The systems integrator and developer, N.Progression has implemented a unique Sales planning and analysis system, Beauty Planning, based on IBM Planning Analytics technology in Clarins. This system has fully automated the process of creating detailed Sales plans through distribution channels. Users are also now able to create work schedules for employees, related to Sales, and influencing their volume, taking into account the tasks of different departments within the company. Managers can, in turn, use the system as a tool to enable prompt responses to changes and decision-making when planning and conducting plan-fact analysis.
Clarins is a manufacturer of cosmetics and skincare products, and is one of the leaders in its market segment. Today, the company’s products are sold in more than 150 countries, and the company employees more than 8500 people. Clarins pays a great deal of attention to the digitalisation of its business processes. Thus, management decided to implement a Sales planning system in order to automate this process and make it more transparent. Furthermore, it provides the heads of various departments with an easy-to-use tool which enables prompt responses to external and internal changes.
The project was implemented together with the systems integrator, N.Progression. IT professionals have developed a unique integrated Beauty Planning system, based on the IBM Planning Analytics solution. This system automates the process of generating Clarins Sales plans, while detailing them to the day, consultant or specific point of sale. Each plan is based on historical Sales data, taking into account promotional activities, personal plans for a particular chain or point of sale, and consultants’ plans. Detailed plans are consolidated in real time, as they are made, and the analytics necessary for management to make decisions are formed.
Also, by using the IT solution, users can create consultants’ work schedules. Beauty Planning allows you to take into account many factors at once: the closing or opening of stores, consultant meetings, work at several points of sale over the course of the month, various training sessions and marketing events. Additionally, the teams at Clarins and N.Progression implemented a subsystem for calculating consultant bonuses.
Beauty Planning is currently integrated with the Beauty Report mobile application, and provides information on work schedules and Sales plans for more than 500 users.
“The new system, implemented jointly with N.Progression, has allowed specialists in the commercial department to reduce the time spent on planning by 40%, which consists of not only creating detailed plans for consultants at points of sale, but also the creation of work schedules, including meetings, training sessions and other activities. As a result, we have managed to gain additional opportunities which can be used to work with partners and consultants in order to achieve sales goals and KPIs. Also, the system has a convenient tool in the process of decision-making when planning and conducting plan-fact analysis,” remarks Ivan Naumov, Business Analyst at Clarins.
“Nowadays, no CPG company can do without an effective Sales and Operations planning tool, and we are pleased that our expertise in this area has proved useful to Clarins. It’s great that we have been able to involve all departments related to the commercial function within Clarins. Some business processes required changes due to the capabilities of the new system and, thanks to the participation of their owners, this task was fully resolved,” adds Maria Averina, Head of Data Driven Solutions at N.Progression.