Sales Analysis For Management Consultants

Introduction to sales and marketing in FMCG Preview 01:03

In this lecture I will show you what you can expect in this section. . In the second section I will discuss main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from cosmetics, food industry and will show you how to analyze motivation / bonus system, how to analyze the efficiency of sales force, how to estimate potential growth in specific regions and many more

Overview of Sales in FMCG Preview 01:35

FMCG sells mainly through retailers. Some go into independent distribution via own website and own stores. We will discuss all the options in this section

Overview of Marketing in FMCG Preview 04:16

In this lecture I will show you what matters the most in marketing in this business model

Main challenges in sales and marketing in FMCG Preview 03:11

There are number of challenges in the Sales and Marketing of FMCG. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

Introduction to cases for FMCG Preview 01:21

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

Sales channel analysis - case in FMCG Preview 03:06

Most producers / brand owners operate using many sales channels: wholesalers, own shops, e-commerce, marketplace etc. It makes sense to check how profitability looks across channels and what can e done to improve overall situation. I will show you how it cane be done with a simple Excel analysis and a pivot table. I will go also try to demonstrate what kind of conclusions can you draw and what should be your next steps, on the basis of the results you are getting form the analyses

How to expand the brand – Introduction Preview 02:38

Let’s have a look at milk producer that wants to expand its product range. In this case you will be asked to analyze and find the best candidates for brand expansions. 

How to expand the brand – Solution – Part 1 Preview 03:29

In this lecture I will show you how to solve the case shown in the previous lectures.

How to expand the brand – Solution – Part 2 Preview 02:58

In this lecture I will show you how to solve the case shown in the previous lectures.

How to expand the brand – Solution – How to create scatter plot with names Preview 03:12

Here I will show you how to create a scatter plot

Sales force efficiency analysis – Introduction Preview 02:18

Let’s have a look at the sales force efficiency in Poland of a cosmetics producers. We will analyze the efficiency of sales force and look for ways to improve the margin

Sales force efficiency analysis – Solution – Unit Cost Preview 02:16

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – ABC analysis of Current Solution Preview 03:01

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – more on Current Solution Preview 02:33

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Margin Maximazation Preview 02:48

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Specialization Preview 03:50

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Summary Preview 02:22

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Practical Tips Preview 03:27

In this lecture I will show you how to solve the case shown in the previous lectures.

How to find the white spaces untouched by your brand – Introduction Preview 01:03

Let’s have a cosmetics producer and see where is the potential for development. We will analyze the sales by regions and try to find how much more we can sell in each and every region.

How to find the white spaces untouched by your brand – Solution – Per capita Preview 04:05

In this lecture I will show you how to solve the case shown in the previous lectures.

How to find the white spaces untouched by your brand – Solution – Local shares Preview 03:32

In this lecture I will show you how to solve the case shown in the previous lectures.

How to find the white spaces untouched by your brand – Solution – Presentation Preview 02:07

In this lecture I will show you how to solve the case shown in the previous lectures.

How to analyze the motivation system of sales force – Introduction Preview 03:42

Motivation plan for sales people can be pretty complicated. I will show you some examples that we will analyze in the next lecture

How to analyze the motivation system of sales force – Solution Preview 03:39

In this lecture I will show you how to solve the case shown in the previous lectures.

Juice producer – motivation system of sales force – Introduction Preview 02:32

We will now have a look at a company selling branded juice in Romania that has 2 type of sales force. I will show you how to analyze and calculate their motivation systems

Juice producer – motivation system of sales force – Solution - Area Manager Preview 04:30

In this lecture I will show you how to solve the case shown in the previous lectures.

Juice producer – motivation system of sales force – Solution - Sales Rep Preview 02:11

In this lecture I will show you how to solve the case shown in the previous lectures.

Overview of segmentation methods Preview 00:18

Introduction to sales and marketing in Retail Preview 00:58

In this lecture I will show you what you can expect in this section. I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance.

Overview of Sales Preview 01:24

Retail sell through its own stores. Yet they also have their online presence and try to sell via marketplaces

Overview of Marketing in Retail Preview 03:01

In this lecture I will show you what matters the most in marketing in this business model

Main challenges in sales and marketing in Retail Preview 03:32

There are number of challenges in the Sales and Marketing in Retail. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

Introduction to cases for Retail Preview 01:30

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

Analyses of stores by cohorts - Introduction Preview 02:11

I this lecture I will show you what kind of cohorts / segments you can use to analyze a retailer. Later on I will show you some analyses of a specific retail by chosen cohorts

Analyses of stores by cohorts - Example Preview 04:20

Here I show the example of analyses of a specific retail by chosen cohorts

Product range analysis - Introduction Preview 01:51

In Retail you have space that you divide among different product groups. For every group you should calculate the total margin using sales density, % Gross Margin and space allocated to specific group. You have to analyze their performance and decide how to split the space. In this lecture I will show you the general concept

Product range analysis - Example Preview 03:30

Here I show an example of a product range analysis

Sales and margin efficiency of retail Preview 15:39

In this lecture you will learn to calculate sales and margin density for a Retailer using pivot and sumifs function. I will also show you what conclusion you should draw from it.

