Industry solution · Consumer & Durable Goods

Steering for Consumer & Durable Goods

Trade terms, promotions, distribution and field force: UNEX BI makes the profit levers of branded goods manufacturers transparent – and steerable.

View live dashboard Solution areas

References with strong brands

Solution areas

Data foundation – one truth

Trade Terms Monitor – Key AccountsLIVE

+2.3 pp

Margin

▲ terms logic

87%

Terms effectiveness

▲ +12 pp

Key accounts

performance compared

-€1.8 m

Wastage

▼ identified

Performance vs. terms by key account

KA Alpha108%

KA Beta97%

KA Gamma71%

KA Delta64%

Condition types

Performance rebates · 42%

Base rebates · 33%

Bonuses · 25%

References

Who we have already worked with

A story from the field

How a manufacturer reclaimed its margin

Four chapters from the Excel trap to active key account steering.

The Excel trap

A durable goods manufacturer steers its sales through dozens of Excel sheets. Numbers contradict each other, risks are detected too late, discussions revolve around data instead of action.

One truth

All sales, terms and customer data are merged into one Power BI model. Management and field force work with the same data foundation for the first time.

Terms fairness

The trade terms monitor reveals which key accounts deliver performance for their conditions – and which do not. Rebates are tied to measurable counter-performance.

Active steering

Reliable transparency and early risk detection. Key account management works with individual incentives – the margin grows.

Solutions for consumer and durable goods

Six solution areas for your steering

Trade terms

Anchor strategic goals in key account planning and compare them with key account performance.

Promotions

Plan promotions and measure success for you and the retailer to quickly identify tops and flops.

Distribution

Evaluate the impact of listing, distribution and facing on the profitability of core assortments.

Sales territories

Track visit plan fulfilment and set warning signals for under-fulfilment in rep comparison.

Segmentation

Focus on valuable customers and derive the service strategy from segmentation.

Administration

Keep productive time, leave, sickness and the vehicle fleet in view to assess workforce productivity.

Live example

The interactive sales dashboard – durable goods industry

Real project work, anonymised: click through revenue, customers and risks – built with Microsoft Power BI.

Interactive Sales Dashboard

Full transparency instead of Excel sheets: filter, drill down, understand.

Launch dashboard

Live example from a UNEX project · Microsoft Power BI · click the visual to interact

Examples of our project work

Three projects. Three steering systems.

Interactive dashboards from real UNEX projects – shown here as animated previews.

Durable goods

Full transparency and optimised steering

Inconsistent numbers in countless Excel sheets made consistent sales steering impossible. The interactive sales dashboard created a shared fact base – experience it live below.

IndustryDurable goods
ProblemInconsistent numbers in countless Excel sheets
SolutionInteractive sales dashboard with Microsoft Power BI

Result: reliable transparency and early risk detection.

Field Force Steering – TerritoriesLIVE

93%

Visit plan fulfilment

▲ +6 pp

4.2

Visits / day

▲ rep average

17%

A-customer share

segmentation focus

Territories flagged

▼ under-fulfilment

Visit plan fulfilment by territory

Territory North104%

Territory West97%

Territory South88%

Territory East79%

Segment mix of visits

ABCD

Consumer goods

Margin optimisation of trade terms

A lack of terms fairness led to creeping margin loss. The trade terms monitor compares the conditions and performance of every key account and exposes wastage.

IndustryConsumer goods
ProblemLack of terms fairness with margin loss
SolutionTrade terms monitor with performance-terms comparison

Result: active key account steering through individual incentives.