The current economic climate has placed growing pressure on household disposable income. This project leveraged the data contained in the Onecard database to provide Progressive with an understanding of how basket-level changes made by customers were impacting sales positively and negatively.
Through an innovative use of micro-economic techniques and modelling, this project was able to accurately identify eight distinct purchasing strategies and how combinations of these were employed to impact Progressive’s total sales. The approach enabled these impacts to be viewed from a number of perspectives: by store, by region, by category and by any combination of these. Through understanding these differences, more tailored responses became possible.
It shows how investment in a loyalty programme to capture customer data can provide deep insight to support business decision-making.