Business Advisory Services Offerings
- Top Line
- Bottom Line
HCL’s top line focused consulting offerings help retail and CPG companies increase sales and revenue across the business functions by providing the following services:
Pricing & revenue maximization analysis
A revenue and profit maximization strategy dictates that retailers & consumer goods enterprises should sell as much of their products as possible and adjusting the price can be one tool which helps to build various scenarios and choose the best fit HCL helps retail and CPG enterprises in formulating product pricing strategy, price optimization, promotional pricing and margin management.
Consumer segmentation profiling
Customer profiling helps to define the ‘types’ of customers based on various attributes like demographics, behavioral & life style etc. In an Omni channel world, the need for an enterprise wide view of customer is all the more important for better customer segmentation. HCL helps Retail and CPG enterprises gain real-time business insights using technology by turning data into actionable customer insights and focusing on better business outcomes.
Consumer segmentation profiling
Customer profiling helps to define the ‘types’ of customers based on various attributes like demographics, behavioral & life style characteristics, etc. In an omni channel world, the need for an enterprise wide view of the customer is all the more important for better customer segmentation. HCL helps retail and CPG enterprises gain real-time business insights using technology by turning data into actionable customer insights and focusing on better business outcomes.
Customer experience improvement
Today’s empowered customer is savvy and retailers must deliver a differentiated experience at every turn, and they connect the bricks-and-mortar experience with the online world to develop a relationship characterized by trust and customer delight. HCL can help to elevate the complete brand experience with collaboration platforms and digital solutions across functions, including supply chain, logistics, and distribution.
In the current digital world, an increasing number of consumers rely on e-commerce sites to search for products, access product information, and make purchases. Omni channel integration is essential to understand the channel (online vs offline or direct vs indirect) customer prefers so that effectiveness of marketing communications and product delivery can be improved. HCL helps retail & consumer goods enterprises to enable the commerce platforms and also to deliver seamless customer experience by enabling integrating price, promotions, product assortment and inventory across channels.
Outlet execution analysis
Optimizing in store operations such as more efficient customer checkout processes, shortening wait times and initiating auto-replenishment activities, shelf-stocking methods will ensure low operational costs for any average retailer and entails a significant impact on cost management as well as customer satisfaction. HCL helps CPG companies to plan more accurately, execute where needed, and monitor shelf conditions in near-real-time to reduce out-of-stocks and lost sales.
Broker/Distributor performance analysis
The distributor in the CPG channel is crucial for any company and plays a significant role in overall performance landscape. Broker/distributor performance can be assessed on factors like inventory & warehouse management, and further analysis of their secondary sales process.
Promotion effectiveness analysis
There is a need to evaluate all the promotion elements of the shopper marketing - price discounts, coupons, online offers, special packs, incentives, displays, packaging, special events, loyalty rewards, promotional interest rates, etc., to understand their effect on business performance and promotion ROI. HCL helps CPG enterprises to make better decisions about promotion resource allocation, enhance promotion planning, and ultimately improve promotion ROI
The impact of multiple formats and blurring of category lines, channel proliferation, and keen focus on customer centricity have forced retailers to reshape their merchandising strategy - this defines the underlying elements aimed at modernizing retail merchandizing capabilities. HCL helps retailers gain real-time business insights using technology to deliver a seamless shopping experience.
HCL’s bottom line focused business advisory offerings help retail and consumer packaged goods (CPG) companies optimize and reduce in-efficiencies across the business functions by providing the following services:
Assortment optimization is about the development of chain, store cluster and store level product attributes, SKUs etc. that provide a basis for addressing localized customer preferences as well as store characteristics in order to achieve customer retention and improve margins. HCL helps retail and CPG enterprises create localized centric assortment and space planning.
Cost to serve
Categorizing customers according to various priorities or value criterions for better management of costs is crucial for many retail and CPG companies today. HCL helps enterprises arrive at the total cost incurred while selling a product to a customer so that decision making would be based on profitability of products, customer and routes to market.
Lead time optimization
Lead time optimization allows companies to delay pre-season production and transportation commitments so that they can use the demand forecasts that are closer to season and in-season for production and logistics planning. By lead time optimization, HCL helps retailers achieve measurable near term gains and long term transformation improvements.
Direct & indirect spend analysis
Retailers have better control over costs when they are adopting to the approach of spend analysis. Indirect and direct spend analysis comes into play at the stage of preparing cost savings and sourcing strategy. HCL helps enterprises in gaining enhanced compliance through effective spend and supplier monitoring by optimizing their incentive spend and improving ROI.
Demand forecasting and replenishment analysis
Inventory demand forecasting relies on the efficient monitoring of products' sales history and factoring in other variables such as lead times, trends, minimum/maximum stock level etc. which in turn helps to quickly respond to highly variable and dynamic consumer demand. HCL helps in connected front end supply chain that provides consumer product companies timely and improved channel visibility services such as demand, paired with actionable insights.
Sales force effectiveness
CPG companies need to align their functions and processes with various distributors and require a robust sales force solution for the same. HCL helps CPG enterprises to measure and benchmark the effectiveness of the salesforce by prioritizing opportunities and optimizing the sales process.
Supply chain optimization
Supply chain optimization ocuses on capabilities required to modernize and optimize investments in supply chain necessary due to the proliferation of formats, channels, and focus on giving customers complete flexibility in the way they buy and in the way they are serviced. HCL helps retail and CPG enterprises build seamless supply chain operations through vendor collaboration, inventory planning, flexible fulfillment and merchandising
Inventory Optimization enables retailers to analyze and properly categorize demand, factor all aspects of inventory for both existing and new supply chain structures and simulate real-world behavior to enable true what-if capabilities. HCL helps retailers find the right balance of store and channel inventory, replenishment and demand management capabilities to maximize sales revenue and customer satisfaction.