That may be because they have confidently trusted in case studies related to them. Outlets that fall in the latter category consistently outperformed outlets with less product diversity. [NEW] Give your career a boost. Challenge: Out-of-date sales management process stunting business growth. age, marital status etc.) sales representatives, merchandisers, merchandising supervisors) have an impact on the sales of each retail outlet? Should the FMCG company choose to recruit, it would not only need the right number of merchandisers, but also merchandisers with the ideal profile. This number is practically insignificant. The first and possibly the most powerful way to help the sales team is by helping the sales leadership prioritize efforts and budgets to the biggest and most easily/quickly addressable problems. This can be done through analytic models that establish a link between performance (either sales goal based or a customized composite performance metric) to the most important drivers of that … Does the brand name of each retail outlet attract more (or less) customers leading to differences in sales. Follow Others – everyon… Download the FREE cheat sheet with 51 HR Metrics. Business analytics and AI case studies Smarter insights and stronger outcomes powered by data analytics, artificial intelligence, and automation. As the company moves forward with this new solution, their sales reporting costs will most likely be reduced by 50 to 70%. Read case studies from Google Marketing Platform customers who successfully use marketing analytics tools and intelligence to improve decision making. View Other Case Studies . Last updated 5/2017 English English [Auto] Cyber Week Sale. Add to cart. Organizations get ahead and stay ahead of the curve. Sales Analytics Case Study. Host Analytics moved to an account based marketing strategy in 2015. For this particular retailer, product diversity is linked to the number of sales representatives who frequent each shop. The team developed and deployed bespoke data applications and tools, enabling essential insights into consumer shopping patterns, media behavior and social trajectory. The case studies presented here are succinct and informative; they clearly lay out the challenges facing the business, the solutions Inside Sales implemented, and the … Product Table : If you have transaction table, you basically have the linkage between the customers … Although the differences in merchandiser presence in each outlet explain only 5% of the differences in sales performance (as suggested by our model), changing the presence of merchandisers in an outlet from one to two has a greater impact on sales than other controllable factors. Increased sales performance: Analysis reveals a correlation between how often sales representatives review the performance management system and their overall performance. The Challenges. Sales and Distribution Management ICMR Case Collection provides teachers, corporate trainers, and management professionals with a variety of teaching and reference material. Read our case study on how a components distributor increased customer retention and expanded relationships with a prescriptive analytics solution. By following the stages of this project, we identified critical factors that are crucial to the performance of this FMCG company’s outlets by using analytics methods. The third stage involved matching insights with appropriate recommendations aimed at improving the retailers’ overall performance. A case study of a large beverage producer that includes a brief overview of the company, business challenges, our Teradata solution and the business benefits. In a perfect world, you’d be able to prioritize your sales efforts based on the likelihood … They noticed that the marketing efforts were limited by a large number of low quality needs. Read more Case … Memory is Managing Consultant of Industrial Psychology Consultants(Pvt). Company description: Coca-Cola Amatil is the largest … A leading FMCG Company transforms and accelerates its process of benchmarking the … In the second stage we examined the outcome of the descriptive model to see how we could optimize sales performance. However, a lot of people feel nervous with the mention of undergoing a case interview. This result suggests that the way the role of the merchandising supervisor was structured was not contributing to the business. We worked together with the retailer’s Human Resources Department and we gathered data to incorporate in our analysis. To perform sales trend analysis, you need a place to input and analyze your sales data. Does location have an impact on the sales of each retail outlet? Does the diversity of product lines in each outlet influence sales performance? Case study is the most important round for any analytics hiring. In the second stage we examined the outcome of the descriptive model to see how we could optimize sales per… Budapester increased mobile conversion rates by 29% by communicating its USP more prominently. Real case studies in sales analysis to learn functions IF, VLOOKUP, pivot tables and charts. In today's competitive business scenario sales and marketing analytics are essential to unlock commercially relevant insights, increase profits, and improve brand perception. We also identified factors that did not significantly contribute to differences in performance. We identified three personality traits which, in the right