BDM Capstone · Jan – Jun 2026

Friends
Corner
Stationery

Optimizing Business Performance Through Sales & Revenue Analysis in a Stationery Retail Business — Mogalpura, Laheriasarai, Darbhanga, Bihar.

Darbhanga, Bihar 154 Days · 75 SKUs 9 AM – 9 PM · B2C ₹3,08,623 Total Revenue
154
Days of Sales Data
75
Products Tracked
8,357
Total Units Sold
₹14.0K
Avg Weekly Revenue
Business Context

Store Overview & Challenges

Friends Corner is a family-run B2C stationery retail business selling school supplies, office stationery, writing materials, and art supplies. Handwritten daily sales records were digitized into a structured dataset for analysis.

Store Profile
Store Name
Friends Corner
Location
Mogalpura, Laheriasarai, Darbhanga
Owner
Mr. Raj Kamal
Store Type
B2C Stationery Retail
Operating Hours
9 AM – 9 PM Daily
Employees
1
Study Period
1 Jan – 4 Jun 2026
Dataset Span
22 Weeks · 154 Days
Product Categories
TOP REVENUE — Notebook & Art Supplies
Notebook (23.1% of revenue) and Art Supplies (17.6%) together generate over 40% of total revenue across just 21 of 75 SKUs.
HIGH VOLUME — Pen, Adhesive, Office Supplies
Pens, Adhesives and Office Supplies move the most units (1,100+ each) but contribute comparatively lower revenue per unit.
LOWER SHARE — Eraser, Sharpener, Geometry
Eraser and Sharpener categories contribute under 2% of revenue each despite steady unit sales — low-ticket, high-frequency items.
Product Performance Visibility
No systematic way to identify high- and low-performing products across 75 SKUs.
  • Sales tracked manually on handwritten paper records
  • No product-wise or category-wise revenue visibility
  • Slow-moving and non-moving stock not flagged for review
  • Purchasing decisions made on intuition, not data
Weekly Revenue Volatility
Weekly revenue swings between ₹6,561 and ₹21,787 with no clear forecasting.
  • No structured tracking of weekly or day-wise trends
  • Difficult to plan staffing or inventory replenishment
  • Cash vs account collection split not analyzed
  • Peak sales days undocumented until this study
Data Collection
Data SourcePrimary · Handwritten records
Study Duration1 Jan → 4 Jun 2026
Total Records22 weeks · 75 products · 5 sheets
VariablesDate, Product, Qty, Rate, Revenue
DigitizationGoogle Sheets (5 worksheets)
Collection MethodOwner records & interview
Tech Stack
Google Sheets Charts & Dashboard Excel / Python Descriptive Statistics Pareto & FSN Analysis
AUTHOR
JAY KUMAR
Roll No. 24F2004977
BDM Capstone · IIT Madras · 2026
Visual Insights

Sales Analytics

22 weeks of granular product-level data across 11 categories, revealing revenue concentration, weekly volatility, and day-wise purchasing behaviour.

Category-wise Revenue Contribution
Share of total ₹3,08,623 revenue across 11 product categories
DOUGHNUT
Day-wise Sales Performance
Total revenue by day of week across the 154-day period
BAR
Weekly Revenue Trend — Week 1 to Week 22
Total revenue per week, 1 Jan – 4 Jun 2026
TREND LINE
Top 10 Products by Revenue
Highest revenue-generating products across all 22 weeks
TOP 10
Revenue Pareto Analysis
Top 20 products by revenue with cumulative % contribution
PARETO
FSN Revenue Distribution
Fast / Slow / Non-Moving product revenue share
FSN
Fast-Moving (47 products)₹1,68,358 · 54.6%
Slow-Moving (25 products)₹1,30,415 · 42.3%
Non-Moving (3 products)₹9,850 · 3.2%
Descriptive Statistics — Weekly Revenue
Summary measures across the 22-week study period
SUMMARY
₹14,028
Mean Weekly Revenue
₹13,129
Median Weekly Revenue
₹4,493
Std. Deviation
₹21,787
Highest Weekly Revenue (Wk 7)
₹6,561
Lowest Weekly Revenue (Wk 18)
81.6% / 18.4%
Cash vs Account Collection
Methodology

Analytical Framework

Descriptive statistics, product/category-wise analysis, Pareto (80/20) analysis, and FSN classification applied to the 154-day primary dataset to address both problem statements.

