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Manufacturing and Distribution | Human Resource management

Marketing and Sales
Customers are vital to the success of any business. Improving the speed and accuracy of your company’s decision-making is critical to attracting customers and effectively managing your relationship with them. Successful organisations are customer-centric; they structure their business processes to be responsive to customer needs and empower their employees to meet customer expectations.

BMA provides software and best practices to help companies improve sales effectiveness. We help your company analyse sales force productivity and accelerate sales cycles. Our solutions enable you to clearly understand performance, rapidly pursue new market opportunities and generate revenue to grow your business.

While many companies use sales metrics to measure sales performance, they don’t always know the right questions to ask in analysing their sales data and interpreting it properly. BMA helps to put the data at your fingertips, using metrics that matter, and to meaningfully interpret the results.

BMA’s suite of IBM Cognos marketing and sales solutions encompasses the following:

 

Sales forecasting

 

Forecasting sales is one of the key aspects of running a business. BMA provides solutions that enable a range of sales forecasting methods.


Contact BMA today if your business would benefit from this solution.
 

Product and customer profitability


BMA provides you with the means to determine which of your products, product groups, customers and customer segments are the most profitable and which are not contributing to your business. This insight can be prepared for any time period, geographical area or other relevant categorisation.

With our application, you are easily able to assess whether certain products are profit contributors in some customer groups but not in others. This is accomplished by constructing a well-designed profitability model that assigns appropriate revenues and costs to each product and customer. Revenue, costs and profit are accurate and reconcile with the General Ledger.

The model can also be extended to calculate brand value and test scenarios for brand development.

Overall, this will help your business assess the velocity and efficiency of sales cycles, and produce more accurate sales forecasts that supplement more accurate budgeting and planning for financial performance management.

Contact BMA today if your business would benefit from this solution
 

Sales analysis 


This sales solution helps management anticipate and adapt to changing market opportunities and track how the entire sales cycle is performing, from sales reps and territories to order fulfillment and pricing discounts.

It allows your sales managers to analyse sales and profit growth across a variety of dimensions including products, customers, time, geographies, customer segments, channels and product characteristics.

BMA can assist you to build sales budgeting and forecasting models to assess performance and shape sales strategies by giving you the tools to rapidly and efficiently undertake scenario testing and ‘what if’ modeling. Contact BMA today if your business would benefit from this solution.

 

Customer gains and losses


Understanding your customer base is vital. BMA can help your business build a clearer picture of the movements and patterns within your customer base with targeted analyses.

Our solutions will enable you to analyse the number and value of customers gained, lost or at risk within particular customer segments or groups, geographical or sales territories, over any time period. The value of those customers can then be measured by revenue or profit contribution.

For customers gained, target estimates can be entered and compared with later actuals. It may also be interesting and useful for you to track gains and losses over the course of promotional campaigns to determine their effectiveness and impact.

This enhances your understanding of customer buying patterns, needs, and levels of satisfaction.

Contact BMA today if your business would benefit from this solution

Merchandising analysis


Conducting a store level merchandising analysis can be a time consuming effort without the right tools in place.

With BMA’s help your company can enhance its retail supply chain strategy. Merchandising analysis allows you to improve the planning, placement and presentation of products for identified target markets, so that you can optimise your product mix to drive traffic and profitability.

Our application will assist you to monitor the impact of merchandising attributes like product placement, displays, promotions, stock levels, etc. - based on data from retail store visits by sales, product and store managers. This helps you to determine the extent to which certain retailers are complying with agreements / planograms. Predictive models also help you to forecast sales quantities.

Contact BMA today if your business would benefit from this solution
 

Scan data analysis


BMA can dramatically improve your ability to become more competitive by helping your company use scan data analysis to better understand the demand chain. This is the flexible and powerful analysis of retail data from point of sale terminals, which can be analysed in conjunction with data on promotions, advertising initiatives and other marketing or merchandising campaigns.

This data can help you understand the long-term impact of price promotions on market share and profitability, track performance over a marketing or promotional campaign, and analyse competitor behaviour.

Some other benefits of reliable scan data analysis include:
  • Better visibility of product sales, invaluable in sales forecasting and inventory management.
  • Reduced cost of inventory with product deliveries based on actual store inventory of SKUs.
  • Reduction in non-sellable product such as discontinued, damaged or out-of-code products that retailers return.

Contact BMA today if your business would benefit from this solution
 

Sales representative performance


With IBM’s sophisticated solutions, BMA helps your company to fine-tune its sales strategies by monitoring if your sales reps are meeting expectations such as revenue, volume, and margin – over time and against targets. Also track how sales reps are performing against quota to provide insight into sales training, order fulfillment and customer retention.

Our application provides a comprehensive analysis that can also be used to assess the value of each representative, calculate remuneration, and test alternative reward models. It brings together information from other marketing and sales analysis applications, and CRM systems or call records.

Contact BMA today if your business would benefit from this solution

Competitor analysis


Competitor analysis is an important part of the strategic planning process. It helps your company understand its competitive advantage relative to its competitors, which is useful when you’re developing company, product and pricing strategies.

BMA’s competitor analysis application provides an analytical framework for assessing competitor performance across product categories, customer segments, and geographic areas (or other key dimensions). We can also assist you to do competitive scenario testing (for example, plotting future new competitors, changes to competitive products lines, pricing, etc.).

Data may be drawn from numerous sources, including Government and industry statistical bodies, your own marketing and sales data, and market research surveys.

Contact BMA today if your business would benefit from this solution