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. In addition, attributes can be grouped based on any defined criteria, such as brand, category, style, color, size and more. file_download Download Case Study In order to maximize sales for its customers, they ran a Velocity report containing eight weeks … The implication of this is that when the retailer introduces new products – after having taken into consideration e.g. In other words, we identified four factors that significantly impact the sales performance of each retail outlet. Outlets that fall in the latter category consistently outperformed outlets with less product diversity. View Other Case Studies . Add to cart. 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. According to our analysis, outlets with different merchandising supervisors had no significant differences in sales performance. Real case studies in sales analysis to learn functions IF, VLOOKUP, pivot tables and charts. The table above shows that if the number of product lines changes by X units, sales change by 1.3X%. 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. Develop a full skill-set that delivers strategic impact. Current price $14.99. This result suggests that the way the role of the merchandising supervisor was structured was not contributing to the business. ... Cloud-enabled Sales Analytics solution provides the sales pattern for each store and … 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. BrightEdge has produced a strong and straightforward case study that proves their product’s value with some bold charting. Rating: 3.2 out of 5 3.2 (199 ratings) 1,258 students Created by Jeff Knowlton. We worked together with the retailer’s Human Resources Department and we gathered data to incorporate in our analysis. Coca-Cola Amatil: Trax Retail Execution. The objective is to link performance appraisal scores from this new system to each merchandiser’s psychometric profile. Memory is Managing Consultant of Industrial Psychology Consultants(Pvt). The Challenges. Also, any form of remuneration for these supervisors that is linked to the differences in their respective outlets’ performance, was erroneous. That's exactly how we help many of the world's leading organizations. Learn everything from consulting and data literacy skills to basic finance. Does the presence of certain employees (e.g. 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. Food & Beverage companies are creating competitive advantage by exploiting innovative ways to utilize their data and our client is one of them. Talk to our Analytics Expert . 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. This allowed us to measure the cognitive abilities and personality traits of each merchandiser. Sales and Distribution Management ICMR Case Collection provides teachers, corporate trainers, and management professionals with a variety of teaching and reference material. Budapester increased mobile conversion rates by 29% by communicating its USP more prominently. That may be because they have confidently trusted in case studies related to them. Product diversity turned out to be the factor that explains most of the variation in outlet performance. ... Business Intelligence Case Studies Data Analytics Case Studies Need help with a similar project? While we used these PDF designs internally, we wanted to make sure our client success stories were available to everyone coming to our site. 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 … In other words, the FMCG company now knows the personality traits of its merchandisers that are associated with higher performance. Opportunities. 12. Should the FMCG company choose to recruit, it would not only need the right number of merchandisers, but also merchandisers with the ideal profile. Having identified that manipulating the presence of merchandisers in an outlet greatly improves sales, we sought to identify the attributes of the ideal merchandiser. However, a lot of people feel nervous with the mention of undergoing a case interview. Challenge: Out-of-date sales management process stunting business growth. 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 … Understanding sales operations, customer behaviour and labor costs is easier, when it comes to one store. I have listed down a set of reasons you could offer to them through advertisements. 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. Today we are starting a new case study example series on YOU CANalytics involving forecasting and time series analysis. Such a scenario is highly unlikely. We also identified factors that did not significantly contribute to differences in performance. With IPC Consultants his aim is to maximise returns on human capital. Contact Memory at mnguwi@ipcconsultants.com or connect with him on LinkedIn, HR Metrics & DashboardingCertificate Program. Product Table : If you have transaction table, you basically have the linkage between the customers … Therefore, the retailer needs to do a cost-benefit analysis since introducing more product lines means more sales representative presence. We also gathered demographic information (e.g. 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. The team developed and deployed bespoke data applications and tools, enabling essential insights into consumer shopping patterns, media behavior and social trajectory. This led to more effective, targeted marketing and increased sales. 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. As seen in the table above, our descriptive analytics model managed to explain approximately 86% of the variation in sales. 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. Read our case study on how a components distributor increased customer retention and expanded relationships with a prescriptive analytics solution. Original Price $29.99. Last updated 5/2017 English English [Auto] Cyber Week Sale. Case Study : A Leading Online Travel Agency Increases Revenues by 16 Percent with Actionable Analytics Does the psychometric profile of employees influence the performance of their respective retail outlets? However, at the time, the retailer’s performance appraisal system for merchandisers was not reflecting true merchandiser performance. This means that, when deploying merchandise, merchandisers and sales representatives, all outlets would have to be treated equally, without preferential treatment driven by location. Read case studies from Google Marketing Platform customers who successfully use marketing analytics tools and intelligence to improve decision making. This case study details how a global manufacturer applied an AI-enriched, predictive sales analytics solution that continuously identifies and delivers opportunities … 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. on all tested merchandisers to establish if there is a link between selected demographic factors and the performance of the merchandisers’ respective outlets. 