Value Pyramid' that integrates all Pitney Bowes business relationships with a company. After Clustering and Segmentation of companies based on Pitney Bowes relationship and Company characteristics were done. Pitney Bowes now has a much better understanding of how it relates to its customers and markets. •Data Warehousing Planning, Design, and Execution support for the creation of a Broker / Dealer Data Mart, which supports the above Segmentation effort. •Data Warehousing The Small Business Systems division required an integration of their data systems with the larger corporate data stores. We planned, designed, and executed the creation of a Data Mart. General Information Marketwell, Inc. is proud to be a SAS Alliance Partner Contact: navin.sharma@marketwell.com