Kirby Smith

About the company

Kirby-Smith Machinery, Inc., authorized Komatsu dealer, is a leading distributor of heavy construction equipment, industrial equipment, and cranes. Their mission is to be the premier full-service construction equipment dealer and rental company in the south and central United States. Headquartered in Oklahoma City, Kirby-Smith has served the construction, paving, industrial, aggregate, pipeline/oilfield services, and various other industries for over 30 years.

Their Challenges

Employees spent hours every day creating reports from Excel spreadsheets and disparate systems
Managers had little oversight over various Kirby-Smith locations
Employees lacked real-time insight into rentals, utilization, and repairs.

How we helped

TARGIT delivers real-time tracking of KPIs
Employees can easily access reports on rental in/out updates, month-over-month rental revenue trends by branch, rental age by equipment category, benchmarks for daily revenue targets by branch, top current and past customers
Automatic reports notify employees if measures deviate from what is expected.

In Need of Instant Insights

With many moving balls in the air, Kirby-Smith spent hours each day running and analyzing reports and slicing and dicing Excel spreadsheets. Even still, they struggled to get a complete overview of the organization. Kirby-Smith knew the answer was in regularly updated analytics dashboards. This was the only way they’d be able to truly monitor where all aspects of their business stood at any point in time.

With that in mind, they started looking for a business intelligence and analytics solution and found TARGIT Decision Suite, which was chosen for its strong offering of custom analytics solutions for the heavy equipment industry.

“After researching several options, TARGIT gave us the most flexibility and best end-user viewing experience,” says Bryce Puckett, General Manager of Rentals at Kirby-Smith. “With the ability to integrate automated alerts and user-specific view and edit permissions, we are able to manage our business without the need to be glued to a screen all day long.”

TARGIT Decision Suite implementation was fast, thorough, and designed to fit the unique needs of Kirby-Smith. “TARGIT’s implementation and support teams are extremely responsive and continue to make themselves available throughout and after the implementation process,” says Andrew Cason, Database Administrator and BI Project Manager at Kirby-Smith.

Tracking Important KPIs

Kirby-Smith has fully implemented TARGIT Decision Suite in the Rentals department and is now able to measure the results and make faster and data-driven decisions. Key metrics such as rental revenue, utilization, and repair expenses are tracked all by model, make, year, category, branch, and more. Daily rental in/out updates, month-over-month rental revenue trends by branch, rental age by equipment category, benchmarks for daily revenue targets by branch, and top current and past customers are all accessible on a daily basis.

An indispensable feature of TARGIT Decision Suite for Kirby-Smith is the ability to measure KPIs and set automatic alerts for when measures deviate from the expected. Thus, users are able to observe the profitability of certain activities and product categories and quickly track daily month-over-month revenue. Kirby-Smith employees have insight into areas where quick action is necessary, such as which branches are exceeding or falling behind expectations. This allows them to take action faster than ever before.

“We now can make informed decisions based on actionable data versus what we thought or think we know about various aspects of the company’s performance,” says J.D. Young, Financial VP-CFO at Kirby-Smith. “TARGIT helps us know instantly where positive and negative results are being generated so that we can adjust and execute our plans to minimize the areas of performance issue and maximize those areas that enhance our results.”

Insight for Everyone

With TARGIT Decision Suite a part of employees’ daily workflow, “a lot of eyes were opened to our results from a high-level, big picture, perspective, as well as our strengths and weaknesses on a day-to-day basis,” according to Young.

TARGIT Decision Suite makes it easy to create and share dashboards, reports, and analyses so decision-makers throughout the company have access to the data they need.

Cason agrees. “TARGIT is very efficient in allowing authorized users to create and share relevant, visually digestible analyses which have been quickly adopted by all levels of the company.”

And for the near future, Kirby-Smith intends to extend the use of TARGIT to all other departments of the company, including as Services and Machinery, Parts, and Financial, to offer insight to help managers in every department understand and manage the business better.

In Need of Instant Insights

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