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CERVA GROUP a. s. is a wholesale supplier of personal protective equipment. The company’s headquarters is located in Jeneč in Central Bohemia. The company currently boasts branches in 14 countries around the world. Brands owned by CERVA Group a. s. also include the Italian manufacturer of occupational and safety footwear Panda Safety, Spanish manufacturer of work gloves TOMÁS BODERO or the Danish Otto Schachner. Thanks to the constant focus on quality and occupational safety, the company plays an important role in the global PPE market.

For Mibcon, the project started with CERVA GROUP sales teams realizing they were missing a tool that would provide them with quick and consolidated view on their sales partners (B2B) key performance indicators (KPIs). The project goal was to find a solution where KPIs would be structured and presented in a standardized view – as a customer fact sheet. The customer required to have the data present in the context of their existing CRM (SAP Sales Cloud) and accessible (1) easily and effortlessly, (2) anytime and (3) from any place.

The project required several key actions to be taken to overcome identified challenges. We needed to find answers on how to:

• Translate determined customer's KPIs data into easy-to-compare form
• Secure accessibility of Customer Fact Sheet (CFS) from any place
• Orchestrate data consolidation from multiple sources to avoid duplication 
• Secure consistency with customer's long-term IT strategy development for enterprise applications
• Select appropriate aggregation rate for individual KPIs as well as determine level of detail (granularity) in views for individual KPIs that are common for all B2B customers
• Integrate the solution with existing CRM solution, to the level of individual B2B customer detail level/profile card
• Provide CFS language mutation support for other countries

The main goal was to provide the customer with a solution that gives them clear and precise data-driven tool giving answers about how their B2B partners currently perform against KPIs and meet business goals.

As a result, we decided to:

• Start with focus on KPI determination. The following details were considered: Credit / Limit, Turnover and Volume Structure (Highest Rise and Fall), Debt Structure + Aging, Margin Structure (Total, Material, Material Groups, Brand), Customer Pricing and Special Terms, Reverse bonuses etc.
• Create a fact sheet structure in SAP Analytics Cloud (SAC). The Fact Sheet was created within the SAC, which is linked to SAP BW and SAP ERP data sources. Hence, data is regularly imported from these data sources according to required frequency.
• Secure data import from MS Excel. The solution allows users to import data from MS Excel and set up threshold values and targets for a given year. Managers can customize them manually.

The authorization concept reflects the user's rights to view only the permitted set of customers and their details.

The new Customer Fact Sheet (CFS) solution enables the customer to better understand, analyze and compare performance of various sales partners and set up business cooperation more easily and efficiently. The CFS makes a great and straightforward tool indicating how the company business is developing and where partners' performance needs attention.

The key benefits:

• CFS offers a quick overview of the customer´s business situation in relation to the business partners/B2B customers performance. It allows the owner to clearly identify potential weak points and follow up with a new set up of agreement parameters.
• CFS helps to utilize data sources and HANA database potential on SAP ERP to access and analyze large volumes of transactional data.
• CFS has allowed for a very significant reduction in costs related to licenced access to SAP ERP and SAP BW business information. Users now read the data from CFS and do not need to access other sources.
• The solution is available without CAPEX investments.

Mibcon a.s. was chosen as a solution provider for several reasons:

• Strong relationship with CERVA GROUP for long time as a trusted partner
• Architecture and process consultancy continual presence
• Knowledge of customer´s  internal and business processes
• SAP Analytics Cloud and SAP BW competence and references
• Wholesale market experience