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Sales

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Sales and Solicitation Cost Planning Solution

A Global Insurance Company

Revenue: USD 10 Million
PROBLEM
  • Highly manual and time-consuming Budgeting, Forecasting and Reporting process
  • Disconnected information between Sales, Operations and HR
  • Inaccurate reporting on Actuals
  • Assumptions driven and Driver based planning was difficult to model in Excel for complex products, partners and channels mix.
SOLUTION
  • Solution unifies Sales, Operational Costs and HR cost models
  • Enables planners to quickly input sales assumptions by product mix, channel and partner combination
  • Enables maintaining long range and short-term forecasts by quarter and by month, that is also updated monthly with Actual data
  • Accurate computation of cost allocation per deal considering different cost types and accrual accounting principles.
RESULTS
  • Simplified and unified planning, forecasting and reporting process
  • Fewer occurrence of manual error while assembling data from multiple Excel sheets from multiple sources.
  • Improved cost modelling and gross margin analysis
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Asset Management & Depreciation Planning Solution

A Shipping/Logistic Company

Revenue: USD 100 Million
PROBLEM
  • Difficulty in creating consolidated forecast and plan for diverse product types and shipping regions
  • Pool management of various product types, including planning for repairs, losses, scrap, and new additions was manual and cumbersome.
  • Net asset value calculations, wastage calculation and gains and losses owing to exchange rates were difficult to perform and maintain manually
SOLUTION
  • Solution integrated the planning system with the Asset register for up-to-date asset information for all categories across shipping regions
  • Planners could update the pool assumptions based on historical data as well as judgement to create asset pool forecasts
  • Depreciation calculations using Written Down Value was performed and accumulated Net asset value was booked automatically based on inputs.
RESULTS
  • Better visibility to asset management and costs
  • Multi-region consolidated view of assets including movement of assets could be planned easily
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Financial Planning, Budgeting, Forecasting solution

A Leading Global Consumer Goods Company

Revenue: USD 1.2 Billion
PROBLEM
  • Need to restructure the entire planning system
  • The implementation of a bottom-up, top-down enterprise planning and performance management system.
  • The system should be capable to deliver optimal service quality to the customers at the lowest possible supply chain costs.
  • Because of the large number of SKUs in the organization, it is challenged with producing SKU-level margin analysis and forecasts.
  • The ultimate goal is the integration between Finance, Demand Review, Supply Review, and eventually S&OP
SOLUTION
  • Sales Forecasting – – Top-Down and Bottom-up planning by SBU, Brands, Region, and Channel.
  • Budgeting – Annual and Quarterly planning process including Volumes, Pricing, Discounts, Marketing Spends, Material Costing, and margin calculations, and respective scenarios
  • Reporting – Key KPI reporting based on Role and Business Hierarchy, Variance Analysis, and P&L, BS, and CF in standard formats
  • Data Integration – – Loading of business masters and transactional files in the Jedox EPM system from sources as required to support all functional scope.
RESULTS
  • Improved collaboration between the global and local verticals
  • Simplified and unified planning, forecasting, and reporting
  • Reduction of manual error while assembling data from multiple Excel sheets from multiple sources.
  • Improved cost modeling and gross margin analysis
  • Improved decision-making using advanced scenario tools and business rules
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Financial Planning, Budgeting, Forecasting solution

A Global Dermo Cosmetic Company

Revenue: USD 300 Million
PROBLEM
  • Client wanted to implement a financial planning and budgeting solution that can help the financial team’s ineffective planning and analysis
  • This system is to increase financial efficiency, improve planning accuracy, and speed-up decision-making on any arising issues based on different simulated quantifiable data.
  • This implementation is a bottom-up, top-down enterprise planning and performance management system.
  • The system should be capable to deliver optimal service quality to the customers at the lowest possible supply chain costs.
SOLUTION
  • Sales Forecasting – Sell out and Sell in Value to calculate the SKU level by month, brand, range, and country using Quantity and Volume as drivers.
  • Budgeting – Annual and Quarterly planning process including Volumes, Pricing, Discounts, Marketing Spends, Material Costing, margin calculations, and respective scenarios
  • Reporting – Automate Monthly, Quarterly, Year to Date, and Annual Reports in user-friendly formats. Dashboard, Charts for real-time analysis, and Variance Analysis.
  • Data Integration – Source data from the files shall be imported to Jedox to support all functional scope.
RESULTS
  • Improved decision-making using advanced scenario tools and business rules
  • Lower dependency on IT for data aggregation and preparation
  • Simplified and unified planning, forecasting and reporting process
  • Fewer occurrences of manual error while assembling data from multiple Excel sheets from multiple sources.
  • Improved cost modelling and gross margin analysis
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Customer Segmentation Strategy for Demand Management

