Abstract

A Geo-BI platform for Post Offices sales performance benchmarking
Track: Retail
Authors: Giorgio Pizzala, Stefano Brigaglia

Through the implementation of a Geo-BI solution, based on ESRI ArcGIS Server, Microsoft SQL Server Analysis Services and Microsoft Sharepoint, in Poste Italiane Spa we achieved our objective to evaluate a Post Office sale performances (financial products) by analyzing several KPIs compared with a sample of other benchmark Post Offices. The KPIs choice and calculation were performed using spatial analysis, defining for every Post Office its customer trade area and checking the local market, sales potential and the presence of competitors. In this way now we can measure the actual performances of a Post Office analyzing sales data in relation to the territorial context in which it's located. An approach of this type allows to compare the real performances of different points of sale normalizing the absolute sales data with respect to the environment in which they operate.