INCISENT users don't have to study reports, parsing data and drawing relationships, highlighting key points and exceptions. That work has already been done for them by intelligent software.
And while INCISENT results are as succinct as any BPM "dashboard," they're far more powerful. Instead of summary data, you get penetrating insights and clear, sharp answers to specific performance questions. Just what's important, presented in a way that makes it easy to do the right thing.
Dave, a General Manager for an automotive retailer, is disturbed to see in the monthly financial report that his dealership is showing a 13% decline in new car sales. What's going wrong?
His gut instinct is that the market might be softening because of economic factors. A recent successful promotion by a competitor may also be pulling away customers. Perhaps demand for the brand is also declining slightly?
INCISENT finds the real answer buried deep in the data and percolates it to the top.
But Dave doesn't have to guess, or gamble by putting his trust solely in his gut. Nor does he have to dig way into the dozens of data-laden reports supplied to him by corporate. INCISENT finds the real answer buried deep in the data and percolates it to the top—in the form of four key insights, which immediately enable Dave to understand what's going wrong:
These insights combine to tell Dave that the reason new car sales are dropping is that frontline managers are appraising customer trade-ins too low, and these low appraisals are turning away customers.
Why is this happening? Could managers be trying to jack up front-end wholesale revenues in order to offset poor performance in other areas? Dave makes a couple of clicks with his mouse, and immediately confirms his suspicions.
Pre-owned inventory kept on the lot for 60–80 days is way too high at 32%, and most of these vehicles are subsequently being sold at auction for a loss.
Dave's conclusions: We need to improve merchandising of our pre-owned lot inventory, but first I'm going to correct the immediate problem by implementing a new policy that trade-in appraisals have to be within 10% of book value.
With just a couple more clicks, Dave has implemented his policy. An email is automatically distributed to his Pre-owned Sales Manager, and the policy also appears in the Web-based Trade Analyzer software interface used by frontline staff to figure out trade-in values. Dave also sets himself up to receive a weekly report that will show him any appraisals that don't meet this guideline and enable him to monitor the changes he expects the new policy to produce in both wholesale and retail revenues.
When Chris, the Pre-owned Sales Manager, comes in, the email alerts him to the policy change. So he's not surprised 30 minutes later when does his first appraisal that the interface now shows a highlighted guideline allowing no more than a 10% variation from book value. These tools make it easy for Chris—and any other members of the staff who do an appraisal in his absence—to consistently follow the new policy.
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