3 processes to 1: Tramec streamlines post-acquisition sales planning

In 2021, Tramec acquired MT Motori Elettrici and BerMar, expanding its product range and territory presence. Needing data analysis tools for the new groups, Tramec collaborated with HiBI to develop new Qlik Sense Cloud applications, which were used to merge and integrate data from the different information systems.

However, Tramec quickly realized it was facing a deeper problem: each newly acquired company had its own separate budgeting and forecasting processes and systems. This made it nearly impossible to generate accurate predictions across the three groups.

The overall planning process had to be performed between October to December, and during that time, no one could adjust the forecast. Additionally, system limitations didn’t allow for the inclusion of product price changes, data on new markets, or new product classes in the plan.

As Tramec searched for a solution to unify the groups and improve the flexibility and accuracy of its process, it also needed to find a tool that would integrate with the applications already built in Qlik Sense.

Tramec selected Jedox as its Financial Planning & Analysis (FP&A) and performance management tool to unify the three companies’ sales planning processes. In less than six months, Tramec launched a new, simple workflow that integrated with Qlik Sense and united all three companies.

Now, the bidirectional integration with Qlik Sense enables the team to use its existing BI applications. Data shared between the two is updated daily and includes on-demand syncing.

Because of the adaptability of the Jedox platform, the commercial directors from each group were able to keep using their previous methods of budget entry, rather than having to learn a new process.

The budgeting team’s newfound Jedox capabilities also enabled them to increase the accuracy and depth of the budgeting and forecasting process. With Jedox, they can:

• Navigate to market and product hierarchies for each of the companies
• Approximate forecast data, copy the actual or portfolio values proposed by the algorithm, and then modify them at any level of detail with top-down or bottom-up logic
• Add in new products/markets and adjust the budget based on changes to quantity or price

Along with its two acquisitions, Tramec’s planning process is now a unified, ongoing, and flexible activity. It’s rich with accurate, granular detail—rather than a rigid, once-a-year occasion that changes process from group to group.

Jedox’s extensive functionality allows each group to continue with different modes of budget entry while maintaining a single planning solution. When using its BI applications, the numbers remain accurate, up to date, and in alignment with Jedox.

Additionally, the budgeting team now has more control over the accuracy of the budget numbers, since they receive inputs directly from employees via Jedox. Since implementation, the process has expanded beyond just one person managing the budget. Now, three to four people—including IT and Control—can work together on sales planning. In the future, Tramec anticipates extending the use of Jedox to its Sales force to add even more detail to the data.

The new, unified sales planning process built on Jedox has fully prepared Tramec for future growth.

“It seemed impossible to reconcile the different ways of drawing up the budget of the sales managers. But Jedox proved to be a flexible and open platform.”

Ivan Busi – Ber-Mar ICT Manager, TRAMEC Group