Examples of business

analyses
Examples from consulting projects

1
During consulting projects you will have to analyze, fast and
efficiently many things in Excel. In this presentation I will show
you a series of real life analyses. 2
In this presentation I will go through following type of analyses

Business modeling in
Sales analyses Operational Analysis
Excel

Market estimation
analyses

3
Let’s start with sales analyses

Business modeling in
Sales analyses Operational Analysis
Excel

Market estimation
analyses

4
Does it make sense to introduce new
services or products

5
You have to remember that when you introduce a new product or
service it may have benefits but it can also cause problems

It can create new reasons to New product can disturb the

visit the place delivery of basic product

It can increase frequency It can require additional assets

or training

New product can attract new It can repel current customer

customers base from coming

May be not compatible with

It can increase margins
your concept

6
 Imagine that you are analyzing a salad fast food that has just introduced 2
new products and you want to check whether it makes sense

100 location in Easter

Europe

Fast food for salads

They have just introduced

coffee and soups to the
menu
7
Which customer should you
remove – Introduction

8
Before we go to the case a few words why it makes sense to
get do away with some customers
Create space for new
Focus on profitable customers
customers

Get rid off problematic

Prepare for recession
customers

Get rid off dedicated

Scale down the business
solutions

9
 Let’s imagine that you are advising a firm providing analytical services
to other companies

200 customers in 6
countries

500 business analysts and

data scientists

Find out which customer

you have to remove
10
Which customer should you
remove – Solution

11
 As a reminder you are advising a firm providing analytical services to
other companies

200 customers in 6
countries

500 business analysts and

data scientists

Find out which customer

you have to remove
12
 When you look at the data you can see that some customer
have much lower margin
Monthly hours sold
In thousands of hours
20 20
10 5 10 5
3 1 2 4

Group 1 Group 2 Group 3 Group 4 Group 5 Group 6 Group 7 Group 8 Group 9 Group 10

Average margin per hour

In USD per hour

15 20
10 10 5 10 5 10 10 10

Group 1 Group 2 Group 3 Group 4 Group 5 Group 6 Group 7 Group 8 Group 9 Group 10

% Margin
In %

50% 50% 50% 50%

25% 33% 25% 29% 25%
13%

Group 1 Group 2 Group 3 Group 4 Group 5 Group 6 Group 7 Group 8 Group 9 Group 10 13
If we remove the Group 5 and replace them with customers that generate
higher margins we can boost our margin by USD 54 K

Potential of increasing monthly margin

In thousands of USD

54

834
780

Current Margin Customer portfolio optimization Target Margin

14
Sales force efficiency analysis –
Introduction

15
 Let’s have a look at the sales force efficiency in Poland of a cosmetics
producers

20 sales rep in Poland

A sales rep visits all

customers in his region

You want to improve

efficiency

16
Before we go to the Excel let’s talk about what we have to
know to judge the efficiency

What is the full cost per 1 sales How I can improve efficiency of
rep? the sales rep?

What value creates a specific What can I standardize

type of customer? automate?

What I can outsource to

Is it worth to visit a customer?
cheaper provider?

How often should I visit specific

type of customers?

17
Sales force efficiency analysis –
Solution

18
 Let’s have a look at the sales force efficiency in Poland of a cosmetics
producers

20 sales rep in Poland

A sales rep visits all

customers in his region

You want to improve

efficiency

19
 When we look at the data we can see that there are regions where we
are really weak. In those regions there is a big potential for
improvement

Total net margin generated

In thousands of USD

30,124 31,210

20,195

Current Margin Maximazation without outsourcing and Margin Maximazation with outsourcing and reduction of
reduction of headcount headcount

20
Sales force efficiency analysis –
Practical tips

21
 There are 3 groups of solutions that will help you improve the efficiency
of your sales team

Improve efficiency of daily

Focus on what creates value Outsource / Specialize
work
 Calculate the net margin per type of customer  Rearrange the regions to minimize the travelling  Outsource what you can to local suppliers i.e.
 Check the return on a visit and decide how often  Implement remote solutions to reduce the need merchandising
it should be made to travel  Create support teams for the sales rep that can
 Concentrate on those customer for which the  Create a standard of the visit to maximize the do part of his job in a cheaper manner and
net margin per visit is the highest impact higher quality at the same time
 For other create more self-service solutions  Go through the tasks that should be performed
during the visit and check whether they make
sense and create value
 Create standards and modules
 Create software to automate part of the process
 Plan the trips to maximize the usage of their time
 Standardize fleet, phone, software and others
 Pick the optimal legal solution of cooperating
with sales rep to optimize the cost of labor

