Analytics, consulting, PowerBI charts, data and fit-gap analysis, retailer performance, sales visibility
End client is a well-known group in White goods Industry. It is leading manufacturer of steel products including TMT bars, galvanised corrugated sheet, cold rolled and wire rods.
Our SFA partner platform enables its sales teams for field sales distributor order management, records execution app, workflows & expense management.
Partner company required help on process fit-gap, data analysis, gaps understanding, and analytics setup to showcase how they can enable “Retailers performance” using analytics and provide as a packaged solution to the building materials client.
Clients territory & area managers had limited visibility of orders and bookings and needed an end-to-end view of their distributors orders until their end retailers, by various drill-downs and attributes such as product group, priority orders & products, etc.
Client teams also wanted to deep dive into sales productivity by understanding sales targets vs actuals, retailer productivity targets, branded stores productivity targets vs actuals, fabricator productivity & appointments by DSMs, month-to-date performance, etc.
Our Product & Solution Approach
A data pipeline was setup. Cleansing data, checking for the requirements and mapping the data. Providing right insights and highlighting anomalies in data sample for getting right analytics.
Basis distributor performance workflow, consulting on dashboards and drivers to performance was established.
ActDBI was able to provide Analytics for Persona-wise Performance improvement:
by persona: RM & ASM, By KPI: Volumes, by dimension: Month
Retailers performance using its territory manager/distributor sales manager also could be drilled down and viewed as:
Total volumes generated annually
Volumes by distributor, brand, ASM, mth, product grp, state
Selection of top retailer by volume & summary view
Breakup of retailers and the table view with the detailed data
Month wise volumes of retailers, distributors, month , ASM
Brand wise volumes and product group wise totals
Analytics to improve distributor and retailer visibility
Better decision making for the area sales & territory managers for allocation of budgets
Increase in distributor sales TAT
Increase in sales efficiency by 20%
Retailers productivity & product group visibility, management of time and product sales by DSMs
Prescriptive actions for DSMs with their retailers