Aptos: Engaging Customers Differently

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1 Aptos Analytics

2 2 Aptos Analytics Aptos: Engaging Customers Differently To succeed in today s The Aptos retail Yet the Aptos advantage demanding retail suite includes: is about far more than just environments, you must our solutions. We leverage be able to fully understand Store / Mobile Store more than 40 years of your customers; to Enterprise Order best practices; utilize the profitably align your offerings with their traits and preferences in every channel and touchpoint; and to support rich, effortless, customercentric shopping journeys. Aptos delivers that advantage to apparel, footwear, specialty and general merchandise retailers. Our singular commerce platform and Management Digital Commerce Customer Relationship Management / Clienteling Merchandising Planning and Assortment Planning Sourcing and Product Lifecycle Management Audit and Operations Management innovative Cloud solutions Retail Analytics unify complex omni- Secure Data Management channel environments with the power of one customer, one brand, one inventory, one order, one plan and one truth, to enable seamless customer experiences and optimized management of your entire enterprise. Professional Services Cloud to drive efficiency, productivity and growth; support our clients through collaborative, long-term partnerships; and link our compensation directly to your success. In all these ways and more, we engage customers differently for superior results.

3 Aptos Engaging Customers Differently 3 Aptos Analytics Suite Play Offense with Advanced Retail Analytics Wouldn t it be great if you could easily dig through your mountains of data to uncover the right action at the right time impacting your sales, margins and inventory productivity? Now you can! Aptos Retail Analytics combines data warehousing and sophisticated retail big data analytics into role-based, actionable and repeatable processes that leverage your data richly and efficiently, giving your team has more time to think strategically, take action, and run your business. Aptos Retail Analytics Combines BI and Playbooks to Drive Performance Enterprise-Wide Inventory Productivity: Find fixable inventory outliers to reduce stockouts and lost sales, and create merchandise plans informed by prior stockouts, lost sales, overstocks and markdowns to optimize inventory balance across all channels, stores and distribution centers. Localized Assortment Performance: Analyze assortments and merchandise by store and store attribute across a number of performance areas to make significant improvements in assortment depth and breadth, size, and price balance, as well as delivery timing. Market Basket Analysis: Gain a better understanding of customers purchase behavior by uncovering what items they are buying together, when and how frequently, driving better promotions, store presentations and high customer satisfaction. With Aptos Retail Analytics you will make more profitable retail merchandising, direct-toconsumer and store operations decisions, to: Avoid stock-outs and overstocks Reduce transfers Boost sales and operating margins Minimize markdowns Improve inventory productivity Free up open-to-buy Drive strategic collaboration Customer Centricity: Uncover specific analytical data about your customers based on their actual shopping interactions. Enhance your understanding of different customer segments across merchandising as well as marketing, creating more effective localized assortment performance plans and marketing strategies that better align with who your customers really are. Analytic Applications: Leverage iterative analytics and what-if scenarios to conduct advanced store grading, smart assortment planning, and implement precise size curves. Generate more accurate plans, buy product more efficiently, and allocate in tune with true customer demand to increase sales and margin while satisfying the customer. Aptos Retail Analytics Playbooks can be integrated with any BI tool and/or data warehouse platform or utilized in conjunction with Aptos Retail Business Intelligence (RBI), a packaged BI data warehouse, and ETL solution exclusively for retailers. The Aptos team of experts will work with you to tailor and integrate Playbooks to your specific organization in as little as 60 days.

