Edini Transportes
The trap of commercial expansion.
Testimonial
"BIMachine's BI came into the company this year and has been helping the commercial area a lot, especially with organization."
"Before we had the habit of searching in reports, hunting for information to bring to the meeting and build plans and targets. Today we already have the data at hand, it saves our work, so we can be much more productive in our routine."
"We can be much more assertive with the information and with the reports from each team, each region. Today we have sales in both the South and Southeast of the country, so with this data at a glance, this management at a glance that we have, it has been bearing fruit."
Leonardo Pigatto
Commercial Manager
Edini Transportes
When growth means losing control.
Edini grew geographically — South and Southeast Brazil — but its commercial processes remained artisanal. Every planning meeting was preceded by hours...
Hours searching for data for each meeting
Focus lost on sales
Regional performance with no visibility
Impossible to optimize
Targets based on intuition
Not on real data
Problems identified too late
Opportunities lost
"Before BI, we had the habit of searching in reports, hunting for information to bring to the meeting and build plans and targets for sales. It was work that took a lot of time and took us away from the main focus: selling."
Leonardo Pigatto
Commercial Manager, Edini Transportes, Edini Transportes
The BIMachine Solution
Technology and methodology to turn data into results
Commercial Management at a Glance
Dashboards with real-time sales performance: revenue, volume, average ticket, pipeline, conversion rate — all updated automatically and accessible from any device.
Read moreComparative Regional View
Automatic comparative analysis between South and Southeast: pattern identification, performance benchmark, identification of replicable best practices.
Read moreIndividual Performance by Salesperson
Detailed tracking of each commercial: conversion, productivity, active portfolio, monthly evolution — no manual consolidation needed.
Read moreData-Driven Targets and Planning
Target setting based on real history, seasonality, market potential — no more 'gut feel' or generic averages.
Read moreEnd of Manual Reports
Complete elimination of manual search and consolidation processes. Organized, reliable information available 24/7.
Read moreThe Methodology
Fast implementation focused on quick wins, intense involvement of the commercial manager to ensure adherence to the sales routine.
Phase 1
Month 1-2
Integration of commercial systems + Commercial KPI modeling
Phase 2
Month 3
Development of regional dashboards + Commercial team training
Phase 3
Month 4
Individual performance + Automated targets
Go-live
2024
100% management-at-a-glance operation, dashboards as single source of truth
The Transformation in Numbers
Sep/Oct 2024
Consecutive records
Historic revenue
80%
Less time
on report consolidation
15-20h
Saved
per week per person
3h → 1h
Meetings
From 60% validating to 100% strategy
Before
Hours
Searching data for each meeting
Hunt
Information instead of selling
Little
Visibility of regional performance
Intuition
Targets based on feeling
Reactive
Late problem identification
Analyst
Manager as spreadsheet analyst
Days
To answer 'How is region X doing?'
After
Real-time
Data updated in real time
100%
Sales focus on selling
Automatic
South vs Southeast benchmark
Data-driven
Targets with history and potential
Proactive
Alerts and immediate insights
Strategist
Manager as commercial strategist
Instant
Response on any device
Impacts of the Transformation
Sales team reallocated 15-20 hours/week to selling activities
Management went from reactive to proactive
Decision-making based on facts, not on gut feel
Lessons from this Transformation
Time is the Sales Team's Most Valuable Asset
Every hour a salesperson spends searching for data is an hour they're not selling. Report automation freed 15-20 hours/week per person — directly reverted into sales.
Management at a Glance Speeds Up Decision-Making
When everyone (manager and salespeople) sees the same numbers in real time, decisions happen in minutes, not in endless meetings.
Regional Benchmark Identifies Best Practices
Comparing South vs Southeast automatically revealed success patterns that were replicated, raising overall performance.
Reliable Data Changes Culture
When no one questions the source or reliability of the numbers anymore, meetings stop being about 'validating' and become about 'deciding'.
Quick Wins Build Momentum
Implementation focused on immediate pains (end of manual reports) generated fast adoption and visible results in weeks, not months.
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Mapping of current analytical maturity- Identification of concrete opportunities for AI use in your area
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