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Dr. B oris V aillant - Quantitative Consulting

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[Business analytics] [Project examples]

Building a sales benchmarking tool

  • Goals
    • Systematic comparison of profitability levels attained per
      • Product group
      • Market segment
    • Optimize the use of internal knowledge about the market
    • Establish reference profitabilities for all products/markets
  • Inputs
    • Sales data of products by market segment
    • Overview about available additional data
      • Reference prices
      • Market data
      • Competitive situation
    • Workshops / Internal discussions
      • Specificity of the different markets
      • Competitive situation/li>
      • other factors influencing profitability
  • Result
    • Profitability model
      • giving target profitability in each market / product group
      • taking into account all relevant influences
    • Sales support tool using a "traffic light system" to indicate departure from the target
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