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KPIs

Overview

As part of a strategic initiative, Duco is refocusing its sales activities in the following areas:

  • Facade (Gevel)

  • Installations

Background

There are four levels of temperature control for buildings:

  1. Situation (avoid heat, e.g. by exposure of building, trees)

  2. Repel (repel heat, e.g. by reflecting blinds)

  3. Passive Cooling (e.g. through passive air flow, seasonal storage, ventilation)

  4. Active Cooling (e.g. A/C, Duco does currently not offer active cooling devices):

The first (Situation) is mainly influenced by architects.
The second is offered by Duco in their Gevel offerings (facade).
The third is offered by Duco in their Installatie offerings (installation)
The fourth is currently not offered by Duco.

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Products

The "classical" product groups are as follows:

  • DP

    • Architecturale zonwering
    • Lamellenwanden
    • Muurroosters (Wall gratings)

  • VD

    • Mechanische ventilatie
    • Natuurlijke ventilatie
    • Doekzonwering (Fabric awning)

The "new" product groups are:

  • Facade

  • Installations

QUESTION: is there a mapping from "classical" product groups to new?
ANSWER: no, this is in transition.
QUESTION: how is the new product groups (Facade, Installations) related to VD/DP?
ANSWER: in the future, there will be only Facade and Installation, DP and VD will not be relevant for reporting

Sales Teams

There are two areas:

  1. Facade (Gevel) -> c.f. Repel

  2. Installations (Installatie) -> c.f. Passive Cooling

QUESTION: how are the sales teams organised with Facade and Installation.
ANSWER: teams are split by area and country. In one case, they overlap. In this case, we still would want to see per area.

Installations

In the area of installations, there are three classes of climate management devices:

  • time management (using e.g. a clock)

  • demand management (using e.g. temperature sensors)

  • zone management (using e.g. central management unit with distributed sensors.)

climate-management.png

The strategic focus is on zone management.

Facts

  • \(R \$\): Sales Revenue

  • \(\#Q\): Units sold

  • \(P\): Price

  • \(\#V\): Number of visits

Sales targets

We have yearly sales targets per team.

QUESTION: Are the sales targets broken down by other dims, like product groups?
ANSWER: targets

  • 3 houses

  • product group

  • boxes and spareparts

Dimensions

  • Product

  • Product Group

  • Country

  • Country Group

  • Representative

  • Client

  • Client Type (EPB, PEB)

QUESTION: We can map via Vertegenwoordiger (sales rep). Correct?
ANSWER: yes

Additional Requirements

  • Filter out price increases of current year

QUESTION: How to filter out price increases. Just by price, and then sales revenue is simulated taking the boy prices?
ANSWER: see the price evolution for product, product group. Discounts are on line level. So we could take the actual price from the order.
This is very typical on the mechanical ventillation (installation). For facade, it's mostly custom-built and offer-based, so it's hard to compare prices of two projects.

QUESTION: I saw the client group (A/B/C clients). Is that not required anymore?
ANSWER: there are CRM categories (e.g. Architects, Installers, Prescribers). This is more important than ABC -> CRM
Once a prospect wants to buy, Duco forwards them to a distributor.