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Pilot Gains a Dynamic View of Sales with QlikView
Technology Category
- Analytics & Modeling - Real Time Analytics
Applicable Industries
- Consumer Goods
Applicable Functions
- Sales & Marketing
- Business Operation
Use Cases
- Real-Time Location System (RTLS)
- Supply Chain Visibility
Services
- System Integration
- Training
The Challenge
Pilot, a major player in the global writing instruments sector, faced challenges in managing its complex sales processes. The company had a multi-support product offer and complex, international distribution networks. It was essential for the company to have a complete knowledge of all sales methods and dynamic analysis of sales and profitability by product and by customer. In early 2007, Pilot acquired an enterprise resource planning (ERP) system to integrate all its sales data. However, the system soon showed its limitations: no dynamic graphical retrieval and a lack of connections between data, implementation of new data sources, or new analysis axes. These weaknesses proved costly for Pilot, which is still a small medium-sized enterprise with limited resources and budgets.
About The Customer
Pilot is a major player in the global writing instruments sector and a world leader in terms of technological innovation. With a presence in the sector for almost a century, Pilot sells its products in more than a 100 countries. Pilot Corporation of Europe has a turnover of more than €100 million and has some 200 partners. It also has its own manufacturing plants throughout the world and stands out for its capacity for innovation in a highly competitive market. Like any commercial enterprise, Pilot’s primary concern is the performance of its sales networks. Two issues stand out: one is intrinsic to the business and relates to a multi-support product offer, the other relates to its complex, international distribution networks.
The Solution
Pilot chose QlikTech partner Bios Consulting, as its integration partner for the business intelligence solution. Bios Consulting guided Pilot towards QlikView, which was able to provide associative data modelling to ensure that Pilot met its objectives. As a first step Bios Consulting scoped the project so as to be certain that the requirements, constraints and resources were understood and qualified. This stage took place in March 2010, and involved meetings with future users from general management to teams in the field. Deployment took just four months from training key QlikView users to the roll out of a pilot coaching application, testing stage, and then deployment. Taking data directly from the Pilot ERP, QlikView provides a dynamic view of company sales. It is now possible for users to view overall sales by type of product, by country, and by customer.
Operational Impact
Quantitative Benefit
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