Harmonize your international sales and marketing expenditure forecasting model

5

billions in Group sales

+ 70

licensed brands

2

distinct BUs in terms of marketing logic

Background

A global player in beauty and body care products, the group achieves sales of over $5 billion through a wide variety of Luxury and Consumer brands, distributed on all continents. As distribution is handled exclusively by external retailers, the sales planning process is critical.

Challenge

Our customer needed to converge sales forecasting processes, make them more accessible to the sales force, and improve dialogue between sales managers and the Finance department. The Anaplan solution was chosen to homogenize practices, while respecting the specificities of each geographical platform.

Approach

Keyrus Management supported the Group's Sales Department in defining and implementing a roll-out strategy in line with the Group's ambitions: - Design of an initial model for forecasting sales by product and marketing operations in rolling forecasts with a 24-month horizon, in terms of quantity and value, - Development and implementation of a pilot zone in 6 months (UK, Ireland) - Design of the target model for three other geographical regions (Germany, APAC), based on a gap analysis of requirements and adaptation of the pilot model.

Key results

A reference model to be adapted by geographic zone

Some fifty users trained per model deployed

Sales forecast production times cut by a factor of 3

Benefits

Strong support for our customer, both in terms of leading a collaborative design of the model, involving sales forces to a significant extent in order to meet their operational needs, and in terms of the strategy for deploying and then implementing the sales forecasting model (project roadmap, clarification of processes, gradual convergence of practices enabling forecast consolidation).