22
How to find the white spaces untouched
by your brand – Introduction

23
 Let’s have a cosmetics producer and see where is the potential for
development

You are a market leader

in Poland

You have entered 5

years ago Romania

You want to find white

spaces in Poland

24
How to find the white spaces untouched
by your brand – Solution

25
 Let’s have a cosmetics producer and see where is the potential for
development

You are a market leader

in Poland

You have entered 5

years ago Romania

You want to find white

spaces in Poland

26
 When we look at the data we can see that there are regions where we
are really weak. In those regions there is a big potential for
improvement Average and target for
regions with smaller
sales per capita

Sales per person - Currently

In USD per Capita

7.0
6.6

4.8

3.2
2.5
2.0 2.1
1.3 1.4 1.2
0.9 1.0 0.8 1.0
0.2 0.4

R1 R2 R3 R4 R5 R6 R7 R8 R9 R10 R11 R12 R13 R14 R15 R16

27
 Using the data in Excel we can estimate the potential increase in sales
by regions

Potential of increasing sales

In thousands of USD

205
674 0 0 0 0 0
1,266
1,776
1,861
1,892
2,608
3,174

4,908
37,937

8,401

11,172

R1 R2 R3 R4 R5 R11 R13 R12 R16 R6 R14 R7 R8 R9 R10 R15 Total

28
 When we look at the data we can see that there are regions where we
are really weak. In those regions there is a big potential
Average and target for
regions with smaller
share

Share in local market - Currently

In %

58%
55%

40%
30%
27% 25%
21%
17%
10% 10% 12% 10%
6% 8%
1% 3%

R1 R2 R3 R4 R5 R6 R7 R8 R9 R10 R11 R12 R13 R14 R15 R16

29
 Using the data in Excel we can estimate the potential increase in sales
by regions

Potential of increasing sales

In thousands of USD

1,211 1,067 0 0 0 0 0 0 0
1,609 1,550

4,439
5,301

7,099

48,104
11,283

14,544

R1 R2 R3 R4 R5 R13 R11 R6 R16 R7 R8 R9 R10 R12 R14 R15 Total

30
How to choose the right way to
acquire customers

31
For more similar cases in Excel check my online course. Below a link to it with
a nice discount. You will find there a lot of cases with calculations and Excel
provided.

Sales Analysis for Management

Consultants
$190
$10

Click here to check my course

32
Let’s start move to business modeling in Excel

Business modeling in
Sales analyses Operational Analysis
Excel

Market estimation
analyses

33
Retail Business Model in Excel

34
Consulting Business Model in
Excel

35
Restaurant Business Model in
Excel

36
E-commerce business model in
Excel

37
Let’s start move to business modeling in Excel

Business modeling in
Sales analyses Operational Analysis
Excel

Market estimation
analyses

38
For more similar cases in Excel check my online course. Below a link to it with
a nice discount. You will find there a lot of cases with calculations and Excel
provided.

Financial Modeling for Startups

$89
$10

Click here to check my course

39
Finding the best spot for your
factory – Introduction

40
 Let’s have a look at plywood producer that has 2 factories and is
considering where to build the third one

CC Wikimedia.org

2 plants

3 potential locations for

the 3rd plant

41
There are things you should consider when choosing the
location for you factory

Sufficient amount of raw materials / Local labor market – sufficient amount of

suppliers in the catchment area workers and wages

Sufficient number of customers in the

Cost of electricity
catchment area

Cost of transportation of raw materials to

Support from local government
the factory

Cost of transportation of finished goods to

customers

42
Car Industry – Planning the flow
of finished goods – Introduction

43
Let’s have a look at car producer that is wandering which plant should
supply to which country

4 plants

4 countries

44
For more similar cases in Excel check my online course. Below a link to it with a nice
discount. You will find there a lot of cases with calculations and Excel provided.

Supply Chain for Management

Consultants
$190
$15

Click to check my course

45
Let’s start move to business modeling in Excel

Business modeling in
Sales analyses Operational Analysis
Excel

Market estimation
analyses

46
Bottom up approach
analysis

47
TV set market estimation

48
Top down approach
analysis

49
Tips how to estimate the
effect of cannibalization

50
 Tips how to estimate
potential sales per region

51
For more similar cases check the link with discount below. You will find
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