Client
Industry
Project size
Centers of expertise
Context
What does each sale actually earn? At Outils & Fixations BMI, a distributor of pneumatic tools and fasteners since 1966, the question had gone six months without a firm answer.
Commissions were paid out on best-judgment estimates, with no reliable measure of the profitability behind each transaction.
The data wasn’t the problem: the sales were there and so were the costs. But connecting every piece of the puzzle proved far more complex than expected.
Solutions PROPOSED
Analysis of sales and cost data sources.
Development of a profitability dashboard in Zoho Analytics.
ross-referencing of revenue and costs by transaction, by product, and by sales rep.
Gains
- Commissions validated against actual figures.
- Clearer view of profitability by sale and by sales rep.
- Gap of roughly 10% identified between assumptions and reality.
Satisfaction and achievement of objectives
Satisfaction with interventions