Historical Sales Patterns

Client: Private equity firm interested in e-commerce business

A private equity firm interested in buying a fast-growing start-up engaged us to identify the unique customers of the company and assess their purchasing behavior over time to determine how much repeat business they could expect from the existing client base, in terms of units vs consumables purchases. The main problem with their database was there was no direct way to determine whether “John Smith” was the same as “Jon Smith”, or “Jonathan Smith” since customers could sign up for purchases with different accounts over time.

3 Key Insights:

We compiled the sales transactions of the company going back to 2012 and coming from 4 different sources: QuickBooks, ShipStation, NetSuite, and the woo-commerce platform.

 

We wrote a script to identify unique customers based on a fuzzy-matching algorithm using matching on customer name, email, phone number, and zip code.

 

Finally, we ran statistical tests on sales transactions to identify average client behavior based on historical purchases (e.g., how often they bought products in the past, whether they were purchasing refills/replacement units, etc.).

A Timeline of The Typical Customer

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