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Business Review Kuwait 2016

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Introduction

In 2016, a comprehensive sales analysis and reporting initiative was undertaken to evaluate and enhance business performance across various retail channels in Kuwait. Leveraging SAP Business Objects and advanced data visualization tools, the project aimed to provide actionable insights into sales trends, customer behavior, and market opportunities, while addressing operational weaknesses and threats.

Key Deliverables

  1. Sales Analysis and Visualization
    • Monthly Sales Graph: Created a graph showing Sales Year-To-Date (YTD) and overall monthly performance.
    • Sales YTD/Brand-Wise Table: Developed a detailed table illustrating brand-specific sales performance across months.
    • Sales YTD/Brand-Wise/Month Graph: A graphical representation of brand-specific sales trends over months.
    • Sales YTD/Brand-Wise Pie Chart: Visualized brand contributions to total sales using a pie chart.
  1. Dashboards
    • Alcatel Sales Dashboard: Compared Alcatel sales for the past four years in Eureka, highlighting trends and areas for improvement.
    • LULU Sales Dashboard:
      • Sales YTD comparison month-wise.
      • Brand-specific sales value comparison within LULU.
    • IRC Dashboards:
      • Customer-wise sales value comparison for YTD, including a pie chart showing percentage share of sales.
      • Brand-wise sales value trends.
      • Month-wise sales value of IRC customers.
  1. Data Integration and Automation
    • Created jobs for calculating and reporting YTD IR Sales Value.
    • Automated workflows to streamline data collection and reporting.

SWOT Analysis

Strengths

  • Strong presence in Kuwait Retail (KR).
  • Good relationships with customers and better support from the Head Office (HO).
  • Dominant market share for brands like Alcatel and HP.

Weaknesses

  • Poor performance in Iraq Retail (IR) due to operational inefficiencies, stock variance, and payment issues.
  • Lack of focus and inadequate manpower for sales and key account management.
  • Challenges in IRC due to consignment issues and payment delays.
  • Communication with HO consumes significant time.
  • Absence of fixed commission schemes for salesmen and inadequate after-sales service.
  • Losing brand sales for OBI and suboptimal reporting processes.

Opportunities

  • Partnerships with prominent retailers like Best and Grand Hyper in KR.
  • Promoters in Alghanim can boost sales.
  • Significant sales potential in IR (17% gap) and IRC (30% gap) to be achieved.
  • Pending operator business and trading opportunities in IR.
  • Expansion into low-end Samsung models in IR and opportunities with iPhone and Samsung in LULU.

Threats

  • Competitive pricing and specifications from Lenovo.
  • Market saturation in IR with distributors overstocking without proper documentation.
  • Risk of customer defaults in IR and credit issues in KR.

Achievements

  1. Actionable Insights
    • Delivered comprehensive dashboards and reports to visualize sales trends, customer contributions, and brand performance.
    • Highlighted areas for improvement, enabling data-driven decision-making.
  2. Operational Efficiency
    • Streamlined reporting processes with SAP Business Objects solutions.
    • Ensured real-time performance management and improved governance through accurate, trusted information.
  3. Enhanced Decision Support
    • Empowered management with tools to proactively manage risks and align enterprise goals with operational outcomes.

Key Learnings and Impact

  • Better Market Understanding: The analysis identified gaps in market penetration, especially in IR and IRC, paving the way for targeted strategies.
  • Optimized Resource Allocation: Insights into weaknesses, such as insufficient sales force and lack of focus, enabled better resource planning.
  • Opportunities for Growth: Dashboards and analytics highlighted untapped opportunities, such as the operator business and trading in IR, for future growth.
  • Mitigated Risks: By understanding threats like credit issues and competition, management could develop risk mitigation strategies.

Conclusion

The Business Review Kuwait 2016 initiative was a pivotal step toward leveraging data analytics for improved business performance. Through robust reporting, visual dashboards, and insightful analysis, the project successfully identified areas for growth, optimized operational processes, and provided a clear roadmap to address market challenges. This case study underscores the value of integrating technology and analytics into business strategy to drive sustainable success.

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