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Driving Category Management with Sales & Marketing Analytics

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CategoryManagementCategory Management is a function that helps suppliers develop a category purchase marketing strategy for an individual retail account that best meets the consumer’s needs and, in the process, determines the best approach for influencing that account. Crucial to Category Management is an understanding of the pre-purchase environment for the category and of the vital information behind actual purchases through the use of sales and marketing analytics. View Article…

What Do BI Tools Really Do For You?

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Plan_Measure_ManageAfter years and thousands of deployments, it’s time to look back and reflect on the real benefits of Business Intelligence. The answer seems obvious but it’s worth some careful thought to help guide improvements in the future ― not only in BI products themselves, but how and when they are deployed. View Article…

Driving Business Performance with Analytics

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Performance ManagementHave you investigated ways to improve your company’s operational performance on more than one occasion, but been challenged with having the right data and determining the right measurements?

You’re certainly not alone if you answered YES.

Creating the best analytics is a rigorous task that requires special study of the “hierarchy” of performance variables that are present throughout your business. While many variables affect performance, we have found over time that analytics created around performance- or profit-generating processes is a good way to begin. Then cascading these measurements down through the enterprise helps to ensure concentric goals and objectives. View Article…

Are Retailer-Demanded Price Cuts Killing Your Bottom Line?

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Retailer Price Cuts - Killing the Bottom LineHere are some cost reduction tips to help offset the financial impact of lowered retailer purchase pricing

Organizations today are spending as much as 60 percent of their revenue acquiring the goods and services needed to support their business. It shouldn’t come as a surprise, then, that for businesses that sell through big box retailers with price squeezing power, reductions in the area of procurement spending would appear to have the largest effect in offsetting the financial impact of lowered retailer purchase pricing. But how can you pinpoint where to cut those purchasing-related costs? View Article…

CFOs: Taking Charge with Analytics

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CFO-and-AnalyticsSo much has been written about the promise of business analytics to analyze data for competitive advantage. But, who should own analytics? The CIO? CFO? Some other business unit executive? According to 23% of respondents in a recent Deloitte Touche study, the most frequent leader of analytics is the business unit or division head, followed closely by the CFO at 18%. Some 20% revealed there was no single overseer of their business analytics. However, when they looked at the area most often found to “invest” in analytics, finance lead the pack at 79%. View Article…

Good Visibility Drives Enterprise Performance

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VisibilityThere is an old cliché that says “If you can’t measure it, you can’t manage it.” While that is certainly true, the real issue is that if you can’t visualize it, you can’t manage it.

Visibility (and visualization) of opportunities and problems plays a key role in managing performance in all parts of the enterprise. View Article…

Are Customers Getting Ready to Stray From the Fold?

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Customer Fold6 Ways That Manufacturers Can Exploit Business Metrics To Maintain Customer Satisfaction

What a sinking feeling when you find out that your customer is getting ready to part ways and give their business to someone else. You knew something was up when they didn’t engage with you like they used to. You wondered why they took a pass on those special offers they used to jump on before.

Was it something you said? Did you miss the mark on getting product to them when promised? Has product quality been a consistent issue lately? Were you totally out of the loop on everything that was happening with the account and now it’s too late to save it? View Article…

The Problem with Spreadsheets for BI

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SpreadsheetsIf there is a more user-friendly software application that provides greater utility and flexibility than spreadsheets, I don’t know what it would be. For the past 40 years spreadsheet software packages have endured themselves to millions of business users in all industries and business segments as a means of simplifying their lives and providing a better understanding of various business problems. But with little or no control over the use cases, enduring users sometimes find themselves in trouble when it’s too late to correct errors within the spreadsheets; or even worse, to not identify errors before critical business decisions have been made based on the spreadsheet data. View Article…

Dashboard Design: 5 Pitfalls to Avoid

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Dashboard DesignAs the benefits of performance measurement become more broadly known, analysts are seeing a tremendous uptick in the number of organizations that are implementing data visualization frameworks like executive dashboards to showcase key measures of financial and operational performance. But effectively highlighting a lot of information within a small space can be daunting. View Article…

Supply Chain Agility: How Important Is It?

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Agile Supply ChainAgility (or the ability to move quickly and easily) is a desirable trait in almost any situation ― particularly as it relates to the supply chain.  As its name implies, the role of a supply chain is to not only insure that the enterprise has the proper raw material supplies to produce the final product, but in a broader sense to insure that the enterprise is nimble enough to meet customer demands in a profitable way. It is a philosophically simple concept, but difficult to execute on a consistent basis.   View Article…