October - December 2004 |
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After using ArcGIS and the ArcGIS Geostatistical Analyst extension to examine the data and eliminate inconsistent and incomplete data, clusters of similar groups were generated using data containing approximately 130 socioeconomic variables. This type of analysis is commonly used for research such as digital interpretation of pattern recognition analysis. Distance measurements among groupings identified groups that were homogeneous with respect to certain criteria. For the project, 12 clusters were generated. These clusters are similar with regard to factors such as investment potential, infrastructure development, or cultural levels. Combining geographic information with statistical analyses provides higher quality and more precise results. Intraurban analyses used data geographically that was organized by census tract, street centerlines, and field surveys. Residential properties were classified using various specific criteria. Studies were carried out for market segmentation and qualification for residential and commercial markets. The data contained socioeconomic characteristics that allowed mapping of vacant parcels and buildings under construction and helped identify emerging markets and growth opportunities for Brasil Telecom. Revealing InformationBy geocoding customers and overlaying street network and aerial photos of market areas, it was possible to create evaluation algorithms that revealed information about current and potential clients that can identify where the network can be expanded or updated. Combining additional characteristics derived from fieldwork, such as socioeconomic class, products used, revenue levels, traffic types, and financial history, revealed marketing opportunities. These analyses showed average levels of consumption for the areas and showed where new products could be sold. Geostatistical AnalysesIn the near future, geostatistical analyses developed using GIS, coupled with other technologies for information dissemination, will improve the study of the fundamental nature of the telecommunications market. Better market knowledge and more accurate market segmentation will help the company find new clients, discover and grow new markets, and develop new products for targeted audiences. It will give Brasil Telecom the ability to view the market in a global way while still being able to focus on the local market structure.
The robust statistical analyses available through the use of the SAS Bridge extension with ArcSDE will supply analysis tools not previously available. Statistical studies, which were calculated and displayed in spreadsheets and displayed in graphs, will be enhanced with variables from other databases, modeled, and mapped for more powerful analysis. This capability is essential for studying the dynamic telecommunications market. ConclusionBeing able to see how market areas, clients, and competitors relate spatially will make the company more responsive to marketplace challenges. GIS helps realistically model conditions by mapping influential areas, the market penetration of proposed plans, and other scenarios to reveal market dynamics. These techniques will assist with planning tasks and feasibility studies for projects by supplying more precise cost estimates that optimize financial investments. Using GIS tools, Brasil Telecom has acquired knowledge of its service area and customers that is enhancing its network planning and creating investment opportunities in new technologies, which will generate more attractive products that will attract and hold customers. The project has helped develop applications for measuring sales channels and identifying existing services that can be commercialized without additional investment or high costs. For more information, contact George Serra Almeida About the AuthorsMaria da Concei��o Pereira has a major in business management and a master's degree in demography from the Universidade Federal de Minas Gerais. She is the manager for market intelligence at Brasil Telecom-BrT. George Serra Almeida is a geographer, specialized in GIS and computer science, and has a master's degree in GIS from the Universidade de Sao Paulo. He is the manager for the geomarketing and software localization sectors at Imagem Geosistemas E Com�rcio Ltda. Adriano Junqueira is an electrical engineer, specialized in accounting and project management. He is responsible for business development at Imagem Geosistemas E Com�rcio Ltda. |