4 4 Aptos Analytics Retail Business Intelligence Effective, intelligently designed and usable reporting is key to success in the retail industry; however, many retailers work too hard to deliver reporting that keeps pace with their organizations diverse, everchanging needs. What your business needs is an easy, comprehensive way to analyze, organize, and store all the data you need to make the best possible business decisions. What you need is Aptos Retail Business Intelligence. Analytics for the Entire Enterprise Aptos Retail Business Intelligence (RBI) is a comprehensive enterprise business intelligence solution that houses data from sales, inventory and supply chain operations and is quickly configurable for your unique business. Retail Business Intelligence is designed to deliver analytics on any area of your enterprise, including: Merchandising: Better manage inventory at SKU level, per store and channel using current and historical data. Store Operations: Improve store performance tracking, transaction quality, conversion, and employee productivity. Omni Channel: Analyze the effectiveness of omni channel operations by combining all the factors that influence omni channel decisions in one place. This is the only way to truly understand the most effective strategy relative to omnichannel options. Supply Chain: Gain complete visibility into your supply chain and understand where supply chain is affecting your merchandising strategy. Direct-to-Consumer (D2C): Better understand and handle your ecommerce operation s unique complexities, such as demand, shipments, backorders, and length of order cycle. Customer Insights: More than just marketing, better understand how your customers are shopping throughout your operation and what is driving them to your store. Execute more effective assortment plans and marketing campaigns based on integrated customer segments, customer loyalty, sales transactions, registries, wish lists, social media, and survey data. Aptos Retail Business Intelligence can easily be extended to meet any BI challenge. Easily integrate with your existing systems Retail Business Intelligence s flexible ETL framework enables it to integrate with a wide variety of source data systems, both packaged and homegrown. The solution interfaces with our own Aptos solutions and dozens of other third-party systems. Retail Business Intelligence is also designed to operate atop other leading data warehouse database platforms, including IBM/Netezza, Teradata, Oracle, and SQL Server, as well as the industry s most popular BI tools.

5 Aptos Engaging Customers Differently 5 Retail Analytics Playbooks Aptos Retail Analytics Playbooks TM are unique, action-oriented retail analytics tools that identify and quantify problems and opportunities typically overlooked by traditional retail systems. Playbooks give business users across merchandising, store operations and marketing a prioritized method of finding the gaps operational and optimization systems commonly miss. Retail professionals spend 80% of their time chasing 20% of inventory outliers not handled by normal processes. 80% Handled by existing OS 20% This 20% contains the products with the greatest potential inventory return: The most unpredictable best sellers as well as the worst sellers caused by seasonal transitions, regional fashion, and fast trends. Retailers need a process to identify and prioritize actions relative to these outliers.

6 6 Aptos Analytics Aptos Customer Centricity Playbook Customers talk to retailers with their wallets: They tell retailers how they prefer to shop, what they like to buy, and how they like to be marketed to. But with customer relationship management (CRM) data harnessed only within the marketing department, it can be difficult to pinpoint and agree on exactly who your customers are and how they are reacting to your products chain-wide and at the local level. The Aptos Customer Centricity Playbook helps retailers segment customers and analyze performance by providing data on customer purchase behavior and interactions by channel, store, region, and more. Retailers can use this data to create a centralized view of actual customers, allowing merchants and marketing to make cohesive, customercentric decisions that engage customers and drive sales. The Customer Centricity Playbook delivers insight in the following six areas: Local Segmentation Identify how well you re attracting customers at all levels of your merchandise and store hierarchies. Understand what customers are buying, when, and through what channel to ensure you have the right inventory assortments by customer segments. Determine how the core customer is different in each department and identify where changes need to be made to better attract the dominant customer segment for each location. Promotional Response Examine your customers response to targeted promotions and marketing campaigns to evaluate and fine-tune your marketing efforts. Answer key questions like: Am I targeting the most profitable customer? What is the impact if I launch another to my target customers?

7 Aptos Engaging Customers Differently 7 Promotional Analysis Customer Market Basket Key Customer Stockouts Loyalty Flash Compare separate marketing events, such as storewide sales or high-traffic promotions, and how they perform based on customer segment, marketing channels, and purchase activity. Understand who responds to each type of promotion and the true profit they bring based on the actual items they purchase. Evaluate actual customer transaction history to get a true sense of your most profitable customers. Use transaction history to segment customers, understand how your most valuable customers shop throughout your store as well as what items they re buying together, develop targeted promotions and marketing campaigns based on their specific interests, and tailor your merchandising decisions to increase their loyalty to your business. Understand your highest-value customers and what they purchase, so you can ensure you always have the right inventory and assortments available at the right time to your most valuable shoppers. Discover who your customers are and how their shopping habits change over time to evaluate new versus existing shoppers and determine where you can get the most lift from your marketing dollars. Gain deeper insight into your most loyal customers, what drives them into your store, and exactly how profitable they really are. The Aptos Customer Centricity Playbook can utilized with Aptos Retail Business Intelligence or integrated with any other BI tool and/or data warehouse platform.

