This presentation will help you drastically improve your knowledge and skills in improving analyzing business issues, especially during consulting projects. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing, operations on daily bases. In this presentation you will learn 3 things 1. How to understand main challenges in business analyses in Excel 2. How to use Excel, to find improvements in sales, operations and the business model. 3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for. This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting

1. 1
Examples of business
analyses
Examples from consulting projects

2. 2
During consulting projects you will have to analyze, fast and
efficiently many things in Excel. In this presentation I will show
you a series of real life analyses.

3. 3
In this presentation I will go through following type of analyses
Sales analyses
Business modeling in
Excel
Operational Analysis
Market estimation
analyses

4. 4
Let’s start with sales analyses
Sales analyses
Business modeling in
Excel
Operational Analysis
Market estimation
analyses

5. 5
Does it make sense to introduce new
services or products

6. 6
You have to remember that when you introduce a new product or
service it may have benefits but it can also cause problems
It can create new reasons to
visit the place
It can increase frequency
New product can attract new
customers
New product can disturb the
delivery of basic product
It can require additional assets
or training
It can repel current customer
base from coming
It can increase margins
May be not compatible with
your concept

7. 7
Imagine that you are analyzing a salad fast food that has just introduced 2
new products and you want to check whether it makes sense
100 location in Easter
Europe
Fast food for salads
They have just introduced
coffee and soups to the
menu

8. 8
Which customer should you
remove – Introduction

9. 9
Before we go to the case a few words why it makes sense to
get do away with some customers
Focus on profitable customers
Get rid off problematic
customers
Get rid off dedicated
solutions
Create space for new
customers
Prepare for recession
Scale down the business

10. 10
Let’s imagine that you are advising a firm providing analytical services
to other companies
200 customers in 6
countries
500 business analysts and
data scientists
Find out which customer
you have to remove

11. 11
Which customer should you
remove – Solution

12. 12
As a reminder you are advising a firm providing analytical services to
other companies
200 customers in 6
countries
500 business analysts and
data scientists
Find out which customer
you have to remove

13. 13
When you look at the data you can see that some customer
have much lower margin
Monthly hours sold
In thousands of hours
20
10 5 3
10
20
5 1 2 4
Group 1 Group 2 Group 3 Group 4 Group 5 Group 6 Group 7 Group 8 Group 9 Group 10
10 10 15 20
5 10 5 10 10 10
Group 1 Group 2 Group 3 Group 4 Group 5 Group 6 Group 7 Group 8 Group 9 Group 10
Average margin per hour
In USD per hour
25% 33%
50% 50%
13%
50% 50%
25% 29% 25%
Group 1 Group 2 Group 3 Group 4 Group 5 Group 6 Group 7 Group 8 Group 9 Group 10
% Margin
In %

14. 14
780
54
834
Current Margin Customer portfolio optimization Target Margin
If we remove the Group 5 and replace them with customers that generate
higher margins we can boost our margin by USD 54 K
Potential of increasing monthly margin
In thousands of USD

15. 15
Sales force efficiency analysis –
Introduction

16. 16
Let’s have a look at the sales force efficiency in Poland of a cosmetics
producers
20 sales rep in Poland
A sales rep visits all
customers in his region
You want to improve
efficiency

17. 17
Before we go to the Excel let’s talk about what we have to
know to judge the efficiency
What is the full cost per 1 sales
rep?
What value creates a specific
type of customer?
Is it worth to visit a customer?
How often should I visit specific
type of customers?
How I can improve efficiency of
the sales rep?
What can I standardize
automate?
What I can outsource to
cheaper provider?

18. 18
Sales force efficiency analysis –
Solution

19. 19
Let’s have a look at the sales force efficiency in Poland of a cosmetics
producers
20 sales rep in Poland
A sales rep visits all
customers in his region
You want to improve
efficiency

20. 20
20,195
30,124 31,210
Current Margin Maximazation without outsourcing and
reduction of headcount
Margin Maximazation with outsourcing and reduction of
headcount
When we look at the data we can see that there are regions where we
are really weak. In those regions there is a big potential for
improvement
Total net margin generated
In thousands of USD

21. 21
Sales force efficiency analysis –
Practical tips

22. 22
There are 3 groups of solutions that will help you improve the efficiency
of your sales team
Focus on what creates value
Improve efficiency of daily
work
Outsource / Specialize
 Calculate the net margin per type of customer
 Check the return on a visit and decide how often
it should be made
 Concentrate on those customer for which the
net margin per visit is the highest
 For other create more self-service solutions
 Rearrange the regions to minimize the travelling
 Implement remote solutions to reduce the need
to travel
 Create a standard of the visit to maximize the
impact
 Go through the tasks that should be performed
during the visit and check whether they make
sense and create value
 Create standards and modules
 Create software to automate part of the process
 Plan the trips to maximize the usage of their time
 Standardize fleet, phone, software and others
 Pick the optimal legal solution of cooperating
with sales rep to optimize the cost of labor
 Outsource what you can to local suppliers i.e.
merchandising
 Create support teams for the sales rep that can
do part of his job in a cheaper manner and
higher quality at the same time

