Coca Cola United
I worked with Coca Cola to improve their analytics tool for the field sales team. The goal was to provide the team with a user-friendly and insightful interface that enables them to influence outlets to improve their sales and margin opportunities by buying a better mix of products. The existing Power BI dashboard was ineffective due to its complexity, lack of clear insights, and low user adoption.
The primary objective was to empower the field sales team with data insights to effectively influence outlets. This involved providing a new analytics tool with a clean and simple UI, capable of presenting targeted and insightful information in real time.
The tool focused on four key categories:
Retail revenue and profit performance: Visualizing store performance metrics, such as case volume, revenue, profit, and margin, across different time frames.
Category mix management: Identifying profit opportunities by suggesting adjustments to category frontage based on similar stores' more profitable sales.
Similar outlet gap comparisons: Determining stores with similar characteristics (e.g., store size, store segment, proximity) to compare performance and identify areas of improvement.
Order mix scenario analysis (retail profit calculator): Allowing field sales reps to analyze different order scenarios and calculate the potential retail profit.
The redesigned analytics tool for Coca Cola's field sales team successfully addressed the project goals. By providing a clean and intuitive UI, we improved user adoption and made it easier for sales reps to influence outlets effectively. The retail performance dashboard offers key insights at a glance, while the Category Mix Manager empowers sales reps to make data-driven recommendations for maximizing profit opportunities.