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Manufacturing

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Unlocking Sales Performance with Commercial Analytics Transformation in the Agricultural Chemical Industry – Case Study

August 7, 2024

Discover how a leading chemical manufacturer transformed its sales analytics capabilities to drive insights-driven decision making and improve sales performance. We partnered with the client to develop a customized sales analytics platform, overcoming data silos and manual reporting processes to unlock real-time insights and enhance efficiency. Learn how interactive visualizations, advanced analytics, and comprehensive training empowered the sales team to optimize commercial strategies and unlock greater organic growth. Read the case study to see how your organization can leverage commercial analytics transformation to unlock its full potential.

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Reduce Inventory Waste, Boost Profits – AI/ML-Enabled Demand Forecasting for Smarter Manufacturing

August 6, 2024

Mid-market manufacturing businesses often struggle with accurate demand predictions due to evolving customer preferences and changing market trends. This complicates stock management and necessitates innovative strategies to reduce waste.

Advanced AI/ML-enabled demand forecasting can significantly improve capacity planning, financial planning, and profit margins by enhancing forecast accuracy. Traditional methods, relying on outdated data and gut instinct, fall short, while AI/ML technologies analyze vast data sets to identify patterns and adapt to dynamic market conditions.

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RA Quick Insights: Optimizing Product Gross Profits with Price-Value Maps – Part 1

May 23, 2024

One of the critical mistakes earlier in my Revenue Growth Analytics career was relying on internal experts to inform the building of “Price-Value Maps” (aka. “PVM”) for our Products and those of key Competitors. It proved to be a costly mistake, and we ended up eroding Gross Profits and EBITDA as all of our Price List increases were heavily offset by increased Rebates, Promotional and Shopper Marketing spend.

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Business Deep Dive Framework for Consumer Goods companies

January 10, 2023

Analytical fire drills and knee-jerk pricing actions are becoming increasingly common in the consumer goods industry. With intense competition and ever-changing customer needs, companies must be agile enough to rapidly adjust their strategies to remain competitive and deliver relative value to their consumers.

By creating a dynamic integrated performance deep dive, CPGs can identify specific areas of improvement to maximize efficiency while delivering high-quality products at competitive prices — all of which will help them stay ahead of the competition in today’s market.

In the below quick guide, we’ll explore the steps needed to build a reproducible and highly actionable (and impactful) performance deep dive that can help CPGs address Revenue performance shortfalls.

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(All I want for Christmas is) better discounting habits!

December 22, 2022

A brief guide for Manufacturers and Distributors to boost profits by 5-10% using simple, effective pricing and analytics techniques.

If you’re a manufacturer or distributor, you know that discounting is vital to the success of your sales force. But are you discounting enough? Are you discounting too much?

This article will discuss the importance of discounting in B2B settings and how to determine the right discounts for your customers and products. We’ll also discuss when to use each type of discount and offer tips for increasing Net Revenue and Gross Profit with analytics and surgical discounting.

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Driving Manufacturer Gross Profit through bespoke Promotion Effectiveness and Optimization Capabilities

November 3, 2022

Did you know that most promotional investments by Manufacturers are a negative ROI investment, and each 1% improvement in Promo ROI can be a massive benefit to your Operating Profit?

Many mid-market manufacturing CFOs, CMOs, Pricing, and Sales executives are struggling with Promotional spending outpacing Profit growth, leading to unnecessary profit erosion.

Fortunately, most companies have the proper data assets to build sophisticated and actionable Promotion Effectiveness & Optimization solutions in-house, using methods and technologies they are already familiar with.

If you’ve always wanted to know how to build robust Pricing & Promotion Analytics capabilities organically and quickly (in ~ 4 months), please read this detailed Case Study that walks you through the critical steps with concrete examples.

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RA Quick Insights: Using Sales Stack Ranking to Grow Net Sales & Profits

September 29, 2022

Commercial Analytics, aimed at improving Gross Profits and Sales Productivity, doesn’t have to be complex to drive the proper outcomes with Pricing and Sales teams.

𝐒𝐚𝐥𝐞𝐬 & 𝐃𝐢𝐬𝐜𝐨𝐮𝐧𝐭𝐢𝐧𝐠 𝐒𝐭𝐚𝐜𝐤 𝐑𝐚𝐧𝐤𝐢𝐧𝐠 is another simple yet effective Revenue Analytics technique to steer Sales behavior in the right direction and drive incremental Net Sales (and Gross Profits).

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