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Collier & Associates brand mark featuring the core services: Business Transformation; Enterprise Systems; AI-Enabled Execution.

Food-Grade and Industrial Enzyme Production Company

Challenge

  • Rapid expansion across sales organization, product lines, and manufacturing capacity

  • Limited visibility into product-level profitability and cost drivers

  • Need to align sales incentives with business performance goals

Strategic Objectives

1. Enhance Profitability Analysis: Gain a clear understanding of margins across product lines and customer segments

  • 2. Optimize Operational Efficiency: Identify and eliminate cost inefficiencies tied to growth initiatives

  • 3. Align Sales Commissions with Business Strategy: Ensure incentive structures promote high-margin, strategic sales

  • 4. Leverage Data Analytics and BI: Use business intelligence to focus efforts on the most profitable customers and products

Outcome Focus

    • Greater clarity on cost structures and margin performance

    • Improved decision-making through data-driven insights

    • Strategic alignment between sales efforts and profitability goals

Solution


  • Process Analysis: Deployed Business Transformation Playbook, conducted Gemba Walks across core processes, and mapped relationships between processes and systems

  • Data Integration & Transformation: Gained access to Microsoft Dynamics GP ERP, Microsoft CRM, and QC-Lab Systems, mapped database structures, and created time-driven and cost drivers

  • Custom TDABC System Development: Designed a custom Time-Driven Activity-Based Costing System, allocated Chart of Accounts P&L transactions to cost objects, and configured Microsoft SQL Server Analysis Services

  • Business Intelligence Implementation: Designed a Multidimensional Cube for the TDABC model, created profitability models, and conducted 'Whale Curve' analysis

Results


Sales Optimization: Identified opportunities to restructure sales commission models to drive profitable growth

Product Profitability: Pinpointed unprofitable customer/product combinations for remediation

Operational Efficiency: Discovered and addressed Production and Quality Lab inefficiencies

Strategic Focus: Enabled client to take immediate steps to improve product profitability

Cost Reduction: Identified and implemented specific operational cost reduction initiatives

Data-Driven Decisions: Provided management with actionable business intelligence for strategic planning

Technologies


  • Microsoft Dynamics Great Plains (GP) ERP Software

  • Microsoft CRM

  • Microsoft SQL Server Analysis Services (SSAS) Online Analytical Processing (OLAP), Multidimensional Cube design

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