Inventory analysis - Introduction Preview 03:10

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Inventory analysis - Excel Preview 03:12

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Store checks - examples in retail Preview 07:09

Store Check come in handy whenever you are talking about B2C physical products, services and retail. This methods gives you solid facts on which you can build your business

Introduction to Expansion Preview 02:23

At some point you will start considering expansion. I will show you in this section how you can expand your retail business and how to decide what to do

Expansion of current model - options Preview 01:51

Once your business model is right you will want to expand and grow. There are some options to do that and I will show them in this lecture

Saturating existing markets - intro Preview 01:00

If you are present on specific market you want to know when you will reach a saturation market – the maximal number of shops that will not cause much cannibalization. I will show you how to approach this subject

Saturating existing markets – Introduction to the case study Preview 01:11

We will now try to check in practice how to find saturation point for a retailer. In this lecture I will introduce the case that we will work with for the next few lectures. You will be asked to find the saturation for grocery store operating in Poland

Saturating existing markets – Data for the case study Preview 03:12

In this lecture we solve previously introduced case.

Saturating existing markets – Number of Stores Preview 03:09

In this lecture we solve previously introduced case.

Saturating existing markets – Stores by concepts Preview 03:04

In this lecture we solve previously introduced case.

Saturating existing markets – Concept & Space Preview 03:46

In this lecture we solve previously introduced case.

Saturating existing markets – Solution in Power Point Preview 01:57

In this lecture we solve previously introduced case.

Expansion strategy into other countries - introduction Preview 02:48

Creating an expansion strategy requires you to do a number of things. I will show you in this lecture how to approach this subject

Expansion strategy into other countries – Case Introduction Preview 02:17

In this lecture I will start the case study that we will be solving for the next few lectures. Imagine that you are a Spanish fashion retailer and you want to figure out which countries you should enter. Therefore, you prepare a ranking of countrires that show attractivness and the size of each and every market.

Expansion strategy into other countries – Data for the case study Preview 03:44

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Which function to use Preview 04:53

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Solution in Excel Preview 03:32

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Solution in Power Point Preview 02:30

In this lecture we solve previously introduced case.

What is multichannel? Preview 02:14

As the e-commerce has been significant distribution channel traditional retailers were forced to transform into multichannel players (operating both in traditional stores, offline word as well as online business) Here I will show you the main challenges and how to tackle them

Main problems with multichannels Preview 03:56

Let’s have  a look at the main problems with multichannel

Pricing dilemma - case study - Problem Preview 01:57

Imagine that you have a chain of physical stores and online stores. What pricing would you use? How you would come up with the right pricing?

Pricing dilemma - case study - Solution Preview 02:42

In this lecture I show you the solution to the case you had to solve in the previous lecture

Cannibalization of sales by off-line - Introduction Preview 02:13

When you start building more stores you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subject

Cannibalization of sales by on-line – Introduction Preview 02:32

When you start building on-line presence you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subjec

Cannibalization of sales - case study Preview 01:19

Let’s have a look at an example of cannibalization

Canibalization - tips how to solve the case study Preview 01:01

Let’s have a look at an example of cannibalization

Cannibalization of sales - case study - Calculation in Excel Preview 03:42

Let’s have a look at an example of cannibalization

Introduction to sales and marketing in B2B Services Preview 01:06

In this section I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance

Overview of Sales in B2B Services Preview 01:07

B2B Service firms use mainly its own sales force team. However, more and more options are available. We will this this subject in this lecture.

Overview of Marketing in B2B Services Preview 02:41

In this lecture I will show you what matters the most in marketing in this business model

Main challenges in sales and marketing in B2B Services Preview 02:55

There are number of challenges in the Sales and Marketing in B2B Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

Introduction to cases for B2B Services Preview 01:18

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

How you can price consulting projects? Preview 05:38

There are many ways in which you can set the price for a consulting project. I will show you different methods in which you can set your price, what are the implications of each and one of them and when they can be used.  I will also discuss the advantages and disadvantage of each and one of them.

