Food-Grade and Industrial Enzyme Producer — Exceptional Growth Across Sales, Products, and Facilities
Client Challenge
Exceptional growth — an expanding sales organization, new products, and new facilities — without a clear view of product-level profitability and cost drivers
Sales incentives were not demonstrably aligned with margin; leadership needed to know which customers, products, and commissions actually made money
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
Client Impact Results
Sales Optimization: Significant findings on sales commission structures — opportunities to restructure incentives toward profitable growth
Product Profitability: Unprofitable customer/product combinations pinpointed for remediation
Operations: Production and R&D/Quality Lab inefficiencies identified
Action: Client took immediate steps to improve product profitability and reduce operational cost (specifics NDA-restricted)
Client Technologies
Microsoft Dynamics GP ERP, Microsoft CRM, and QC-Lab systems (relational databases mapped, extracted, and transformed)
Custom Time-Driven Activity-Based Costing model — cost objects, flow units, Little’s Law time and cost drivers
SQL Server Analysis Services multidimensional OLAP cube (customers, products, commissions, personnel, vendors); Whale Curve analysis
