Agustin, Aisyah Rahma and Hermanto, Elizabeth Alda (2026) ANALISIS DATA PENJUALAN PERLENGKAPAN RUMAH PADA TAHUN 2019-2020 DI REGIONAL US MENGGUNAKAN RCA UNTUK MENINGKATKAN PENJUALAN. Project Report (Praktek Kerja Lapang dan Magang). UPN Veteran Jawa Timur, UPN Veteran Jawa Timur. (Unpublished)
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Abstract
Sales of household products in the United States region during the 2019–2020 period experienced a significant decline in the wholesale and distributor channels. This decline contrasted with the stable performance observed in the online and in-store channels. The issue was driven by several factors, including less strategic store locations, a lack of attractive customer discounts, inefficient delivery times, and suboptimal allocation of sales personnel. These conditions not only affected the company's overall performance but also created challenges in developing effective strategies to enhance its competitiveness. This Internship Program (Praktik Kerja Lapangan/PKL) aimed to provide data-driven strategic recommendations to increase wholesale channel sales by 13.58% and distributor channel sales by 7.97% within six months. In addition, the study sought to identify the root causes of declining sales performance, evaluate their impacts, and design practical solutions to improve operational efficiency and sales attractiveness across both distribution channels. The methodology employed in this internship consisted of four main stages: understanding the business problem, performing data cleaning, conducting data analysis using the Root Cause Analysis (RCA) method with SQL in Google BigQuery, and visualizing the analytical results using Power BI. The dataset included several key variables, such as store location, discount policies, sales team performance, delivery duration, household income, and regional population. The RCA approach was applied to identify the underlying causes of the declining sales performance, enabling the proposed solutions to address the core issues rather than merely providing temporary fixes. The analysis revealed that the decline in wholesale channel sales was primarily caused by store locations situated in areas with low household income, insufficient discount incentives, and inadequate allocation of sales personnel in high-potential regions. Meanwhile, the decline in distributor channel sales was attributed to inefficient delivery times, less effective product promotion, and the misalignment of resource allocation with market demand. By implementing data-driven strategies, such as increasing the frequency and variety of discounts, relocating stores to more strategic locations, and assigning additional sales personnel to high-potential areas, wholesale channel sales are projected to increase by 13.58%. For the distributor channel, initiatives such as reducing delivery times, enhancing region-based promotional activities, and optimizing the use of analytics technology are expected to improve sales by 7.97%. This internship provided valuable experience in applying modern data analytics technologies to solve real-world business problems. The use of Google BigQuery enabled efficient processing of large-scale datasets, while the implementation of Root Cause Analysis (RCA) provided deeper insights into the underlying causes of business issues. Furthermore, the data visualizations created using Power BI facilitated clear communication of analytical findings to stakeholders. These experiences enhanced the author's ability to make data-driven decisions that align with the needs of today's digital industry. Based on the findings, several strategic recommendations are proposed. First, the company is encouraged to continuously leverage analytics technologies to support evidence-based decision-making. Second, resources should be allocated more efficiently by considering the specific requirements of each distribution channel and the characteristics of their operational regions. Third, promotional strategies and discount management should be regularly evaluated to ensure sustained customer appeal, particularly in the wholesale and distributor channels. In addition, this study contributes to the academic field by serving as a practical reference for learning in data analytics, information systems, and business management. By integrating theoretical concepts with practical applications, this study provides benefits not only to the company but also to the advancement of knowledge and the development of students' competencies in addressing real-world business challenges. Overall, this internship is expected to provide long-term value to the company by helping address operational challenges more effectively in the future. Moreover, for both the author and the academic community, this study may serve as a foundation for further developing more effective analytical approaches to solving increasingly complex business problems.
| Item Type: | Monograph (Project Report (Praktek Kerja Lapang dan Magang)) | ||||||||
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| Subjects: | T Technology > T Technology (General) > T58.6-58.62 Management Information Systems | ||||||||
| Divisions: | Faculty of Computer Science > Departemen of Information Systems | ||||||||
| Depositing User: | Aisyah Rahma Agustin | ||||||||
| Date Deposited: | 20 Jul 2026 06:41 | ||||||||
| Last Modified: | 20 Jul 2026 06:41 | ||||||||
| URI: | https://repository.upnjatim.ac.id/id/eprint/56059 |
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