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Gatorade de Mexico



Function

    • Executive
    • Sales
    • Operations
    • Finance


Industry

    • Consumer Products

Qlik Product

    • QlikView

Achievements

    • Less than one week to develop initial sales applications
    • Less than one day to develop subsequent applications
    • Realized full ROI in four months
    • Reduced reporting time from 1-4 hours to 3 minutes — saving up to $237 in employee time for each report generated

Latin America — especially Mexico — is one of Gatorade’s most important markets outside of the United States.

To take advantage of strong growth opportunities, the sales support team at Gatorade de Mexico wanted to ensure accurate sales visibility. Through accurate visibility, the team could better and more quickly respond to market changes and seize competitive advantages.

While Gatorade de Mexico used MicroStrategy for Business Intelligence (BI) and reporting, the tool’s complexity prevented the sales support team from being able to easily access and analyze the real-time data. Basic sales performance reports could take 40 minutes to produce, while more strategic sales analysis could take four hours or more. Plus, the high level of manual manipulation increased the margin of error.

Gatorade de Mexico began searching for a BI solution that would provide faster sales answers — and allow sales and support to actively monitor performance and address problems.

Accelerating market responsiveness

Once Gatorade de Mexico selected QlikView, GPStrategy conducted a one-day training course for the sales support team and facilitated the development of the first two applications. These apps analyze down-the-trade-sales and sales overhead. Connecting SKU data with information from Gatorade’s 32 distributors, the down-the-trade-sales application lets Gatorade and each distributor systematically track and analyze inventory by client, item, delivery route and location sold.

For Gatorade de Mexico, the ability to easily access item inventory performance delivered significant reductions in the time and labor costs associated with this sales analysis. Additionally, the team reduced the potential for human error linked with performing manual reporting tasks.

For the distributors, QlikView provides a measurement of their most valuable and least cost-effective clients, allowing them to restructure sales and delivery routes to increase profitability.

Real-time sales inventory: From down-the-trade-sales to across the country

To analyze the costs and efficiency of its 72-person sales team, Gatorade de Mexico developed a sales overhead application. It tracks all overhead (such as travel & entertainment, marketing, and office expenses) in relationship to sales for each account and each salesperson. Every component of overhead expense can then be analyzed for savings opportunities. In addition, sales management is empowered with a detailed and actionable view of each individual salesperson’s performance and related costs.


Sales operations: Answers to reduce overhead costs

To analyze the costs and efficiency of its 72-person sales team, Gatorade de Mexico developed a sales overhead application. It tracks all overhead (such as travel & entertainment, marketing, and office expenses) in relationship to sales for each account and each salesperson. Every component of overhead expense can then be analyzed for savings opportunities. In addition, sales management is empowered with a detailed and actionable view of each individual salesperson’s performance and related costs.

Order cycle analysis: Accurate forecasting, optimal delivery

A QlikView order cycle application was created to enable users to track a sales transaction from its original source to final billing.

Developed in only four hours, the application connects a wide range of items with customer-specific information — from credit lines and limits for smaller distributors, to shipping details for large customers like Wal-Mart.


Transformation: An integrated, more effective sales organization

With QlikView, Gatorade de Mexico’s sales support analysts are no longer spending their time manually compiling and updating reports. Instead, they are analyzing data to find market opportunities and cost savings. Qlik offers Gatorade an analysis platform that provides a single version of accurate sales data every day.

Today, it takes three minutes for Gatorade de Mexico to generate a report. Before QlikView, report generation took one to four hours. Gatorade de Mexico is saving up to $237 in employee time for 10 reports each day.

Those cost savings, in combination with gains in operational effectiveness and the identification of additional revenue opportunities, paid a full return on Gatorade de Mexico’s Qlik investment in only four months.



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