A Premier Biomedical Device Manufacturer

Revenue: USD 800 Million
PROBLEM
  • Lack of timely visibility to Demand Forecast across Customer segments and Product Categories affected the availability of products, timely introduction of new products, ramp down of older products, and assessing the impact on inventory that is spread across the supply chain.
  • Lack of clear demand picture posed difficulties in planning for specialty materials that are critical for sourcing.
SOLUTION
  • The solution created a baseline Statistical Forecast that was used to plan for Demand Planning
  • Created Product Lifecycle Planning for phasing in and phasing out of products with a clear view of the inventory picture.
  • Dependent Demand forecasting using BoM to feed into material sourcing.
  • Customer Segmentation Analysis to segregate strategic customers from others & define separate SLAs.
RESULTS
  • Aligned Supply chain forecast with Commercial & Financial Forecast
  • Define effective Service Level Policies and Inventory Targets for Customers based on their historical and forecasted sales, using the segmentation rules. This helped drive profitability keeping costs under check.
  • Make more informed decisions on timing new product introductions.
  • Could improve Supplier Coverage for specialty materials that helped procurement.
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Demand Driven Component Planning

A Major Electronic Cigarettes Manufacturer

300 different products, sold through
regular channels
Revenue: Around USD 2 Billion
PROBLEM
  • This customer needed to move away from spreadsheets since poor data integrity led to inaccurate plans which caused increased costs and decreased customer service levels.
  • Being dependent on Contract Manufacturing with long lead times, lack of internal and external alignment of plans increased inventory costs and supply chain capacity bottlenecks. Inaccurate plans forced the company to make constant inventory allocation trade-offs that ate into margins.
SOLUTION
  • The solution streamlined the Demand Forecast with statistical forecast as base line, brought in Product Lifecycle and Market rollout planning.
  • Regional forecasts were sent to Production Planning for considering inventory and distribution constraints early in the process. Sourcing teams could review Components and Material Cost plans at different locations for contract manufacturers to drive down costs.
RESULTS
  • Established formal Consensus Demand review as part of Integrated Business Planning (IBP)
  • Enabled supply planners to optimize inventory, view network capacity constraints, and identify out of stock situations in advance.
  • Robust scenario planning allowed procurement to make trade-offs for item and supplier substitutions while costing out total material spend.
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Store Level Demand Planning and Supply Alignment

A Leading Audio-Visual Manufacturer

Over 6300 retail stores worldwide
Vendors and online retailers for
distribution & reselling
PROBLEM
  • This customer has more than 6000 retail stores worldwide and also sells through online retailers and channels.
  • They lacked visibility to what was selling through the stores and channels. Without proper visibility to store forecasts, it was difficult to forecast component-level demand and ensure adequate supply coverage. This often resulted in expedite costs or excess inventories across location.
SOLUTION
  • The solution enabled sell-through forecasting and store level planning. Improved channel planning helped them create a Consensus Demand Plan which was shared with their supply teams.
  • Accurate demand plans improved downstream processes like Bill of Material Planning at multiple Levels, Material Requirement Planning, Procurement Planning and Supplier Coverage and Cost Planning for materials.
RESULTS
  • Improved quality of forecasts across stores and channels improved demand planning.
  • Detailed level Bills of Material Planning ensured no critical components were missed
  • Accurate component plan helped gain supply coverage visibility and improved cost and lead time negotiations with suppliers.
  • Overall, the solution reduced costs of inventory and helped deliver configured products at store levels without compromising on fill rates.
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Patient Based Demand Forecasting and Financial Alignment

A Leading Global Pharmaceutical Company

Revenue: 40 Billion USD
PROBLEM
  • This global Pharma company required a worldwide, non-central, patient-based financial forecasting solution that is well-integrated end to end with various other systems. Their intention was to step away from typical siloed approach of forecasting, to make it more cross-functional and collaborative.
  • They also required the ability to model forecasts from a driver-based perspective, linking it to patient data and driving superior decision-making.
  • To avoid Cross Border Trading, they need a system to cap the quotas of each region and a central monitoring system for the entire region
  • The organization works with various sales channels with different types of rebates and discounts. There are various factors which determine the rebates for a particular country. They need a system to manage this and have a governance around it.
SOLUTION
  • The solution created patient-based forecast models by therapeutic area and developed market share uptake simulator using Scenario Planning and Statistical Forecasting Techniques.
  • Consolidation of sales planning and price-volume analysis with production planning considering inventory and distribution constraints enabled them to review feasibility of the connected plan at country and global levels.
  • The supply chain solution enabled a central governance of how much each region can sell
  • The local rebate system enables the users to input the various parameters that decide how much rebates are provided each month.
RESULTS
  • Enabled cross-country comparisons
  • Aligned supply chain forecast with commercial & financial forecast
  • Promoted Finance, Commercial, Supply Chain and IT working as one.
  • Enabled easy integration of other IT infrastructure components such as SAP FIT B/W, Amazon Data Lake, CDE Data, Qliksense for analysis and action
October 27, 2022 admin

Creating a Clearer Lens to your Supplier Risk

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September 22, 2022 admin

Taking a Second Look at Supply Chain Planning Rules

September 5, 2022 admin

Sales & Operations Process Consultation

August 22, 2022 admin

Taking a second look at SC Planning Rules in a world of SC Disruptions

July 8, 2022 admin

Financial Planning & Analysis Solution

July 8, 2022 admin

Sales and Solicitation Cost Planning Solution

July 8, 2022 admin

Financial Consolidation Solution

July 8, 2022 admin

Asset Management & Depreciation Planning Solution

July 8, 2022 admin

Financial Planning & Analysis Solution

July 8, 2022 admin

Financial Planning, Budgeting, Forecasting solution

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    srabani.bandyopadhyay[@]Keansa.Com

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    68 Circular Road,
    #02-01, Singapore – 049422

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