Using Consumer Clusters To Ramp Up ROI

Identifying buying behaviors to drive sales

Editor’s note: this is part two of a series.

For simplicity’s sake, let’s assume you have six products with only one size of each, but as a next step
you should really understand where your sales would come from.

Let’s examine this hypothetical example:

Source of Sales

The figure below expresses this data in a chart.

As the pie chart shows, the restaurant chain captures sales of fairly diverse products by a variety of
customer types: 20 percent of your revenues come from green salads, 20 percent from smoothies and 22
percent from double burgers.

As a next step let’s take a look at those consumers. A traditional strategy might look at customers in a
block of “Adults 16-45” or something similar. However a core strategy would seek to understand the true
consumer breakdown.