Calculating the price and profitability of a consulting project Preview 06:52

Here I show you how to calculate the price and the profitability of a consulting project using fixed fee and times and material formula. You will get also template in Excel shown in the lecture as an attachment in additional resources

Analyzing the profitability of sales channels - introduction Preview 01:59

Here I show you how to analyze the profitability of sales channels in Consulting

Analyzing the profitability of sales channels - example Preview 03:54

Here we show to analyze the profitability of sales channels

Analyzing the profitability of sales channels -example of selling small services Preview 08:19

Here we show to analyze the profitability of sales channels

Cross-selling – Introduction Preview 02:57

In B2B Services since you have already a nice base you try to sell them more of your products. The best example are big 4 auditing companies. I will discuss the general preconditions for cross-selling and introduce the case we will be solving in next lectures

Cross-selling – Solution Preview 03:24

In this lecture I will show you how to solve the case shown in the previous lectures.

Which customer should you remove – Introduction Preview 02:13

Quite often it makes sense to remove some of your customers. In this lecture I will discuss when you should do it and I we will do a short introduction to the case study

Which customer should you remove – Solution – Analysis of Current Margins Preview 02:07

In this lecture I will show you how to solve the case shown in the previous lectures

Which customer should you remove – Solution – Potential Improvements Preview 02:43

In this lecture I will show you how to solve the case shown in the previous lectures

Which customer should you remove – Solution – Some tips Preview 02:09

In this lecture I will show you how to solve the case shown in the previous lectures

Which price formula is the best for my profits – Introduction Preview 02:47

Price formula in B2B services can drastically impact the margins and net profit. In this lecture, we will go through a case that will show you how to approach the analysis of price formula with uncertainty on the scenario that will happen.

Which price formula is the best for my profits – Solution – Times & Materials Preview 03:47

In this lecture I will show you how to solve the case shown in the previous lectures

Which price formula is the best for my profits – Solution – Mixed Options Preview 02:37

In this lecture I will show you how to solve the case shown in the previous lectures

Introduction to sales and marketing in B2C Services Preview 00:44

In this section I will discuss main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from restaurant chain, beauty salon chain and others. I will show you how to check whether new product introduction make sense, how to increase profits by 10% and other cases

Overview of Sales in B2C Services Preview 01:19

In terms of sales and marketing B2C services are similar to Retail. We will briefly discuss the sales in B2C Services

Main challenges in sales and marketing in B2C Services - Part 1 Preview 03:32

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss services performed at specialized place.

Main challenges in sales and marketing in B2C Services - Part 2 Preview 02:18

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss services performed at customer place that require a person.

Main challenges in sales and marketing in B2C Services - Part 3 Preview 02:38

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss scalable productized services

Introduction to cases for B2C Services Preview 01:01

Here I will show you what cases we will cover in this section

What will be the effect of the price increase – Introduction Preview 02:09

The impact of the price change on your profit will depend on a few factors. I will discuss in this lecture what you should take into account and how to calculate it.

What will be the effect of the price increase – Solution - Impact on coffee only Preview 04:01

In this lecture I will show you how to solve the case shown in the previous lectures

What will be the effect of the price increase – Solution – full impact Preview 02:34

In this lecture I will show you how to solve the case shown in the previous lectures

Does it make sense to introduce new services or product – Introduction Preview 02:33

Not always an introduction of a new product makes sense.  I will show you here how to check whether you are making the right decision. We will be using in this case a salad fast food that has just introduced 2 new products and you want to check whether it makes sense.

Does it make sense to introduce new services or product – the impact of Cofee Preview 03:43

In this lecture I will show you how to solve the case shown in the previous lectures

Does it make sense to introduce new services or product – the impact of Soup Preview 02:14

In this lecture I will show you how to solve the case shown in the previous lectures

How to increase the net profit by 10% – Introduction Preview 01:22

There are plenty alternative ways on the sales side to boost profits. Here I will show you how to analyze it and what should be the way forward

How to increase the net profit by 10% – Solution – Current Level of costs Preview 03:44

In this lecture I will show the solution to the case study introduced in the previous lectures

How to increase the net profit by 10% – Solution – Analysis of different options Preview 03:57

In this lecture I will show the solution to the case study introduced in the previous lectures

Introduction to sales and marketing in SMCG Preview 00:51

Here I will show you how to analyse sales and marketing issues in SMCG business model

Overview of Sales in SMCG Preview 01:59

In this lecture I will show you the main way in which you are selling products if you are SMCG company

Overview of Marketing in SMCG Preview 04:22

In this lecture I will show main ways to market SMCG products

Main challenges in sales and marketing in SMCG Preview 04:06

We will discuss here the main challenges that you have to have if you are working in SMCG business

