Overview
Complexity is not a new concept for wholesaler-distributors; they establish
competitive advantage by adapting more quickly to new sources of market complexity than their competitors. Beyond suppliers and customers,
distributors face challenges from economic conditions, regulation, competitor strategies, technological and social change, etc. As a result, distributors constantly refine and enhance their ability to adapt to these new scenarios – whether it’s identifying profit leakage in channel compensation, determining the right price for a given customer, or managing working capital through effective inventory and accounts receivable management.
Developing an analytics capability, however, is easier said than done. Based on cutting-edge research into distributor-focused business analytics, this program provides executives with insight into business analytics opportunities and capabilities, and enables them to develop their own analytics program.
Click on the image to the right to access a brochure for this program.
Benefits
- Understand key challenges in implementing business analytics and best
practices to overcome those challenges - Assess analytic capabilities of their organization
- Determine analytics applications and related business opportunities
- Quantify ROI implications for strategic investments in analytical capabilities
- Develop road-map for optimizing shareholder value through analysis
The company assessment, the strategy and capability framework maps and the roadmap to
make us a data driven company were all very informative and helpful!”
– Optimizing Business Analytics Consortium member
Who Should Attend?
Analytics Advocates (CEO, CIO, CFO,
C‐level executives)
Analytics Developers (CIO, Business
Analytics/Intelligence Development
Professionals)
Analytics Users (Sales Managers,
Purchasing Managers, Operations
Managers, Business Function
Managers)
Deliverables
Slides as a course booklet
Workbook for exercises and activity
Fundamentals of Industrial Distribution- the Sales Process book
Optimizing Distributor Profitability book
Certificate
Required Materials
Laptop with Excel 2007 or later, key customer metrics you track at your firm, customer data from your firm, calculator
