Analytics, consulting, PowerBI charts, data and fit-gap analysis, retailer performance, sales visibility

About Client

• 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.

Problem Statement

• 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

Results

• 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

 

 

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Write to us for any queries, or if you have any requirement:

contactus@actdbi.com

 

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https://www.actdbi.com/

“A Business Performance Management Company helping organizations in their digital transformation journey”