KMS Distribution Network Analytics for Manufacturers enabling manufacturers to consolidate and analyze primary and secondary sales data from different distributors to gain insights and to drive revenue.

1. KMS
www.kms-world.com
GAINING VISIBILITY INTO SECONDARY SALES DATA.
September 2015
KMSDistributionNetwork
AnalyticsforManufacturers

2. 2Title of Ebook
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| Introduction
| Distributor Network visibility challenges
| Solution overview
| Case study
| Sample dashboards
| About KMS

3. 3Title of Ebook
Distribution Channels are pathways of strategic advantage along which products,
information, & finance flow - from manufacturers to consumers.
However, Channels consist of networks of independent businesses whose data
needs to be aligned to assist you to fulfill and create consumer demand. Collecting and
analyzing market and channel performance data in uniform formats that facilitates
aggregation and analysis for decision making, is the great challenge.
KMS Distribution Network Analytics provides the platform, views, alerts & trends
needed to facilitate this alignment.
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4. 4Title of Ebook
Distributor Network Visibility Challenges
Manufacturers lack visibility into the distributor network. Furthermore,
each agency has data coming in that is in a different format – often
unstructured – and being stored in different, incompatible systems. As a result
manufacturers not only don’t get access to vital data but even if they did,
consolidation takes a lot of time and resources.
Distributors do send invoices and sales data to manufacturers but these do not
contain detailed insights into secondary sales data, like consumer preferences, price
sensitivity, product performance vis a vis competition, distributor inventory holding
patterns etc.
Manufacturers also don’t know why one distributor performs better than another.
Are they not selling because they don’t have enough inventory or because they are
selling competitor products?
Lastly, every distributor uses a different ERP or inventory / financial system. It
therefore takes manufacturers time and effort to consolidate data – which when
available may be obsolete for decision making.
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Distributor Network Visibility Challenges
Other areas of concern are, most notably, anticipating future requirements of distributors,
analyzing inventory versus forecasted sales, understanding market position versus competitors
and collection of receivables.
Inability to predict demand for their products from distributors, causes issues in
Manufacturer’s own production planning. Manufacturers have to invest in marketing efforts but
they cannot measure the ROI of these investments..
KMS Distribution Network Analytics enables manufacturers to
consolidate and analyze primary and secondary sales data
from different distributors in order to gain insights and drive
revenue.
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6. 6Title of Ebook
Threefold solution with three independent parts to be purchased together
or separately depending on client’s needs.
1. Business Intelligence layer for Manufacturers
2. Consolidation layer for Distributor Data linked with Manufacturer’s core
systems:
1. Provision of Navision Light distributor application that directly connects
with Manufacturers system
2. Provision of a Portal for Channel Partners to provide requisite
Information which can be consolidated and posted to Manufacturer’s
system
3. Data Mart created on MySQL to consolidate disparate data with daily
postings
3. Light Business Intelligence layer for distributors
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The problem
The company lacked a centralized and transparent view of profitability and relied on archaic,
manual and very ineffective Excel based reporting and data analysis processes which were not
sufficient for the volume and complexity of the business.
The solution
1. Building a consolidation layer with Navision Light and My SQL Data Mart to record disparate
transactions from different systems.
2. Created automated and flexible management reporting dashboards for outlet sales profitability.
– Outlet / Brand / Packaging Type / Zone / District / Area / Channel / etc. Profitability
Views
– Promotion Performance Dashboards
– Best / Worst Performing Outlet / Brand / Packaging Type / Zone / District / Area /
Channel / etc. View
– Geo data analysis of revenue and profitability
The solution has been well received and is being extended to distributors in other countries.
Our client
An Asian brewery
distributing a large
number of beverage
SKUs to thousands of
locations around the
country.
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Sample dashboards
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9. What We Do
KMS provides Business Intelligence, Analytics and
big data solutions. This is our 10th anniversary year.
With presence in five countries in SEA, we have
served more than 400 customers.
Analytics have four levels –
1. Descriptive Analytics - what happened
2. Diagnostic Analytics - why did it happened
3. Predictive Analytics - what could happen
4. Prescriptive Analytics -what can we do about it
We take our customers from level one to level four,
empowering them to leverage the data they have to
transform their business.
Simply put - we help companies understand not only
what happened but, additionally, why it happened
and help to create a data driven decision making
culture across the organization.
The KMS Advantage
KMS was amongst one of the first companies to
bring Interactive BI tools to the SEA region. We
have unparalleled industry experience and strong
regional presence.
About KMS
10 years | 5 countries | 400 Customers
www.kms-world.com
ask@kms-world.com
+65 96173248