BI and Analytics for a German Automobile Giant
Customer Details: Automobile company that specializes in luxury vehicles, buses, coaches, and trucks. It is headquartered in Stuttgart, Germany
Technologies Used: QlikView,MSSQL Server
Data Source: SAP R/3, Siebel CRM, MS Excel
KPI’s and KPA’s addressed:
- Sales Revenue: The total amount of money made by selling cars, parts, and accessories.
- Units Sold: The total number of cars sold in a certain time frame.
- Client Acquisition Cost (CAC): The typical cost of acquiring a new client, which includes marketing and sales costs.
- Sales Conversion Rate: The proportion of prospects or leads that result in real vehicle sales.
- Sales Growth Rate: The percentage rise in sales income from one year to the next.
- Average Transaction Value: The average price of each car transaction, including any cross- or upsells.
- Value of all prospective sales possibilities included in the sales pipeline.
- Customer Retention Rate: The percentage of consumers that make additional purchases or stick with the firm.
- Average time required to complete a deal, from initial contact to actual purchase.
- Sales Strategy and Planning: Establishing sales targets, developing sales plans, and putting sales methods into practise in order to reach revenue targets.
- Sales Team Performance: Managing and assessing the sales team’s performance, which includes keeping track of each individual’s sales goals, offering coaching and training, and performing performance evaluations.
- Market and Customer Analysis: Examining customer preferences, market trends, and the competitive environment to pinpoint market niches, pinpoint sales possibilities, and maximise marketing initiatives.
- Customer Relationship Management (CRM): Managing customer interactions and connections, keeping customer databases, and employing CRM systems to manage sales activity, leads, and prospects.
- Sales Process Optimisation: Examining and enhancing the sales process, from lead generation to completing the deal, to guarantee its effectiveness, consistency, and efficiency.
- Sales Forecasting and Reporting: Forecasting region-wise sales performance, tracking marketing spend results, and generating regular sales reports to monitor progress, identify trends, and make data-driven decisions.
Similarly, KPIs and KPAs were addressed for:
- Human Resources
- After Sales
- Client had multiple heterogeneous systems such as SAP R/3 and Siebel that operate in silos, and it’s difficult to obtain a unified view of business operations. To address this issue, they want to implement a unified business intelligence (BI) solution to improve their operational efficiency, reduce costs, and increase profitability.
- Client had a vast network of sales and distribution channels across the country and it was crucial for them to consolidate and analyze their data to gain valuable insights into performance.
Technoforte consultants conducted a thorough examination of the Customer’s business requirements and objectives, initiating a series of meetings with significant project stakeholders to develop a well-defined BI solution.
- Identified key data sources like ERP, CRM, MS Excels and other operational system to load data.
- Analyzed data and business processes to have comprehensive understanding of data and its context.
- Extracted data from various sources and loaded it into the data warehouse to ensure that data is centralized, consistent, and accessible.
- Design and implemented data model to include all relevant KPI’s data like Sales, After Sales, Planning, Finance, Production and Warranty
- Developed dashboard which provided a 360-degree end to end coverage of Business KPIs
- Enhanced Planning and Forecasting Capabilities: Sales and After Sales KPI’s gave major insight into Sales Revenue, Sales growth, Average Order Rate, Customer satisfaction and Customer retention etc. thereby improving the ability to plan and forecast business activities, which lead to better decision-making and resource allocation.
- Improved Visibility of Business Bottlenecks: This pertains to the increased ability to identify and understand the constraints or limitations that hinder business operations or processes, leading to more targeted and effective solutions.
- Boosted Productivity through Enhanced Data Visibility: This describes the positive impact of having better access to data and insights, allowing for more informed decision-making and a more productive use of resources.