For a leading manufacturing company, sales planning was always a painful activity. Their existing process started with senior management providing a top-down target (usually last year’s target plus 10%). In trying to form a consensus, many arguments rose from proposed theories such as the impact of rainfall on consumer behavior. With Prevedere, they were able to refute long held beliefs – in this case, it was found that rainfall had no statistical impact on sales. They were also able to expand their external data analysis to include other factors such as housing starts, discretionary spending, and real average hourly earnings.
By using Prevedere’s models, the consensus amongst executives and department heads was reached quicker while delivering accurate predictive sales planning that grew the business profitably.