Profitability Optimization in the HORECA Channel through Advanced Analytics
A leading national brewing company needed to monitor and analyze the profitability of its extensive network of points of sale. The goal was to identify those establishments that did not reach the commercial margin thresholds defined by the company, which dynamically vary depending on the specific geographical area. Until then, they lacked an agile tool that would allow the commercial network to diagnose the root cause of this low profitability and take corrective actions immediately. The legacy tools they used were highly decentralized and suffered from severe performance issues, making it really difficult for them to measure the exact attribution of each point of sale and determine if it reached the target margin. Also, as the data extraction and reporting were not automated, business users had to repeat the same tedious manual calculation procedure every month.
We developed a high-performance analytical dashboard in Palantir Foundry that operates as a centralized SaaS solution. The platform integrates an advanced rules engine that automatically diagnoses the specific causes of margin loss for each establishment, analyzing critical business variables to measure the potential impact of each decision. We combined this with advanced visual tools, such as waterfall charts, to break down whether variations are explained by a price effect or a volume effect. Furthermore, we integrated a scenario simulation module that allows sales representatives to manipulate variables and evaluate the exact financial impact before applying commercial changes in real life.
The implementation of this tool empowers sales teams, giving them total autonomy to diagnose inefficiencies in real time and design data-driven negotiation strategies. The ability to simulate scenarios provides enormous strategic agility, making it possible to predict whether a commercial action will succeed in pushing the client above the required profitability threshold before carrying it out. Because it is a fully centralized platform, managers can navigate the data hierarchically (from a national level down to individual promoters) without doing manual calculations. This translates into remarkable operational efficiency, driven by a drastic reduction in analysis times (loading in under 8 seconds) and the ability to automatically export actionable PDF and Excel reports tailored for fieldwork.
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