Sales Analysis for Management Consultants

A few words about your humble teacher

I will show you how the course is organized

Here I will show you what to do if a blurry image appears

Here I will show you how to find additional resources attached to the coruse like Excel files, presentations, links etc.

In this lecture I will show you what you can expect in this section. . In the second section I will discuss main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from cosmetics, food industry and will show you how to analyze motivation / bonus system, how to analyze the efficiency of sales force, how to estimate potential growth in specific regions and many more

FMCG sells mainly through retailers. Some go into independent distribution via own website and own stores. We will discuss all the options in this section

In this lecture I will show you what matters the most in marketing in this business model

There are number of challenges in the Sales and Marketing of FMCG. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

Most producers/brand owners operate using many sales channels: wholesalers, own shops, e-commerce, marketplace, etc. It makes sense to check how profitability looks across channels and what can be done to improve the overall situation. I will show you how it can be done with a simple Excel analysis and a pivot table. I will also try to demonstrate what kind of conclusions can you draw and what should be your next steps, on the basis of the results you are getting from the analyses

Let’s have a look at milk producer that wants to expand its product range. In this case you will be asked to analyze and find the best candidates for brand expansions. 

In this lecture I will show you how to solve the case shown in the previous lectures.

In this lecture I will show you how to solve the case shown in the previous lectures.

Here I will show you how to create a scatter plot

Let’s have a look at the sales force efficiency in Poland of a cosmetics producers. We will analyze the efficiency of sales force and look for ways to improve the margin

Here I show the example of analyses of a specific retail by chosen cohorts

In this lecture I will show you how to solve the case shown in the previous lectures.

In Retail you have space that you divide among different product groups. For every group you should calculate the total margin using sales density, % Gross Margin and space allocated to specific group. You have to analyze their performance and decide how to split the space. In this lecture I will show you the general concept

Motivation plan for sales people can be pretty complicated. I will show you some examples that we will analyze in the next lecture

Here I show an example of a product range analysis

Let’s have a cosmetics producer and see where is the potential for development. We will analyze the sales by regions and try to find how much more we can sell in each and every region.

We will now have a look at a company selling branded juice in Romania that has 2 type of sales force. I will show you how to analyze and calculate their motivation systems

In this lecture I will show you what you can expect in this section. I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance.

Retail sell through its own stores. Yet they also have their online presence and try to sell via marketplaces

In this lecture I will show you what matters the most in marketing in this business model

There are number of challenges in the Sales and Marketing in Retail. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

I this lecture I will show you what kind of cohorts / segments you can use to analyze a retailer. Later on I will show you some analyses of a specific retail by chosen cohorts

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Store Check come in handy whenever you are talking about B2C physical products, services and retail. This methods gives you solid facts on which you can build your business

At some point you will start considering expansion. I will show you in this section how you can expand your retail business and how to decide what to do

Once your business model is right you will want to expand and grow. There are some options to do that and I will show them in this lecture

If you are present on specific market you want to know when you will reach a saturation market – the maximal number of shops that will not cause much cannibalization. I will show you how to approach this subject

We will now try to check in practice how to find saturation point for a retailer. In this lecture I will introduce the case that we will work with for the next few lectures. You will be asked to find the saturation for grocery store operating in Poland

In this lecture we solve previously introduced case.

As the e-commerce has been significant distribution channel traditional retailers were forced to transform into multichannel players (operating both in traditional stores, offline word as well as online business) Here I will show you the main challenges and how to tackle them

Creating an expansion strategy requires you to do a number of things. I will show you in this lecture how to approach this subject

In this lecture I will start the case study that we will be solving for the next few lectures. Imagine that you are a Spanish fashion retailer and you want to figure out which countries you should enter. Therefore, you prepare a ranking of countrires that show attractivness and the size of each and every market.

Let’s have  a look at the main problems with multichannel

Imagine that you have a chain of physical stores and online stores. What pricing would you use? How you would come up with the right pricing?

In this lecture I show you the solution to the case you had to solve in the previous lecture

When you start building more stores you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subject

When you start building on-line presence you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subjec

Let’s have a look at an example of cannibalization

In this section I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance

B2B Service firms use mainly its own sales force team. However, more and more options are available. We will this this subject in this lecture.

There are number of challenges in the Sales and Marketing in B2B Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

There are many ways in which you can set the price for a consulting project. I will show you different methods in which you can set your price, what are the implications of each and one of them and when they can be used.  I will also discuss the advantages and disadvantage of each and one of them.

Here I show you how to calculate the price and the profitability of a consulting project using fixed fee and times and material formula. You will get also template in Excel shown in the lecture as an attachment in additional resources

Here I show you how to analyze the profitability of sales channels in Consulting

Here we show to analyze the profitability of sales channels

In B2B Services since you have already a nice base you try to sell them more of your products. The best example are big 4 auditing companies. I will discuss the general preconditions for cross-selling and introduce the case we will be solving in next lectures

Quite often it makes sense to remove some of your customers. In this lecture I will discuss when you should do it and I we will do a short introduction to the case study

In this lecture I will show you how to solve the case shown in the previous lectures

Price formula in B2B services can drastically impact the margins and net profit. In this lecture, we will go through a case that will show you how to approach the analysis of price formula with uncertainty on the scenario that will happen.

In this section I will discuss main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from restaurant chain, beauty salon chain and others. I will show you how to check whether new product introduction make sense, how to increase profits by 10% and other cases

In terms of sales and marketing B2C services are similar to Retail. We will briefly discuss the sales in B2C Services

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss services performed at specialized place.

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss services performed at customer place that require a person.