Predictive Modeling of Campaigns to Quantify Performance in Fashion Retail Industry

Managing campaigns and promotions effectively is vital for the fashion retail industry. While retailers invest a lot of money in campaigns, customer retention is often very low. At innovative retailers, data-driven methods, aimed at understanding and ultimately optimizing campaigns are introduced. In this application paper, machine learning techniques are employed to analyze data about campaigns and promotions from a leading Swedish e-retailer. More specifically, predictive modeling is used to forecast the profitability and activation of campaigns using different kinds of promotions. In the empirical investigation, regression models are generated to estimate the profitability, and classification models are used to predict the overall success of the campaigns. In both cases, random forests are compared to individual tree models. As expected, the more complex ensembles are more accurate, but the usage of interpretable tree models makes it possible to analyze the underlying relationships, simply by inspecting the trees. In conclusion, the accuracy of the predictive models must be deemed high enough to make these data-driven methods attractive.