End-to-End Predictive Analytics and Optimization in Ingram Micro’s Two-Tier Distribution Business

Reetabrata (Reeto) Mookherjee (), Jeet Mukherjee (), Jim Martineau (), Liang Xu (), Meggen Gullo (), Kailai Zhou (), Andrew Hazlewood (), Xiaochuan (Tracy) Zhang (), Ferrari Griarte () and Ni Li ()
Additional contact information
Reetabrata (Reeto) Mookherjee: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Jeet Mukherjee: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Jim Martineau: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Liang Xu: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612,
Meggen Gullo: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Kailai Zhou: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Andrew Hazlewood: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Xiaochuan (Tracy) Zhang: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Ferrari Griarte: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612
Ni Li: Global Business Intelligence and Analytics Center, Ingram Micro Inc., Irvine, California 92612

Interfaces, 2016, vol. 46, issue 1, 49-73

Abstract: Ingram Micro, the world’s largest distributor of technology products, operates in a high-volume low-margin environment. The company started its Business Intelligence and Analytics practice in North America in 2009. This group has since built and deployed a scalable, innovative price-optimization engine, a set of analytics applications to identify sales opportunities for Ingram Micro’s sales force and an integrated digital marketing platform to run data-driven marketing campaigns for its customers and end-user businesses. Since 2011, these products and analytics programs have generated $1.3 billion of incremental product revenue and $42 million of incremental gross profit. Our next steps are to continue to implement these best practices in regions outside of North America and continue our activities that enable our sales force to generate revenue.

Keywords: price optimization; business-to-business-to-business (B2B2B) commerce; price elasticity; predictive lead scoring; propensity modeling; marketing automation; nonlinear optimization; parameter estimation (search for similar items in EconPapers)
Date: 2016
References: View complete reference list from CitEc
Citations: View citations in EconPapers (2)

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