Haifa Petroleum Co. Sales Analysis

Abstract

The purpose of this project is to make customer segmentation (breaking down the customer base into segments by a number of different metrics), which in turn helps in identifying the best customers using their data in order to maintain those worthy ones attract the less loyal ones and find out the reasons why they are not loyal to the company , and then take an action to deal with these segments separately . We used IBM SPSS to analyze the data , we chose to apply RFM ( Recency , frequency , monetary ) model, to gain insight into customer behavior . The project illustrates Minimum data requirements, Model Description and how the model factors are categorized into bins, it also describes model figuration and each step separately, and some challenges that we faced and the solves we came up with ,Finally, the results we got and their explanation. RFM results can be used to make a more detailed reports and papers that are needed by managers and decision makers, especially when they want to get a very high ROI marketing campaigns and site designs .