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How to move a business from
good Management Information
to leading Business Intelligence

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Key Points
• Great BI – what is it and what does it consist of?
• Requirements.
• How to establish great BI in the business.
• What processes are required?
• Business impact.
• Why clients will love it and how it will help Hitachi reduce costs & grow
revenue.

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Definitions and Remit
• Management Information, or MI, differs from business information
(BI) as the information used in BI is used to improve and support
decision-making, whereas the information used in MI is from
monitoring customers, suppliers and competitors to help understand
the business and how it performs over a period of time.
• BI is a broader scope of information, to help optimise decisions and
performance by both sales and our customers.

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Approach
• ...is in these slides but personal style also includes:
• Take into account the input of key stakeholders.
• Skilled questioning of all stakeholders to reveal obvious and not so obvious.
• Give full consideration to ease of use and design.

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Analysts
Ease
of Use
Time Saving
Reliable
Existing skills
and abilities
Credible
Adds value to
us and the
business
Sales
Makes Customer
Happy and shows
we understand
them…and creates
a Buzz!
Commercial
- Makes renewal
& new sales
easier
Other factors via model such as SLEPT
- Social - e.g. diesel, accidents, PR
- Legal - e.g. driver-less widely allowed
- Environmental - e.g. emissions
- Political - e.g. e-car subsidies
- Technological - e.g. telematics
Requirements & Benefits - Hitachi

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Requirements & Benefits - Customer
Customer Headaches
TCO
Fines and
Admin
End of Life
Damage
Costs
Legislation
Fuel Costs
Review Requirements
- What does he / she need
- what keeps them awake at night.
Benefits
Information & recommendations that save money &
make their life easier such as:
Fleet recommendations - Legislation
Reduce fuel costs - Value of telematics

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Establishing Leading BI
• Factors – not exhaustive but include:
• Cost, existing systems knowledge, training.
• Benefit and value – both format and content.
• Relationships and awareness.
• Develop close sales, analyst, customer working relationship.
• Strong internal awareness re info supply and provision.
• Processes – efficient and reliable
• Internal & external information. Data warehousing.
• Review – regularly with sales, client and management. Iterative.

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Summary ....…and….
• What is it? How do you do it? Business Impact.
• Provides broad information needs of organisation. Accurate, timely and
relevant.
• Full requirements investigation, all stakeholders. Including format required.
• Organisation – tri-party team model. Strong internal awareness.
• Internal Factors – be wholistic e.g. existing team knowledge & skills.
• Processes - efficient & reliable for gathering internal and external data,
storing, retrieving, analysing and reporting.
• Impact - Closer client relationships. Commercial benefits.

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The Tool Hitachi Has Already - Powerpivot
Free Excel Add-On
Fully Customisable
Online & Updated in Real Time
Uses existing IT support
Builds on Excel knowledge
Greater reliability than
Excel since it uses MS
database technology

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Questions?
Thank you

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For The Future
• Further ahead?
• Perhaps one day, outsourced service of their administration e.g. fines, service
scheduling.
“The reality is that someone who looks at outsourcing properly will realise that
what is really being outsourced is the administration and the stuff that stops fleet
managers from doing what their job should be.” Ross Jackson, CEO of fleet
management company Fleet Operations.
Fleet News, 24th August 2016