1. Houston Petroleum Valve Company Data-Mining Project Mohammad H. Monakes Sam Houston State University Spring 2005

2. 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.

3. 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.

4. 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

5. 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.

6. Data Generalization Attributes were grouped to calculate required summary of Sale, Quantity and Profit. – By Customer – By Region – By Sales Person

7. 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

8. Measurements

9. Star Schema

10. Data Mining Reports Accumulated sales. Accumulated of % increase Sales and Cost of Goods. Accumulated of % increase orders by customers

11. Accumulated Annual Sales CustomerTotal 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

12. Accumulated Annual Sales graph

13. Customer Accumulated % Sales % of the total Company Sales CustomerSales Acc %Cost Acc % CKEY-1689-Customer2.30%2.65% CKEY-1640-Customer4.28%4.72% CKEY-1788-Customer6.24%6.94% CKEY-1882-Customer8.16%9.25% CKEY-1551-Customer9.78%10.75% CKEY-1882-Customer11.20%12.38% CKEY-1751-Customer12.57%13.64% CKEY-1751-Customer13.61%14.88% CKEY-2052-Customer14.58%16.04% CKEY-2052-Customer15.55%17.19% CKEY-1252-Customer16.37%18.14% CKEY-1913-Customer17.19%18.57% CKEY-1565-Customer17.92%19.41%

14. Customer Accumulated % Sales % of the total Company Sales

15. $ Sales and Cost by Customer

16. Customer Accumulated Orders CustomersOrdersAcc Order% to total CKEY-1689-Customer315 2.38% CKEY-1640-Customer2045193.92% CKEY-1788-Customer1776965.26% CKEY-1882-Customer1748706.57% CKEY-1551-Customer16610367.83% CKEY-1882-Customer14211788.90% CKEY-1751-Customer13813169.94% CKEY-1751-Customer138145410.99%

17. Orders processed by CS

18. 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.