combination, explain 20% of the variation in performance of each outlet. This implies that the FMCG company benefits from increasing the presence of merchandisers in all its outlets. With enhanced analytics capabilities, the commercial teams equipped the tools they needed to boost performance across all areas of its business. Read case studies from Google Marketing Platform customers who successfully use marketing analytics tools and intelligence to improve decision making. Having identified that manipulating the presence of merchandisers in an outlet greatly improves sales, we sought to identify the attributes of the ideal merchandiser. Develop a full skill-set that delivers strategic impact. The identification of controllable factors would then lead to strategies that manipulate those factors in order to optimize each retail outlet’s performance. You want people to cut down on their electricity consumption by switching from air conditioners to ceiling fans. the socioeconomic class of the outlet’s clientele – he would consider trying brand names that consistently outsell the other brand names to ensure adequate market penetration. A robust offline sales strategy, customer segmentation and efficient allocation of resources enabled the client to enhance sales conversion rate to 21 percent. Axtria Insights: Whitepapers & Case Studies on sales analytics, marketing analytics, commercial operations, sales managment & cloud Information Management. The company is now able to identify sales trends, find out which SKUs and stores showed best performance, estimate growth potential as well as optimize sales and marketing activities. 12. In order to maximize sales for its customers, they ran a Velocity report containing eight weeks … Current price $14.99. We worked together with the retailer’s Human Resources Department and we gathered data to incorporate in our analysis. When monitoring if the identified psychometric attributes are indeed vital to the company’s performance, we worked hand in hand with the company’s HR manager and merchandising manager to draft a new performance appraisal system. Save Money– cut down on electricity bill 3. Case Study Increasing sales with advanced analytics A case study of a large beverage producer that includes a brief overview of the company, business challenges, our Teradata solution and the business benefits. Walmart Big Data Case Study-Understand how Walmart Big Data is used to leverage analytics to increase sales by improving Customer Emotional Intelligence Quotient.Latest Update made on November 10,2017. This retailer distributes merchandise through contractual agreements on shelf space with wholesalers, supermarkets and other shop owners. Opportunities. Data Analytics: A Marketing Segmentation Case Study T. Evgeniou, INSEAD J. Niessing, INSEAD . … The aim was to identify controllable and non-controllable factors that influence the performance of each outlet. Case Studies Velocity Successes ... For analysis and reporting, they can look at actual sales data based on attributes such as region, state, household type, race, horticultural zone, market, etc. Above is a sample case study analysis of reputable fashion company ZARA. Here, Inside Sales has collected a list of case studies from their customers, which discuss how the businesses they have worked with have managed to increase their productivity levels after implementing the products Inside Sales offers. The Customer was satisfied with the solution as it provided a tool for an advanced sales analysis. on all tested merchandisers to establish if there is a link between selected demographic factors and the performance of the merchandisers’ respective outlets. Using our descriptive analytics model, our initial findings are as follows: Data-driven HR starts by creating and implementing a set of relevant HR metrics that help you determine the efficiency and impact of the workforce and HR department. We sampled merchandisers from selected outlets and invited them over for psychometric profiling. Case Studies. Contact Memory at mnguwi@ipcconsultants.com or connect with him on LinkedIn, HR Metrics & DashboardingCertificate Program. HR Metrics & DashboardingCertificate Program[Now Open], Enroll now and become an HR Reporting Specialist, Case study: Key Drivers of Retail Sales Performance, Digital HR Transformation: Stages, Components, and Getting Started, 5 Reasons Why Your In-House HR Assessment Will Fail (and how to avoid that), Effective People Analytics: the Importance of Taking Action, How to Conduct a Training Needs Analysis: A Template & Example, Evaluating Training Effectiveness Using HR Analytics: An Example, How Natural Language Processing can Revolutionize Human Resources, Predictive Analytics in Human Resources: Tutorial and 7 case studies. Case Study: Using Analytics to Improve Indirect Channel Sales The VP of Sales Operations at a leading global operator wanted to find ways to leverage analytics to improve sales performance across indirect channels where it varied widely across partners. The three personality traits are defined as follows: Instead of linking psychometric profiles to the performance of outlets, it would be ideal to link each psychometric profile to each merchandiser’s performance appraisal score. Today we are starting a new case study example series on YOU CANalytics involving forecasting and time series analysis. You could use Microsoft Excel or a software platform that is