Classifying and Understanding Prospective Customers via Heterogeneity of Supermarket Stores

In recent years, the supermarket industry in Japan is in a state of declining sales over the long term, and market contraction is expected to continue due to environmental changes such as demographic changes. In this research, as a support for supermarket managers placed under such circumstances we suggest a new method to classify good customers who should be kept top priority. We define good customers on the basis of not only current good customers but also customers who generate most of sales in the future and classify good customers in advance from the current information. Additionally We provide goods information for outstanding purchase by good customers to supermarkets. It can be expected to contribute to the improvement of management efficiency by utilizing it for sales promotion activities.