In an industry with razor thin margins, being profitable requires leaders to make the best use of every resource available. When you join this Webcast you’ll hear how retailers like Romano’s Macaroni Grill are using Business Analytics to manage strategic direction using actionable reports, scorecards, dashboards, and financial/operational plans for greater performance and profitability. Webinar attendees will learn how the Macaroni Grill, a leader in upscale casual dining with more than 220 locations, is supporting decisions with analytics and moving beyond basic financial reporting using Perficient’s Retail Pathways™ solution. You will hear how they evaluate leading indicators and use analytical processes to efficiently produce actionable information for improved corporate performance. In this webinar, learn how Perficient's Retail Pathways is helping companies like Macaroni Grill use business analytics for: Market Basket Analysis Store/Restaurant Performance Executive, Operational & Sales Dashboards Customer Ad-Hoc Analysis Reporting Benchmarking, Ranking & Scorecards Inter-Departmental Collaboration Labor, P&L and General Ledger Planning and Insights Perficient’s Retail Pathways™ solution is a three-time award-winning analytical solution built on IBM’s Cognos10 platform. Retail Pathways™ incorporates pre-defined reports and dashboards around a common data architecture and is supported by Perficient’s retail practice group, an inter-disciplinary team, composed of individuals with backgrounds in retail, business process, systems architecture and design. Speakers Tim Dungan, V.P. of Planning and Analysis for Romano’s Macaroni Grill Macaroni Grill recently completed an overhaul of reporting and analytic systems using Cognos Express product solutions. Mr. Dungan has over 20 years of operations, accounting, and finance experience in the hospitality space with Planet Hollywood, Dave & Buster’s, and Ruth’s Hospitality Group. Erik Duffield, Director of IBM Business Analytics Retail Practice, Perficient Mr. Duffield specializes in Retail Performance Management and Corporate Finance. He leads the Retail Practice organization for Perficient and works extensively with organizations looking for material change in performance. His expertise is developing organizational metrics to drive performance through a more effective, analytical understanding of the business.

1. AGENDA
PERFICIENT
Erik Duffield
Director, Retail
• Retail Industry & Drivers for Analytics & Finance Analytics
• Market Basket Analysis Erik.Duffield@perficient.com
• Retail Pathways™ & Perficient 303-629-9206
ROMANO’S MACARONI GRILL
• Store/Restaurant Performance
• Executive, Operational & Sales Tim Dungan
Vice President
Dashboards Financial Planning
• Customer Ad-Hoc Analysis Reporting & Analysis
• Benchmarking, Ranking & Scorecards
• Inter-Departmental Collaboration Tim.Dungan@MacGrill.com
• Labor, P&L and General Ledger Planning www.macaronigrill.com
and Insights

2. Perficient Profile
Ideally positioned as the GO TO Partner for IBM
 An IBM “5-Star Premier” Business Partner since 1997
 SVP, SVI and VAP Authorized Reseller across all Brands in U.S.
 Healthcare and Retail Industry Authorized Solution provider
 IBM Lab Services (ISSL, ISSW and ISSIM) go-to market partner
 IBM Education Authorized Training Partner/ATP and Training reseller
Thriving and Growing Organically and via Acquisition
 Public, NASDAQ: PRFT
 1700 Colleagues
 $250 M 2011 Revenue Run Rate
 Local Sales/Delivery offices
 Offshore Development Center in Hangzhou
China
IBM Recognition
 Business Analytics Award Winner - 2012
 IOD Best of Show “Retail Pathways – 2011
 Lotus Most Distinguished Partner – 2006, 2008, 2011
 2010 IOD Industry Warehouse Pack Partner of the Year
 2010 Impact Smarter Decision Management Award Winner
 2010 Lotusphere Best WebSphere Portal Solution – Finalist

3. Areas of Work
Financial
Transformation
• Benchmarking
Governance & Competency Center • Process Engineering
Data Integration Budgeting &
Data Discovery Data Modeling Information Analytics /
• Cleansing
• Analytic Structures
Planning
• Profiling Delivery Strategy
• Quality • Best Practices
• Gap Analysis • Standardization • Portals / Mobile • Best Practices
• Performance • Demand Planning
• Availability / Perform. • Performance • Dashboards • Predictive Models
• 3rd Party Data • Risk Mgmt
• Reporting
Consolidations &
Reporting
• Compliance
• Governance

