Inquisitive reporting

Inference Labs identified avenues for improvement and enabled a fortune 50 FMCG to increase sales and employee performance


• Reduced daily insight generation time by 50 man hours per month

• Identified incremental revenue opportunity of 25%


• Necessary KPIs had to be defined to empower user and content analytics in conjunction with business rules

• Lack of reliable data since the data capturing framework was put in place fairly recently​

• Extrapolation exercises had to be performed to arrive at certain important metrics​

Background Objectives

• The client is a top bottler and distributor of beverages

• The client had initiated a framework to capture sales activity and data in select regions

• Client wanted to understand how to leverage the data capturing exercise to derive intelligence which could affect company performance​

Analysis Framework

Step 1: Define KPIs​

Developed and defined key performance indicators to measure performance:​

• Visit Score for sales representatives​

• Sales Score for a sales representative​

• Stocking capacity of stores​

• SKU level holding a capacity of stores​

Step 2: Inquisitive Analysis​    

• The developed hypothesis to be tested and their impact on sales through lenses of employee performance, store performance, and SKU


• Analyzed past data to come up with avenues of improvement

• Converted successful tests into regular insights which could be leveraged directly by the management to derive meaningful business insights​

Step 3: Regular Business Insights and reporting efficiency​

• Identified, recommended and developed regular business insights and report cards for each level of the management to review, modify and act upon​

• Consolidated existing reports to reduce redundancy and increase the efficiency of shared intelligence

• Developed R & Python automated workflows which allowed for savings in man-hours from regular intelligence generation

• This was further utilized to perform and strength existing framework for better data collation and process efficiencies