houston petroleum valve company data-mining project mohammad h. monakes sam houston state university...
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Houston Petroleum Valve Company
Data-Mining Project
Mohammad H. Monakes
Sam Houston State University
Spring 2005
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Objectives
Categorize customers based on their annual purchase.
Determine and measure manpower for current business continuation.
Identify and recommend adjustments or realignments of the companies resources to improve, and optimize the customer services.
Provide planning to execute adjustments to current departments and management teams.
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Data
Based on management recommendations, a complete set of 2003 annual sales will be use for analysis and mining.
– There were no application upgrade in 2003.– No major change in services.– There were no major gain of loss of customer accounts in
2003.– There were limited loss or gain of employees.
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Summaries of the Collection
A total of around 20,000 records were collected from the data repository.
Total Sales = 12 Million $ Total Cost of Goods Sold = 8.4 Million $ Total Customers = 1,023 Total Sales People = 42 Total Employees in Customer Service, Sales
and Accounting departments = 85
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Data Cleansing
Three methods of cleansing were done on the data.– Attribute-oriented Induction, removal and
generalization of attributes.– Removal of weakly related attributes.– Removal of invalid tuples.
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Data Generalization
Attributes were grouped to calculate required summary of Sale, Quantity and Profit.– By Customer– By Region– By Sales Person
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Data Warehouse
DW consists of five dimension and one fact table created in a star schema.– Sales table (fact table)– Customer table– Salesperson table– Time table– Item table– Location table
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Measurements
Monday, May 02, 2005
Page 3
CSC 544 Data Mining - Measurements Hierarchy Mohammad H. Monakes
Location
Item
CustomerTime
Salesman
State
Product Group
Zip
Item
City
Year
Salesman
Quarter
Customer
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Star Schema
Fact Table
IKEY_ItemLKEY_LocationTKEY_TimeCKEY_CustomerSKEY_SalesmanSalesCost
Item Table
Item_KeyDescriptionItem_Type
Customer Table
Customer_KeyCustomer-Name
Location Table
Location_KeyCityStateZip
Time Table
Time_KeyYearQuarter
Salesman Table
Salesman_KeySalesman-Name
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Data Mining Reports
Accumulated sales. Accumulated of % increase Sales and Cost
of Goods. Accumulated of % increase orders by
customers
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Accumulated Annual Sales
Customer Total Sales
CST_1 $1,632,729.00
CST_2 $1,404,368.00
CST_3 $1,392,640.00
CST_4 $1,360,800.00
CST_5 $1,146,312.00
CST_6 $1,009,885.00
CST_7 $970,704.00
CST_8 $736,060.00
CST_9 $691,405.55
CST_10 $686,551.56
CST_11 $585,225.00
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Accumulated Annual Sales graph
Sales
$0.00
$200,000.00
$400,000.00
$600,000.00
$800,000.00
$1,000,000.00
$1,200,000.00
$1,400,000.00
$1,600,000.00
$1,800,000.00
1 94 187 280 373 466 559 652 745 838 931 1024
Sales
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Customer Accumulated % Sales % of the total Company Sales
Customer Sales Acc % Cost Acc %
CKEY-1689-Customer 2.30% 2.65%
CKEY-1640-Customer 4.28% 4.72%
CKEY-1788-Customer 6.24% 6.94%
CKEY-1882-Customer 8.16% 9.25%
CKEY-1551-Customer 9.78% 10.75%
CKEY-1882-Customer 11.20% 12.38%
CKEY-1751-Customer 12.57% 13.64%
CKEY-1751-Customer 13.61% 14.88%
CKEY-2052-Customer 14.58% 16.04%
CKEY-2052-Customer 15.55% 17.19%
CKEY-1252-Customer 16.37% 18.14%
CKEY-1913-Customer 17.19% 18.57%
CKEY-1565-Customer 17.92% 19.41%
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Customer Accumulated % Sales % of the total Company Sales
Sales Acc %
Cost Acc %
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$ Sales and Cost by Customer
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
70.00%
80.00%
90.00%
100.00%
1 101 201 301 401 501 601 701 801 901 1001
Customer
Sales Acc %
Cost Acc %
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Customer Accumulated Orders
Customers Orders Acc Order % to total
CKEY-1689-Customer 315 315 2.38%
CKEY-1640-Customer 204 519 3.92%
CKEY-1788-Customer 177 696 5.26%
CKEY-1882-Customer 174 870 6.57%
CKEY-1551-Customer 166 1036 7.83%
CKEY-1882-Customer 142 1178 8.90%
CKEY-1751-Customer 138 1316 9.94%
CKEY-1751-Customer 138 1454 10.99%
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Orders processed by CS
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
70.00%
80.00%
90.00%
100.00%
% of Customers
Order%
Customer%
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Conclusion
About %50 of sales is from 100 customers (around %10).
Around %80 or sales orders are processes for top 300 of customers (around %30).
5 salespersons from 42 are responsible for the top %10 customers.