8 8 Aptos Analytics Aptos Localized Assortment Playbook You know your customers are different geographically, and that getting closer to your customer means localizing your assortment. Understanding local customer demand, buying, and allocating the right product assortment can make or break your profits. Delivering the right number of choices, in the right quantity, at the right time with the right size mix is challenging to track and measure. Doing it right by location in a scalable way is impossible without the right tools. With the Aptos Localized Assortment Performance Playbook, retailers get a view of local demand for each assortment, scored over time, which can be used to drive preseason plans and in-season adjustments. You also have a record of assortment performance history, allowing you to learn from the past and improve on an ongoing basis. Aptos Localized Assortment Performance Playbook gives buyers, planners, and allocators the knowledge and confidence they need to adjust their assortment mix, alter the size and price balance, and shift delivery timing to increase sales, turns, and profitability.

9 Aptos Engaging Customers Differently 9 Too Broad/Too Narrow Breadth Examine how your customers respond to each product assortment. Determine whether you have enough choices in the assortments that are driving your business, or too many choices in fringe or add-on assortments. Understand the historic demand and the future opportunity to accurately plan the best number of choices for each assortment in each location. Too Deep/Too Shallow Depth Evaluate how quickly your stores sell through each item in each assortment. Ensure you are correctly funding high performing items and not leaving sales on the table by stocking out too early on key items. Size Imbalance Capture customer demand, including lost sales opportunities by size. Determine whether you are over or under funding key sizes, causing a drop in profitability. Understand where stocking out of a size is bad or good, and where overstocking particular sizes can pay off in the long run. Broken Assortment Understand where on the selling floor you are still making a compelling presentation, and when your items and assortments are too broken to make a statement. Identify styles that have broken in size presentation sooner than anticipated, and opportunities to switch or add a new assortment earlier for a more complete assortment on the sales floor. Too Early/Too Late Seasonal Timing Determine how assortment choices initially perform by store to optimize assortment delivery based on local demand and customer reaction to specific products. Help ensure items hit the store with strong sales. Price Imbalance Discover how customers in each store are shopping your assortment by price to ensure you have the proper demand and inventory supply balance.

10 10 Aptos Analytics Aptos Market Basket Analysis Playbook The more you know about your customers buying behavior, the better you can create the shopping experience they desire and increase your profitability. The Aptos Market Basket Analysis Playbook helps retailers gain a better understanding of customer purchase behavior by analyzing detailed sales transaction information and pinpointing exactly which items your customers are purchasing together most frequently in individual stores, regions, or throughout the entire chain. The Market Basket Analysis Playbook goes beyond obvious correlations to reveal pull and cross-sell opportunities retailers might otherwise miss. You can use this data to make better decisions throughout the organization including merchandising, marketing, and store operations ultimately leading to a more customercentric merchandising mix and more satisfied customers. Using the Aptos Retail Exception Engine, the Market Basket Analysis Playbook processes all sales transaction detail to produce Pull, a powerful metric that explains the market basket performance of all your products. Retailers can use Pull in a variety of ways at any level and any combination of products and stores. Additionally, Pull can be combined with Lost Sales (another Retail Exception Engine metric) to understand the costly effect of stocking out of an important leading item. Market Basket Analysis Plays Include : Promotion Association Examine historical transactional data to better understand which items customers are likely to purchase during promotions to maximize your returns. Analyze promotions for the whole effect they have on your business not just the item(s) on promotion. Transactional Pull Discover the items driving transactions and the items they pull along with them to better understand potential lost revenue and to drive incremental add-on sales in dollars and units. Prevent merchandising decisions that negatively affect transaction performance by understanding which items are critical in your best transactions. Cross-Sell Build larger transactions by finding which items are selling together most frequently to optimize store and/or web layout and improve store personnel s ability to cross-sell.

