BUSINESS CHALLENGE: A retailer wanted to identify shoppers who are most likely to switch to competitive retailer and also understand the triggers of switch so that they can pro-actively retain the high risk customers through marketing communications

APPROACH: Developed customer value segments from purchase data and then developed a propensity model on POS and loyalty card data to identify the customers who are most likely to migrate from higher value segments to the lower value segments, and, therefore have the highest the risk of attrition

BUSINESS IMPACT: This analysis enabled the retailer to identify customers with the highest probability of attrition and reduced targeting campaign cost significantly.