23. 23
How to find the white spaces untouched
by your brand – Introduction

24. 24
Let’s have a cosmetics producer and see where is the potential for
development
You are a market leader
in Poland
You have entered 5
years ago Romania
You want to find white
spaces in Poland

25. 25
How to find the white spaces untouched
by your brand – Solution

26. 26
Let’s have a cosmetics producer and see where is the potential for
development
You are a market leader
in Poland
You have entered 5
years ago Romania
You want to find white
spaces in Poland

27. 27
0.2 0.4
0.9
1.3 1.4
2.0
3.2
7.0
6.6
4.8
1.2 1.0 0.8
2.1
2.5
1.0
R1 R2 R3 R4 R5 R6 R7 R8 R9 R10 R11 R12 R13 R14 R15 R16
When we look at the data we can see that there are regions where we
are really weak. In those regions there is a big potential for
improvement Average and target for
regions with smaller
sales per capita
Sales per person - Currently
In USD per Capita

28. 28
11,172
8,401
4,908
3,174
2,608
1,892
1,861
1,776
1,266
674
205
0 0 0 0 0
37,937
R1 R2 R3 R4 R5 R11 R13 R12 R16 R6 R14 R7 R8 R9 R10 R15 Total
Using the data in Excel we can estimate the potential increase in sales
by regions
Potential of increasing sales
In thousands of USD

29. 29
1% 3%
6%
10% 10%
17%
27%
58%
55%
40%
12%
21%
8%
30%
25%
10%
R1 R2 R3 R4 R5 R6 R7 R8 R9 R10 R11 R12 R13 R14 R15 R16
When we look at the data we can see that there are regions where we
are really weak. In those regions there is a big potential
Average and target for
regions with smaller
share
Share in local market - Currently
In %

30. 30
14,544
11,283
7,099
5,301
4,439
1,609 1,550 1,211 1,067 0 0 0 0 0 0 0
48,104
R1 R2 R3 R4 R5 R13 R11 R6 R16 R7 R8 R9 R10 R12 R14 R15 Total
Using the data in Excel we can estimate the potential increase in sales
by regions
Potential of increasing sales
In thousands of USD

31. 31
How to choose the right way to
acquire customers

32. 32
Sales Analysis for Management
Consultants
$190
$10
For more similar cases in Excel check my online course. Below a link to it with
a nice discount. You will find there a lot of cases with calculations and Excel
provided.
Click here to check my course

33. 33
Let’s start move to business modeling in Excel
Sales analyses
Business modeling in
Excel
Operational Analysis
Market estimation
analyses

34. 34
Retail Business Model in Excel

35. 35
Consulting Business Model in
Excel

36. 36
Restaurant Business Model in
Excel

37. 37
E-commerce business model in
Excel

38. 38
Let’s start move to business modeling in Excel
Sales analyses
Business modeling in
Excel
Operational Analysis
Market estimation
analyses

39. 39
For more similar cases in Excel check my online course. Below a link to it with
a nice discount. You will find there a lot of cases with calculations and Excel
provided.
Financial Modeling for Startups
$89
$10
Click here to check my course

40. 40
Finding the best spot for your
factory – Introduction

41. 41
Let’s have a look at plywood producer that has 2 factories and is
considering where to build the third one
2 plants
3 potential locations for
the 3rd plant
CC Wikimedia.org

42. 42
There are things you should consider when choosing the
location for you factory
Sufficient amount of raw materials /
suppliers in the catchment area
Sufficient number of customers in the
catchment area
Cost of transportation of raw materials to
the factory
Cost of transportation of finished goods to
customers
Local labor market – sufficient amount of
workers and wages
Cost of electricity
Support from local government

43. 43
Car Industry – Planning the flow
of finished goods – Introduction

44. 44
Let’s have a look at car producer that is wandering which plant should
supply to which country
4 plants
4 countries

45. 45
For more similar cases in Excel check my online course. Below a link to it with a nice
discount. You will find there a lot of cases with calculations and Excel provided.
Click to check my course
Supply Chain for Management
Consultants
$190
$15

46. 46
Let’s start move to business modeling in Excel
Sales analyses
Business modeling in
Excel
Operational Analysis
Market estimation
analyses

47. 47
Bottom up approach
analysis

48. 48
TV set market estimation

49. 49
Top down approach
analysis

50. 50
Tips how to estimate the
effect of cannibalization

51. 51
Tips how to estimate
potential sales per region

52. 52
For more similar cases check the link with discount below. You will find
there a lot of cases
Click to check my course
How to get into consulting –
Management Consulting Cases
$90 $15

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