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. We sought to answer the following questions: Answers to these questions would lead to informed decisions when deploying merchandise. 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. Read more Case … This results in more wages or overtime hours. sales representatives, merchandisers, merchandising supervisors) have an impact on the sales of each retail outlet? In this case study example, we will learn about time series analysis for a manufacturing operation. Many managers use Microsoft Excel for sales trend analysis to unlock insight and set up alerts. Does the diversity of product lines in each outlet influence sales performance? pradeep anand July 30, 2020 November 12, 2020. 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. The combination of all these insights provided an invaluable guide to decide which factors the company strategy should or should not focus on. The sample showcases different types of analysis including the significant SWOT and PESTLE, which are hardly found in other case study analysis formats. Data Analytics: A Marketing Segmentation Case Study T. Evgeniou, INSEAD J. Niessing, INSEAD . Host Analytics moved to an account based marketing strategy in 2015. This retailer distributes merchandise through contractual agreements on shelf space with wholesalers, supermarkets and other shop owners. 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%. The Customer was satisfied with the solution as it provided a tool for an advanced sales analysis. Company description: Coca-Cola Amatil is the largest … This implies that the FMCG company benefits from increasing the presence of merchandisers in all its outlets. ... Bluleadz often uses case study PDFs as sales collateral to send to qualified prospects. Does location have an impact on the sales of each retail outlet? Arrange the following reasons in order of their influence on most people to cut down on energy consumption. Save Money– cut down on electricity bill 3. This case study demonstrates the benefits of applying people analytics to the day-to-day business. The collection consists of case studies and research reports on a wide range of companies and industries - both Indian and international. Some outlets had only one product line whereas others had more than a thousand. Sales Analytics Case Study. Increased sales performance: Analysis reveals a correlation between how often sales representatives review the performance management system and their overall performance. 1 day left at this price! 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. For this particular retailer, product diversity is linked to the number of sales representatives who frequent each shop. We worked together with the retailer’s Human Resources Department and we gathered data to incorporate in our analysis. They noticed that the marketing efforts were limited by a large number of low quality needs. You want people to cut down on their electricity consumption by switching from air conditioners to ceiling fans. 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. Drop us a line, and our rep … For instance, the top 10 performers in 2019 – who generated $38 million in sales – … 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. OK, in this section of the article I have a task for you. 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. In the second stage we examined the outcome of the descriptive model to see how we could optimize sales performance. A few of our favorite marketing case study examples: 1. 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. 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. Amazon marketing strategy: Business case study, revenue model and culture of customer metrics: History of Amazon.com. 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. 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. Save for later; … A robust offline sales strategy, customer segmentation and efficient allocation of resources enabled the client to enhance sales conversion rate to 21 percent. How to Perform Sales Trend Analysis. AETNA: Looks at patient results on a series of metabolic syndrome-detecting tests, assesses … The expectation is that some employees excel while others fall behind. 1. Business analytics and AI case studies Smarter insights and stronger outcomes powered by data analytics, artificial intelligence, and automation. ... Google Analytics 360 helps STA Travel weigh digital’s effect on offline sales. Organizations get ahead and stay ahead of the curve. Benefit to Society– share the saved power with deprived sections of the society 2. Global Manufacturer Drives Organic Growth with AI and Predictive Sales Analytics Solutions. The third stage involved matching insights with appropriate recommendations aimed at improving the retailers’ overall performance. This number is practically insignificant. Discount 50% off. In the second stage we examined the outcome of the descriptive model to see how we could optimize sales per… Becomean HR Reporting specialist! Read case studies from Google Marketing Platform customers who successfully use marketing analytics tools and intelligence to improve decision making. Axtria Insights: Whitepapers & Case Studies on sales analytics, marketing analytics, commercial operations, sales managment & cloud Information Management. In a perfect world, you’d be able to prioritize your sales efforts based on the likelihood … By applying analytics and combining these analytics with financial outcomes we were able to optimize the business and improve sales performance. In the previous article, we started a new case study on sales forecasting for a tractor … Time series analysis and modeling have many business and social applications. … Case study is the most important round for any analytics hiring. … He has extensive experience in human resources management, in both line function and consultancy services. 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. 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. Our sales and marketing analytics success stories can help you better understand the impact of these solutions, take a look. Among all the outlets, some outlets had better average sales because of the brand names they belong to. The identification of controllable factors would then lead to strategies that manipulate those factors in order to optimize each retail outlet’s performance. To perform sales trend analysis, you need a place to input and analyze your sales data. This system would not only accurately measure merchandiser performance, but also improve the contribution of merchandising supervisors to the business. A leading FMCG Company transforms and accelerates its process of benchmarking the … Above is a sample case study analysis of reputable fashion company ZARA. Analytics was commissioned to work on a consumer analytics program to boost sales. 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. 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