11 Aptos Engaging Customers Differently 11 Aptos Dashboards and Operational Reports Data drives decisions across retail enterprises, but many retailers aren t equipped to quickly evaluate top KPIs in a standardized way. Uploading, organizing, and analyzing data in Excel spreadsheets is not only highly inefficient and time-consuming, but also often results in inconsistent and inaccurate data among users. Aptos Dashboards and Reports eliminate these issues entirely. Aptos Dashboards deliver a quick yet comprehensive overview to help critical personnel in your enterprise determine how they re performing compared to benchmarks, spot problems, and opportunities and understand what is driving their business. Dashboards are role-based and personalized: They focus users on the data they re specifically responsible for. The KPIs you see on your Dashboard depend upon your role and area of responsibility within the enterprise. Aptos Dashboards are designed for planners, allocators, buyers, executives, marketing, and store ops. Explore Your Data Further Using Aptos Operational Reports Dashboards are prescriptive tools: They give a snapshot of problems and opportunities. But retailers need more than a snapshot to make impactful decisions. That s where Aptos Operational Reports come in. Once a Dashboard user identifies a problem or opportunity on their Dashboard, they can drill down to the core data details to get a better understanding of what s happening using Operational Reports. Operational Reports provide users with the full detail they need to make data-driven decisions. Aptos also offers standalone Operational Reports for daily or weekly analysis. Using Operational Reports, retailers can standardize how personnel access enterprise data, empowering them to make smarter, faster decisions. Can t decide which Operational Reports are right for your enterprise? Our team of expert consultants can help with report rationalization services. Dashboards and Operational Reports were created by pulling from industry best practices as well as our team of retail experts collective experience of using, building, modifying, and running business intelligence systems for more than a decade. Aptos Dashboards and Operational Reports can be used in tandem with Aptos Retail Business Intelligence or can be configured within your existing data warehouse.

12 About Aptos: Engaging Customers Differently In an era of virtually limitless choice, sustained competitive advantage only comes to retailers who engage customers differently by truly understanding who they are, what they want and why they buy. At Aptos, we too, believe that engaging customers differently is critical to our success. We are committed to a deep understanding of each of our clients, to fulfilling their needs with the retail industry s most comprehensive omni-channel solutions, and to fostering long-term relationships built on tangible value and trust. More than 500 retail brands rely upon our Singular Commerce platform to deliver every shopper a personalized, empowered and seamless experience no matter when, where or how they shop. Learn more: Offices United States Aptos, Inc. 945 East Paces Ferry Road, Suite 2500 Atlanta, GA USA Aptos, Inc. 400 Venture Drive Lewis Center, OH USA Aptos, Inc. 15 Governor Drive Newburgh, NY USA Canada Aptos Canada Inc Trans-Canada Hwy, Suite 300 Saint-Laurent, QC H4S 1K5 Canada Mexico Aptos Mexico Blvd. Antonio L. Rodríguez 1882, Santa María Monterrey, NL, Mexico Contact info@aptos.com linkedin.com/company/aptos-retail twitter.com/aptos_retail facebook.com/aptosretail The contents of this document are for informational purposes only and are subject to change without notice. Aptos, Inc. makes no guarantee, representations or warranties with regard to the enclosed information and specifically disclaims, to the full extent of the law, any applicable implied warranties, such as fitness for a particular purpose, merchantability, satisfactory quality or reasonable skill and care. This document and its contents, including the viewpoints, dates and functional content expressed herein are believed to be accurate as of its date of publication, November The usage of any Aptos software shall be pursuant to the applicable end user license agreement and the performance of any consulting services by Aptos personnel shall be pursuant to applicable standard services terms and conditions. Usage of the solution(s) described in this document with other Aptos software or third party products may require the purchase of licenses for such other products. Aptos, Engaging Customers Differently, and the Aptos logo are trademarks of Aptos, Inc. Microsoft and Windows are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Apple, ipad, and ipod are either registered trademarks or trademarks of Apple Inc., registered in the United States and other countries. All other trademarks mentioned are the property of their respective owners. Copyright 2015 Aptos, Inc. All rights reserved.