01
Business KPI Analysis
Overall Performance Overview
Total Revenue, Total Units Sold, Average Weekly/Daily Revenue, Cash Collection, and Account Collection were calculated to give a concise snapshot of business performance across the 22-week (154-day) study period.
₹3,08,623 · 8,357 units
02
Product & Category Analysis
Product-wise & Category-wise Sales Performance
Total units and revenue were computed for each of the 75 products and grouped into 11 categories. Notebook (23.1%) and Art Supplies (17.6%) emerged as the top revenue categories, directly identifying high- and low-performing products for Problem Statement 1.
03
Revenue Pareto Analysis
80/20 Rule — Cumulative Revenue Ranking
All products were ranked by revenue with cumulative percentage tracked. Spiral Binding Notebook Type-10, Type-7, and Pencil Pack Type-3 lead the ranking — the top 20 products already account for over 42% of total revenue, guiding purchasing priority.
04
FSN Analysis
Fast, Slow & Non-Moving Classification
Products classified as Fast-Moving (>75 units), Slow-Moving (16–75 units), and Non-Moving (0–15 units) by total units sold. Fast-Moving items (47 products) generate 54.6% of revenue, guiding replenishment priority and stock review.
05
Trend Analysis
Weekly & Day-wise Revenue Trend
Weekly revenue was tracked across 22 weeks to identify fluctuations, and day-wise revenue was analyzed to find peak and low sales days — Saturday and Friday together account for over 37% of weekly revenue, while Sunday is the lowest at 10.3%, directly supporting Problem Statement 2.
Recommendations

Strategic Action Plan

Data-backed recommendations across four pillars — Inventory, Category Focus, Weekly Planning, and Growth — designed for a small, single-owner stationery store with minimal capital outlay.

Inventory Prioritization
Use FSN and Pareto results to align stock levels with actual revenue contribution.
  • Ensure continuous availability of the 47 Fast-Moving SKUs (54.6% revenue)
  • Review the 3 Non-Moving products (₹9,850, 3.2%) for discounting or discontinuation
  • Prioritize purchasing budget toward the top 20 Pareto products
  • Set up periodic stock review for Slow-Moving items to avoid excess holding
Category Focus
Reallocate shelf space and purchasing effort toward the highest-earning categories.
  • Give Notebook and Art Supplies (40.7% of revenue combined) prime shelf placement
  • Bundle Pen + Pencil products, which move high volume but lower revenue per unit
  • Keep Eraser/Sharpener stock lean — low revenue share despite steady demand
  • Track category revenue contribution monthly instead of relying on memory
Weekly & Staffing Planning
Use the day-wise pattern to plan stock and staffing around real demand peaks.
  • Ensure full stock and staffing on Friday–Saturday (37% of weekly revenue)
  • Use quieter Sunday/Wednesday windows for restocking and shelf reorganization
  • Plan cash-handling processes around the 81.6% cash-collection share
  • Track weekly revenue against the ₹14,028 average to spot dips early
Digital & Growth
Move beyond handwritten records to sustain data-driven decisions going forward.
  • Continue logging sales digitally instead of reverting to handwritten bills
  • Build simple back-to-school / exam-season combo offers around top SKUs
  • Use the dashboard for a quick weekly owner review, not just this study
  • Explore bulk/institutional orders for schools given steady notebook demand
Projected Impact
Expected outcomes if recommendations are implemented
Financial Gains
Fewer stockouts on high-revenue SKUs and reduced holding of Non-Moving stock, improving margins.
Operational Gains
Weekend-aligned staffing and stocking, plus a clearer week-to-week view of revenue health.
Strategic Benefits
A repeatable dashboard-based habit for future monitoring instead of handwritten guesswork.