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AI boosts sales
Over the past two years, we developed
several artifi cial intelligence solutions aimed at accelerating the Group s
digital transformation, says Constance
Grisoni, Data Solutions Manager.
These predictive models are based
on algorithms fed with high-quality
data with the aim of optimizing sales.
And they are a success.
Next Best Offer (NBO) recommends
the right product, to the right customer,
at the right time and on the right
channel (physical, phone, mail). For
example, within the limit of one request
per month and per customer, the NBO
suggests by email products related
to the latest orders. The solution has
been running successfully in France
since 2019.
In order to reduce the customer
attrition rate, or 'churn,' a system
of alert identifi es at-risk customers so that sales people can react. Other tools
were also created during the pandemic,
such as rebound alerts, which identify
customers whose business is recovering
faster than average for their sector
or who, on the contrary, are under-
performing.
These alerts, which were implemented
in many European countries and
Canada during the fi rst wave of the pandemic, have been preserved in
order to give sales people a forecast
of the evolving life-cycle of their
customers, notes Laurent Nizard,
Data Science Manager.
In the branches, the mix optimization
model aims to provide the right
products at the right time in terms
of product line breadth and depth.
This solution was developed in a
multi-disciplinary way between sales,
procurement, marketing, and
purchasing, with a considerable amount
of training for inventory managers in
the branches. Already in place in around
100 French branches, it is being
extended to the entire country.