Presented by:

Date: June 18th 2014

Kieran McMahon : Systems Manager. Western Beverages Ltd.

Wholesale Division of Heineken Ireland.

ProStrategy Colman

Agenda

• Introduction to Heineken and Wholesales Distribution

• Core Departments & Geographical Spread - “Info on the Road &

to Dispersed Functions & Locations”

• Cognos BI: Pre-Planning Stages “Our Structure & What’s important to Us”

• Development & Growth of BI: One Step at a time

• Todays IT Environment and BI Users

• Planning V’s Outcome: Screenshots (Live Demo?)

• Business Benefits

The Brewing Industry: top 10

Heineken / Wholesale Timeline

• 1996 - Joint Venture with R.Nash & Company Ltd: “Nash

Beverages Ltd” –Business Partner:Prostrategy (Colman)

• 1999 – Acquisition “Western Beverages Ltd”

• 2002 – Acquisition “West Cork Bottling Co Ltd”

• 2010 – Full Buy-Out of “Nash Beverages Ltd”

• 2011 – Amalgamated into one Wholesale Company

Western Beverages Ltd.

Heineken Ireland Wholesale

Western Beverages Ltd

• - Letterkenny: Sales Manager/ Depot Manager

• - Galway: Sales Manager / Depot Manager / Cr. Control

• - Limerick: Depot Manager / Finance / AP & I.T.

• - Castleisland: Depot Manager

• - Littleisland(Cork): Sales Manager / Depot Manager

• - Skibbereen: Central Purchasing.

• - Heineken Ireland (Cork): M.D. / Sales Director / Distribution

Manager / IT Helpdesk.

Wholesale (Dispersed & Mobile)

• Wholesale Division of Heineken Ireland Ltd

» Western Beverages Ltd, Nash Beverages, West Cork Bottlers

» Sale & Distribution of Beverage & Bar Supplies to On and Off Trade.

» Western Half of Rep Of Ireland

• Sales Division

» 3 Area Sales Managers

» 20 Sales Reps

» 3,000 Trading Customers - Weekly Sales Call / Weekly Delivery

• Distribution Division

» 1 National Distribution Manager / 5 Depot Managers Heineken Ireland

» Kegs & Wholesale Beverage & Bar Supplies.

» 5 Depots (Letterkenny, Galway, Limerick, Castleisland, LittleIsland)

» 36 Trucks

» 2,900 Listed Products - Minerals, Beer, Cider, RTD's, Wines, Spirits, Bar Supplies.

Pre-Planning: Key BI Drivers

• Provide Sales, Distribution, Finance, Stock Controllers, C/Purchase

and Depot Managers access to relevant and easy to use data

• Provide Self-Service capability so that users could access the

information easily and do own analysis in user-friendly

environment.

• Central Repository & Standardised Reporting

• Remove dependency on spreadsheets for reporting (not dynamic)

• Provide “On-the-Road” Analysis 24/7

• Provide Automated Daily Key Performance Indicators (KPI) such as

Month-To-Date Sales V’s Same Period LY & V’s Target Plan

• Sales Managers & Reps: Proactive rather then re-active.

• Automate KPI Reports: e-mailed Daily @ 8.30am

Pre-Planning: Step 1 “What Do We Do”

Purchase > Storage > Sale > Distribution

of

Alcoholic & Non-Alcoholic Beverages and Bar Supplies

To

On & Off-Licensed Premises

Development & Growth of BI

• 2005 - Cognos7 - Powerplay. Local Sales Cubes Only

• 2008 - Cognos 8 :Explorer. Sales Cubes Only

- Kept & Maintained Powerplay Cubes

• 2009 - Purchase Ledger Cube

• 2010 - Stock Cube

• 2011 - Cognos10 :Explorer

• 2012 - Distribution Cube

• 2014 Q2 - Cognos 10 & Server Upgrade

• 2014 Q3 – Nominal Ledger / Finance Cube

Today’s IT Environment • Business Systems

» ERP runs on AS400 i-series server : Central Repository

» Excel stores budgets & targets.

» Cognos used for Pro-Active Business Intelligence and Performance

Indicators – Management Reporting & Analysis.

» (CIMS used for Sales force automation. Sales Orders feed to Repository)

» Cognos import data nightly from Central Repository and from Excel and

build 4 data cubes: Sales, PL, Dist, Stock.

» Powerplay Sales Cubes for each Regional Manager are built nightly and

available daily to RSM’s to copy directly to their C:\Laptop.

Todays BI Users

• Main User Groups

» Sales Managers - 3 Remote Sales Managers

» Finance Sales Support & Credit Control - Galway

Accounting Functions & IT–Limerick, Purchasing -Skibbereen

» Depot Managers / Logistics- 5 Remote Depot Managers

» Heineken Ireland Senior Wholesale Management (HIL- Cork)

» Central Purchasing Division –Skibbereen

• Remote User Groups

Sales Managers- “On The Road Connectivity”

Finance – “Off-Site Connectivity”

Remote IT Support –In House & ProStrategy

BI: Screenshots (or Live Demo?)

•Pre-Planning: You know your own business best!

• V’s

•Outcome

BI Analysis (Pre-Planning) • Identify Hierarchies (Company Structures)

» Sales Hierarchy: Company/Sales Division/RSM/Rep/Customer

» Product Hierarchy: Company/Group/Supplier/Brand/Product

» Routing Hierarchy: Depot/Town/Day/Truck/Product

» Sales Orders: Entered/Picked/Dispatched/Delivered/Invoiced

• Identify Scope (Dimensions)

» Sales: By Division/By Depot/ By Product Grouping/By Customer Grouping

» PL: Product or Package/By Depot/By Supplier/By Order Status

» Dist: Order or Uplift/By Order Source/By Route/By Location/ OT/ IF

» Stock: By Depot/Packaging/Transaction Type/Reason Code

• Key Metrics (Measures)

» Volume (Cases), V’s Targets

» Gross Sales – Discount –Invoice –FOC – LTA – Net Sales

» Avg Sell Price – Avg Cost Price = Avg Margin Per Case

Portal Page – Entry Point

Sales Cube Dimensions & Measures

Product Dimension

Time and Scenario dimensions

Customer Dimensions

Measures

Example of screen shots

Example of screen shots

Example of screen shots

Business Benefits

• Always available information up to close of business the previous day.

• Up to date Sales & Margin Analysis available by customer, product and supplier.

• Up to date Stock & Supplier analysis enables Central Purchasing.

• Automated flow of data from business systems to Cognos means that people are now

analysing data rather then collecting data

• Employees now working with data that is readily available, consistent, and common

they spend less time (none!) gathering & reconciling data.

• Dimensions & Measures enable rapid analysis via Cognos Drilldown

• Data Analysis across existing network (64K lines) - RDP Server

• Sales, Distribution & Purchasing functions are independent of IT resources.

• Reports available at (before) start-of-day. Auto e-mailed to stakeholders

• Analysis on-the-road via SIM, WiFi or PowerPlay cubes.

• 2014 => Nominal Ledgers / Cost Centre Managers & Cost Control

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