specifically designed for data insights. Many managers use Microsoft Excel for sales trend analysis to unlock insight and set up alerts. Does the psychometric profile of employees influence the performance of their respective retail outlets? With IPC Consultants his aim is to maximise returns on human capital. Automating the Sales Promotion Analytics Using an AI Recommendation Engine for Enhanced Operational Efficiency; Automating the Sales Promotion Analytics Using an AI Recommendation Engine for Enhanced Operational Efficiency. Understanding sales operations, customer behaviour and labor costs is easier, when it comes to one store. Also, any form of remuneration for these supervisors that is linked to the differences in their respective outlets’ performance, was erroneous. I have listed down a set of reasons you could offer to them through advertisements. The initial stage of our analysis involved building a descriptive analytics model using regression techniques to identify the major drivers behind the differences in sales performance of each outlet. There are multiple reasons for this, but the popular ones are: You need to think on your feet in a situation where there is already enough pressure What happens when smarter insights lead to stronger outcomes? … ... Cloud-enabled Sales Analytics solution provides the sales pattern for each store and … The objective is to link performance appraisal scores from this new system to each merchandiser’s psychometric profile. According to our analysis, outlets with different merchandising supervisors had no significant differences in sales performance. Targeting Tax Fraud with Advanced Analytics, Danske Bank Fights Fraud With Deep Learning and AI, White Paper: Architectural and Licensing Requirements For A Modern Analytics Platform - Neil Raden, Hired Brains Research, Teradata Vantage Total Cost of Ownership (TCO) Comparisons: On-Premises and Cloud, Google Cloud Options for Teradata Vantage, A New World of Data Demands a New Approach: Welcome to the new era of pervasive data intelligence, Teradata Vantage: The Platform for Pervasive Data Intelligence. In addition, attributes can be grouped based on any defined criteria, such as brand, category, style, color, size and more. Drop us a line, and our rep … The collection contains several kinds of case studies like Business Environment, … Amazon marketing strategy: Business case study, revenue model and culture of customer metrics: History of Amazon.com. Benefit to Society– share the saved power with deprived sections of the society 2. Learn everything from consulting and data literacy skills to basic finance. Save for later; … Product diversity turned out to be the factor that explains most of the variation in outlet performance. This case study details how a global manufacturer applied an AI-enriched, predictive sales analytics solution that continuously identifies and delivers opportunities … Case Study : A Leading Online Travel Agency Increases Revenues by 16 Percent with Actionable Analytics Such a scenario is highly unlikely. Coca-Cola Amatil: Trax Retail Execution. A few of our favorite marketing case study examples: 1. Food & Beverage companies are creating competitive advantage by exploiting innovative ways to utilize their data and our client is one of them. BrightEdge has produced a strong and straightforward case study that proves their product’s value with some bold charting. pradeep anand July 30, 2020 November 12, 2020. Merchandiser presence could be improved by either rotating the available merchandisers so that each outlet has enough merchandisers, or by recruiting externally, if funds permitted. Analytics was commissioned to work on a consumer analytics program to boost sales. A market leading company developed advanced sales analytics and market intelligence capabilities, driving record sales and profits and a deeper understanding of customer and channel trends. As seen in the table above, our descriptive analytics model managed to explain approximately 86% of the variation in sales. Global Manufacturer Drives Organic Growth with AI and Predictive Sales Analytics Solutions. By applying analytics and combining these analytics with financial outcomes we were able to optimize the business and improve sales performance. Arrange the following reasons in order of their influence on most people to cut down on energy consumption. This results in more wages or overtime hours. This means that, when deploying merchandise, merchandisers and sales representatives, all outlets would have to be treated equally, without preferential treatment driven by location. 1.4 Billion, increased their revenue by 26% by investing well with the help of insights by using Data Driven Attribution feature of Google Analytics 360. The initial stage of our analysis involved building a descriptive analytics model using regression techniques to identify the major drivers behind the differences in sales performance of each outlet. This allowed us to measure the cognitive abilities and personality traits of each merchandiser. Buy now 30-Day Money-Back Guarantee What you'll learn. Other factors that have to be taken into account are the effects of location, product diversity, the presence and profile of human capital, as well as whether or not some brands of outlets should receive more attention than others. Does the presence of certain employees (e.g. ... Google Analytics 360 helps STA Travel weigh digital’s