Kellogg’s has been creating breakfast cereal for audiences around the world for over a century. But just like their product offerings, the company needed to stay up-to-date in how they analyzed its Same Store Sales and understand changes in National Account Measurements.
It was not unusual for the Sales Analysis team to spend over 40 hours each week manually inputting raw rebate files into Microsoft Access and scrubbing all available data for insights that would explain Same Store Sales changes.
This dreaded, time-consuming analysis happened once every quarter, creating a data lag. If a critical incident occurred early on in the quarter, it would remain unnoticed and unaddressed until the analysis was conducted and reported months later.
As the Sales team began requesting more frequent reporting, lists, and metrics, the Sales Analysis team was unable to keep up with the demand and provide the necessary information required to make business decisions.
Vlad Georgiev, Senior Manager of Sales and Trade Strategy, recalls:
“Before Tibersoft, when it came to data and end user information, it was a wild guess. The data was often corrupted and created big lags – sometimes up to six months. There was a lot of duplication. Having access to data that would help measure KPIs was a luxury.”
To increase resource efficiencies, time management, and operational capabilities, Kellogg’s needed a way to automate this process.
Tibersoft worked with Kellogg’s to develop a custom software solution using the following modules:
- Tibersoft Explore
- Audit Module
- Direct Sales Module
- Authenticate Module
- Operator Review Module
Analysts are now able to spend their time deriving insights from business data instead of administrative tasks. In addition, there is a significantly decreased chance of data inaccuracy versus when it was manually input.
“We can now see by period, customer, category, value of a placement, penetration…this is a huge leap for us when it comes to getting insights on how the business is performing,” says Georgiev. “It helps us set up the right plan for execution, innovation, initiatives, and campaigns.”
Overall, Tibersoft reduced the time to complete the quarterly Same Store Sales analysis by 32 hours, and earned Kellogg’s recognition as providing best-in-class reviews by many of the biggest National Accounts.
Video: Watch here
We had the pleasure of sitting down with Vlad at our Navigators Conference in 2019, where he discussed his experience with Tibersoft to advance his sales analysis.
