Navicon helped Clarins automate sales planning

2022: Implementation of Sales Planning and Analysis System

On February 14, 2022, Navicon announced that it had helped Clarins' commercial department automate sales planning and cut labor costs by 40%.

The system integrator introduced Beauty Planning, a sales planning and analysis system based on IBM Planning Analytics technologies. It fully automated the process of creating detailed sales plans through sales channels. Also, users were able to build schedules for employees related to sales and affecting their volume, taking into account the tasks of different departments of the company. Managers, in turn, can use the system as a tool to quickly respond to changes and make decisions when planning and conducting a plan-fact analysis.

Each plan is based on historical data sales reports taking into account promotions, personal plans of a specific network or point of sale of products, plans of consultants. Detailed plans as they are formed are consolidated in real time, the analytics necessary management for decision making is formed.

Also, with the help of an IT solution, users can create schedules for consultants. Beauty Planning allows you to take into account many factors at once: closing or opening stores, meetings of consultants, working at several points of sale during the month, various training and marketing events. In addition, the Clarins and Navicon teams implemented a bonus calculation subsystem for consultants.

As of February 2022, Beauty Planning is integrated with the Beauty Report mobile application and provides information about work schedules and sales plans to more than 500 users.

The system implemented with Navicon allowed commercial department specialists to reduce time-consuming planning costs by 40%, which consists not only in setting detailed plans for consultants at point of sale, but also in scheduling their work, including meetings, training and other activities. As a result, we were able to get additional opportunities that can be used to work with partners and consultants to achieve our goals and KPI sales. The system has also become a convenient tool for making decisions when planning and conducting a plan-fact analysis, "said Ivan Naumov, business analyst at Clarins Russia.

No CPG company can do without an effective sales and operations planning tool, and we are pleased that our expertise in this area has proven useful for Clarins. It is great that it was possible to involve all Clarins divisions related to the commercial function. Due to the capabilities of the system, some business processes required changes, and thanks to the participation of their owners, this task was solved successfully, "added Maria Averina, Head of Data Driven Solutions Department, Navicon.