effect on offline sales. The combination of all these insights provided an invaluable guide to decide which factors the company strategy should or should not focus on. Rating: 3.2 out of 5 3.2 (199 ratings) 1,258 students Created by Jeff Knowlton. In this case study example, we will learn about time series analysis for a manufacturing operation. Some outlets had only one product line whereas others had more than a thousand. These factors can be used to accurately explain why some outlets meet set expectations while others do not. By implementing this analytics solution, the company brought their competitive and sales data reporting in-house, cut costs and increased the accuracy of their reporting and analysis. We continued our interrogations and found that psychometric tests where indeed a valid way for recruitment and developing merchandisers. 1. He has extensive experience in human resources management, in both line function and consultancy services. In other words, the FMCG company now knows the personality traits of its merchandisers that are associated with higher performance. The implication of this is that when the retailer introduces new products – after having taken into consideration e.g. Discount 50% off. The table above shows that if the number of product lines changes by X units, sales change by 1.3X%. Original Price $29.99. However, when ten new product lines are introduced in an outlet, this would translate into a 13% increase in sales performance, which is a major improvement. This case study demonstrates the benefits of applying people analytics to the day-to-day business. ... Business Intelligence Case Studies Data Analytics Case Studies Need help with a similar project? We approached a major fast-moving consumer goods (FMCG) company operating in Zimbabwe with the intention to help management understand why some of their retail outlets performed above expectation while other outlets performed below expectations. Time series analysis and modeling have many business and social applications. This system would not only accurately measure merchandiser performance, but also improve the contribution of merchandising supervisors to the business. We sought to answer the following questions: Answers to these questions would lead to informed decisions when deploying merchandise. ... Bluleadz often uses case study PDFs as sales collateral to send to qualified prospects. The collection consists of case studies and research reports on a wide range of companies and industries - both Indian and international. The expectation is that some employees excel while others fall behind. file_download Download Case Study Therefore, the retailer needs to do a cost-benefit analysis since introducing more product lines means more sales representative presence. This led to more effective, targeted marketing and increased sales. Among all the outlets, some outlets had better average sales because of the brand names they belong to. Read this case study of how an Indian fashion e-commerce giant with over 3 million monthly active users and an average monthly revenue of Rs. In July 2020, Amazon reported a 43.4% increase in North American sales and 33.5% worldwide revenue growth in the second quarter of 2020.Online sales of groceries have tripled as consumers went online in large numbers to buy food during the coronavirus pandemic, and … In other words, we identified four factors that significantly impact the sales performance of each retail outlet. OK, in this section of the article I have a task for you. Read how these clients got there with Deloitte Analytics. While we used these PDF designs internally, we wanted to make sure our client success stories were available to everyone coming to our site. In the previous article, we started a new case study on sales forecasting for a tractor … Our sales and marketing analytics success stories can help you better understand the impact of these solutions, take a look. Becomean HR Reporting specialist! After giving some background, explaining the problem, and detailing the results in one page via text, the second half of this two page case study shows two up-and-to-the-right charts demonstrating how BrightEdge helped their customer achieve SEO success. How to Perform Sales Trend Analysis. We also gathered demographic information (e.g. The sample showcases different types of analysis including the significant SWOT and PESTLE, which are hardly found in other case study analysis formats. We conclude that basing your organisation’s strategy on scientific methods and moving on to validate the insights that subsequently come from this approach, is of utmost importance. 1 day left at this price! However, at the time, the retailer’s performance appraisal system for merchandisers was not reflecting true merchandiser performance. Talk to our Analytics Expert . This implies that improving an outlet’s product diversity by adding, for example, one more product line improves an outlet’s sales by 1.3%. For instance, the top 10 performers in 2019 – who generated $38 million in sales – … AETNA: Looks at patient results on a series of metabolic syndrome-detecting tests, assesses … That's exactly how we help many of the world's leading organizations. Broadly speaking, average performance of outlets in urban areas could not be differentiated from the average performance of outlets in peri-urban and rural areas. 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