Introduction to cases for SMCG Preview 01:32

I will go through the cases that we will discuss in this section and that will help you to analyze and improve sales and marketing in SMCG

New products within old categories – Case Introduction Preview 01:25

You can also think about adding new products within existing categories. This is what we will discuss in this lecture

New products within old categories – Case Solution - Vaccum Cleaners estimation Preview 03:57

Here I will show you the solution to the previously introduced case in Excel

New products within old categories – Case Solution - the rest of estimation in E Preview 03:05

Here I will show you the solution to the previously introduced case in Excel

New products within old categories – Case Solution - Power Point Preview 01:59

Here I will show you the solution to the previously introduced case in Excel

Direct Distribution – Case Introduction Preview 02:37

Imagine that you are working for a smartphone producer that considers direct distribution. In this lecture we will start thte case study where your task will be to check whether it makes sense or not

Business model of Retailer - main drivers Preview 02:12

I will show you in this lecture what KPI I the retail business model driven by. This will help you understand the modeling in Excel done in next lectures

Business model of Retailer in Excel - transaction version - 1 store Preview 03:58

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - transaction version - retail chain Preview 04:04

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - sq m version Preview 01:07

Here I will show you how to model the Retailer business in Excel.

Direct Distribution – Back to the case study Preview 01:23

We are returning to the case study where we try to model the SMCG business - smartphone producer that wants to set-up his own retail chain

Direct Distribution – Current Net Margin Preview 03:45

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Modeling 1 store Preview 03:40

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Future Net Margin Preview 02:58

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Comparison Preview 03:37

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Solution in Power Point Preview 01:57

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Case Introduction Preview 02:33

Let’s imagine that you have to decide which method to support sales reps that work for retailers will be the best one. Help you customer analyze which method is better. We will discuss what other methods are used by your competitors and what you should pay attention to in order to decide which methods is better

How to motivate not yours sales reps – Trainings Preview 04:58

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Contests Preview 02:17

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Incentive trips Preview 02:32

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Loyalty program Preview 02:19

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Summary and Comparison in Excel Preview 02:01

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Solution in Power Point Preview 02:26

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Case Introduction Preview 01:45

Imagine that you work for a car producer that wants to give certain discount for those who exchange their old car for a new one. Try to analyze and find out whether it makes sense or not and how much additional margin he can generate from this tactic

When it makes sense to pay your customer for older version of the product? Preview 03:49

In some cases it makes sense to pay the customer for the older version of the product. We will discuss in this lecture under what conditions it makes economic sense

How much should you give for the old product – Costs Preview 03:01

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Benefits Preview 03:22

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Summary Preview 00:58

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Solution in Power Point Preview 02:09

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – Introduction – Part 1 Preview 03:03

More and more SMCG businesses are considering switching from just selling the product and losing track of the customer to selling service which usually, helps you increase your link with your customer base and earn more at the same time.

From SMCG to service – Introduction – Part 2 Preview 04:43

More and more SMCG businesses are considering switching from just selling the product and loosing track of the customer to selling service which usually, helps you increase your link with your customer base and earn more at the same time

From SMCG to service – Case Introduction Preview 00:53

Here we will introduce the case study of a smartphone producer who wants to switch from selling the product to selling the service. We will try to estimate and compare both options and see what makes more sense.

From SMCG to service – If sold as a product Preview 04:18

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – If sold as a service – Part 1 Preview 03:01

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – If sold as a service – Part 2 Preview 03:01

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – Comparison Preview 02:06

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – Solution in Power Point Preview 02:41

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Case Introduction Preview 01:59

Imagine that you are working for a ceramic tiles producer that wants to change the frequency at which customers are remodeling its houses. Your task is to analyze and decide which way is the best

How to shorten the lifespan of a product – General rules Preview 03:49

There are some standard ways to make people shorten the lifespan. In this lecture we will discuss them

How to shorten the lifespan of a product – Current Situation Preview 02:46

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Fad Preview 02:35

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Lower Costs Preview 01:46

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Simplify Exchange Preview 01:23

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Parameters Preview 02:24

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Comparison Preview 01:22

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Solution in Power Point Preview 01:56

In this lecture I will show you the solution to previously introduced case study

Why you care about the customer base? Preview 03:24

The customer base becomes more and more important for SMCG business. We will discuss in this lecture why

What is the value of the customer base – Introduction Preview 02:01

Here I will show you what do we mean by customer value and how to calculate it

How to increase the value of the customer base Preview 02:49

There are some ways in which you can increase the value of your customer. We will discuss them in this lecture

Bonus Lecture Preview 01:14