The document discusses using a balanced scorecard methodology to analyze sales transactions and key performance indicators (KPIs) at Vodafone. A BMIS application was developed using the balanced scorecard framework to link objectives with measures across financial and non-financial perspectives like customers, internal processes, learning and growth. Sales data was transformed into a detailed roadmap to measure performance against KPIs. The balanced scorecard provided a comprehensive view of business operations and facilitated strategy communication across the organization.

1.  
MBA – 433 MIS
Group 6 – Vodafone
Rasheel Ram ID: S11000551
Santosh Payal ID:
S11003183
Vinita Prasad ID: S11008553

2.  This report provides an analysis of “Sales Transactions” and
KPI’s were defined with the use of balance scorecard. A BMIS
application was developed using the balance scorecard. A
balance scorecard methodology is a framework for
defining, implementing, and managing a business strategy by
linking objectives with factual measures. Simply this links
financial information with actual performance.
 As in the case of our analysis, the sales transactions, financial
and non financial data was transformed into detailed roadmap
which helped to measure performance. With the balance
scorecard, customer perspective, internal business
process, learning and growth and financial perspective was
taken into consideration and measured

3. ID Store
No
Sales
Region
Item
No
Item
Description
Unit
Price
Units
Sold
Week
Ending
Promotion
Price
no Sold by
Promo
1 1 South 2005 17" Monitor $229.00 28 27-Oct-09 214 33
2 1 South 2005 17" Monitor $229.00 30 24-Nov-09 168 48
3 1 South 2005 17" Monitor $229.00 9 29-Dec-09 229 11
4 1 South 3006 101 Keyboard $19.95 30 27-Oct-09 10 33
5 1 South 3006 101 Keyboard $19.95 35 24-Nov-09 20 30
6 1 South 3006 101 Keyboard $19.95 39 29-Dec-09 15 33
7 1 South 6050 PC Mouse $8.95 28 27-Oct-09 4 33
8 1 South 6050 PC Mouse $8.95 3 24-Nov-09 8 4
9 1 South 6050 PC Mouse $8.95 38 29-Dec-09 4 61
10 1 South 8500 Desktop CPU $849.95 25 27-Oct-09 1077 23
11 1 South 8500 Desktop CPU $849.95 27 24-Nov-09 1077 27

4. Quality Perception by
customer
Service Time Image Relation
4 6 2 7 8
4 5 1 9 8
6 8 3 9 2
9 6 1 7 6
9 4 1 2 8
9 5 3 5 2
4 6 2 2 2
4 5 2 5 8
4 8 2 9 8
9 6 1 7 8
9 6 1 2 2
Data collection chosen was dependent
on the unique needs, capabilities, and
resources of the organization.
• Preparation of a procedures manual
• Establishment of a schedule for
data collection and submission..
• Training of staff on data collection
methods.
• Development of necessary forms.
• Assignment of staff to complete the
necessary forms.
• Assignment of staff to enter data in
data entry system.
• Implementation of quality control
procedures.
• Assignment of staff to generate
required reports.

5. The production of knowledge depends very much on the
techniques for collecting, analysing, and interpreting data
and on the way they are applied. The academic study of
MIS relies very much on the methods used to answer
research questions and test research hypotheses, and on
the careful application of these methods.
 FIELD STUDY – Using this methodology the researcher
does not manipulate any independent variables, but the
dependent variables are systematically measured
 GROUP FEEDBACK ANALYSIS – Employing this
methodology, groups of human subjects complete an
objective instrument for testing of the researcher’s initial
hypothesis.

8.  Improve Revenue by 4%
 Reduce overhead cost by 2%
Assumptions
Revenue was calculated by multiplying unite price and unit cost.
Total revenue growth was benchmarked against the first month.

9.  Improve Product Quality by 27%
 Increase Service level by 30%
 Launch 25% discount on average
 Resolve customer complaints within 1 day
 Run education campaign
Assumptions
The above KPI’s
were calculated
by taking the
average of
Quality, Service,
Time, Image, Re
lation
respectively.

10.  Improve CRM
 Increase operational efficiency by 30%
Assumption
We have combines quality, service, time and relation to calculate
operational efficiency.

11.  Increase staff training in North and South
 Increase Employee and Employer relations to 80%
Assumptions
Since the sales and revenue from North and South is the least, we
identified that training needs to be addressed.

14. Employee Performance Evaluation
Vodafone Fiji Limited has a quarterly staff appraisal system
whereby targets are given to staff by their superiors. Staffs
are also required to come up with their own targets and
KPI’s are defined during face to face appraisal between
staff and managers. A specific template, which is subject to
change to accommodate new implementations in the staff
appraisal system, is used whereby staffs are required to fill
prior to face to face appraisal

15.  Vodafone appraisal document

16.  My Vodafone Way
Vodafone Fiji Limited has also incorporated “My Vodafone Way” initiatives
whereby staffs are encouraged carry out activities which bring about change in
the society such as engaging in charity work etc. At the end of the financial
year, the appraisal documents are reviewed together with My Vodafone Way
initiatives and a suitable remuneration package is provided.

17.  Strategic initiatives that follow "best practices"
methodologies cascade through the entire organization
 Increased Creativity and Unexpected Ideas.
 The Balanced Scorecard helps align key performance
measures with strategy at all levels of an organization.
 The Balanced Scorecard provides management with a
comprehensive picture of business operations.
 The methodology facilitates communication and
understanding of business goals and strategies at all
levels of an organization

18.  Cost and Time – This is a costly and time consuming
tool. Correct use of tool requires thorough understanding
of the process.
 Incomplete information- The usefulness of the balanced
scorecard approach is dependent on the value of the
information that is driving the process--garbage
in, garbage out.

19.  Open one more branch in east as there is opportunity for more
business.
 Set up road shows in the regions that are not performing as well.
 Carry out education programs (via Media etc) to educate population on
technology.
 There is a need to target schools.
 Diversification - as technology changes rapidly and desktops could
become obsolete in the near future.
 Invest into new technology like laptops, tablets etc.
 Build partnerships with communications company like Vodafone and
 TFL where our products could be bundled with internet packages and
create more value.
 Revise pricing strategy for low performing computer peripherals.

20. As stated previously in Vodafone Fiji Limited’s performance appraisal
process, staff need to be given specific targets and these should be
rated from level 1 to 5. As in the case of sales staff selling computer
peripherals, they need to be given measurable targets such as sale of
certain number of units to meet target.

21. As many organizations are in some kind of transformation
mode, whether due to newly available technology or changing
business needs, it may be a good idea to consider structuring
your activities according to a BSC. This will ensure that the
defined activities will really contribute to the creation of
business value.
Highly Successful Balanced Scorecard Programs
 A Process to Mobilize the Organization and Lead Ongoing Change.
 Aligning Resources, Budgets and Initiatives With the Strategy
 A Feedback Process That Encourages Learning and Experience Sharing
 Linking Scorecard to Create an Organization Alignment
 Aligning Personal Goals, Incentives, and Competencies With the Strategy