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Focusing on turnover rate and contribution ratio with BI

”With Business Intelligence, we’re now able to follow the products all the way through the system; we can identify the turnover rate down to the product level, and we can analyze and compare data”, says Asger R. Poulsen, IT Manager in the Holding company Carl Christensen (CAC). He continues: “Especially the purchasing department is exploring the new possibilities. They can track if the vendors respect the delivery ratio, delivery times and quantity, and they can keep track of the development in delivery times to see if we meet our expected goals etc. Before we had TARGIT, we were able to get the figures, but it took us far too long. We had a designated employee to get the analyses ready – now the analyses and figures are just ready to use.”

Fast implementation
The solution was tailored especially for CAC and the au2parts wholesalers owned or partly owned by CAC, an organization with a large number of companies all delivering data for Microsoft Dynamics NAV, and they have a lot of accounts spread out on two NAV databases. The implementation of the entire data warehouse only took 125 hours in total, and it contains: Sales, Open Orders, Finance, Budget, Purchase and Inventory Management. Additionally, the solution integrates with CAC’s and au2parts’ SuperOffice solution which makes them able to load an analysis in TARGIT directly from a customer contact in SuperOffice.

Previously, CAC and au2parts had given BI a go with the standard cubes of another BI vendor, but they weren’t able to handle the huge amounts of data and had to throw in the towel. Afterwards, TARGIT was brought into play.

Reports are distributed automatically
”Before TARGIT, we had to find the figures and create the reports and analyses manually, but now the system distributes the figures automatically to the different departments. The fact that we can get the figures fast makes our focus much broader.  For instance, we can now focus especially on the turnover rate.” Before, CAC had to put in a great effort to compare the turnover rate of all product groups. Now, it’s easy for them to detect if, for instance, a wholesaler is significantly below average and they can find out the reason why - and possibly find a solution for the problem as well. “We are able to identify how to increase profitability in the specific departments”, says Asger R. Poulsen.

Most importantly, they are now able to focus on the turnover rate in the inventories, and to focus on the contribution ratio at the customers’. Additionally, the interim accounts are now active.

”Now, we’re able to identify deviations from budget and to see where exactly it goes wrong. We can work actively with the budgets”, says Asger R. Poulsen. The strategy is to create all reports and analyses in TARGIT. “The wholesalers have a relatively small number of reports that they use, but they really bring these reports into play and it makes a huge difference”, says Asger R. Poulsen.

When a customer account manager from au2parts talks to a customer, he can now access important information about the customer in an instant. He has direct access to his BI solution through the CRM system and he’s able to see all of the customer’s data. In this way, he’s always ready and he has a clear and fast overview of the specific situation. Before TARGIT, it took a long time to access the necessary information.

Growth creates the need for increased overview
After the acquisition of BI, CAC is really focusing on using the existing information and data. And it was necessary to optimize their business as CAC experiences great growth, and as the company grows, the amount of data grows with it. All data is stored in the NAV database which put great strain on the operation environment, as all data needed to be accessed directly in the NAV database. They used to use Jet Reports at CAC, but this complicated the work for the daily users as they had to go directly into the database which put a strain on the operations to the annoyance of the other employees. Now, everyone is able to get the figures they need, exactly when they need them.

”To create additional sales at an existing customer is always easier than to get a new customer, but if you don’t know, what the customer isn’t buying, it’s difficult to get them to make a purchase. The employees need to be prepared when they talk to the customer”, says Asger R. Poulsen.

CAC consists of a HQ and a number of subsidiaries – wholesalers (au2parts) – in all the large cities in Denmark. Some of them are owned, some partly owned and a third group are independent wholesalers, but they all get the same information from HQ. For instance, all of them will have information about their contribution ratio, in order to keep updated on where they are placed compared to the other wholesalers. In most cases, they can even get the information from the BI system themselves. At the wholesalers, both the customer account managers and the team leaders have access to the TARGIT solution and at HQ, all departments (purchase, sales, management, IT, sales/concept) can access the solution.


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Aktieselskabet CARL CHRISTENSEN has a strong position on the Danish market for automotive and industrial products. The company have a dynamic development with head office in Aarhus/Tilst and department in Glostrup. The CAC-group have a turnover over 750 mill. DKK, and employs about 450 people.