4. Retail, CG, Hospitality, Restaurants
The intersection of high volume, multivariate data with financial models.
Finance
Transformation Operations
Managerial Management Annual Budgeting
Retail Analytics
Improve Close / Analysis
Consolidations Speed of Service Financial Plan
Market Basket Analysis
Ladder Planning Metrics Merch / Revenue
Channel Profitability
Driver Based Open-To-Buy Restaurant Scorecards Planning
Planning Labor Planning BICC Financial Analysis
With/ InfoSphere, RBIS
Data Management
Others:
Customer /
Promotion
Customer Seg. Model
Marketing Promotion
Mgmt

5. Our Work
Industry Expertise
Information Management Business Analytics Financial Performance
 Polling solutions for  Transaction level  Budgeting / forecasting
reliable, cost saving data  Market basket / affinity  Demand planning / sales
acquisition  Customer / loyalty forecasting
 Analytical data models  Food cost reporting  Capex / new store models
supporting industry best  Labor  Franchise models
practices analysis  Fraud / Discount  Cannibalization models
 3rd party data in for  Revenue assurance  Finance organization
mystery shop, web  Speed of service benchmarking
comments, demographic  Menu placement
data, etc…  Bundling & “your way”
 GL integration  Marketing and promotions
 Pricing
 Multi channel
 Competency Center
development

6. Perficient’s Retail Pathways™ utilizes IBM Cognos
Analytics for Finance, Operations & Market Analysis
IBM Retail
Industry
Authorized
Basket &
Traffic
Metrics
Customer
Grouping &
Loyalty
Operational
& Financial
KPI
Tracking
Up-sell &
Cross-sell
Evaluation

7. Data to Information
General Ledger
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8. Analytical Pathways
Scenario:
You take pricing on selected items amounting to a
weighted average 2.44% - based on the current mix.
Marketing Spend
Your Retail Pathways systems alerts you that your
+2.44% price increase was off set by a (1.56)% in Mix
shift and a 0.33% decline in Traffic resulting in only a
+0.55% SSS increase and negative trends in Traffic and Secret Shopper
buyer behavior.
Having the relationships of leading indicators defined Traffic : (0.33)%
Speed of Service
and the information visible enables proactive
management.
SSS: + 0.55%
Mix : (1.56)%
Avg. Ticket: + 0.88%
Price : +2.44%
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9. Strategic Context
Strategic
Plan Specific initiatives
to drive discontinuous
change
Baseline
Trajectory
Performance
Specific metrics to watch
Financial
in managing risk
@Risk
Plan
History Future
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10. Romano’s macaroni grill

11. Established in 1988
Former Brinker Portfolio Concept (Chili’s,
Maggiano’s, On The Border)
Purchased in 2008 by Golden Gate Capital
(Private Equity Firm)
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12. 182 Company / 36 Franchise
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13. Multi-million brand renewal
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14. Menu refresh
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15. Mezzo prezzo
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16. Why bi? Why IBM Cognos?
• Reporting post-Brinker
– New point-of-sales, back office, and Accounting systems
• Reporting Void
– Dark for 3 months ~ zero reporting
– Consolidation issues ~ rollups by Region, etc.
– Manual processes
• IBM Cognos Express
– Previous experience with IBM Cognos
• Finding Perfect Consulting Partner - Perficient
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17. How are we set up?
A. Planning & Analysis maintains Cognos Framework
B. IT Mantains Polling Responsibility
C. Executive or Operations Mandate Dashboard Content
D. Content Accessible thru internal Intranet
E. Ad-Hoc Analysis performed by Finance
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18. What are we doing today?
A. Providing Business Users value added content
B. Dashboarding for Executive Team
C. Dashboarding for Operations Team
D. Analysis Team more Customer oriented with Ad-Hoc
E. Inter-Department Collaboration
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19. Romano’s macaroni grill
Reporting and analytics - current

20. Balanced scorecard
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21. Mac grill - Sales dashboard
Sales Dashboard provides Leadership Team quick access to Sales related statistics
by Region, Area, State, DMA, Marketing Tier, and Restaurant levels.
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22. Mac grill – sales reporting
Reporting allows Leadership Team ability to see results across organization
by day, week, and defined time periods customized for brand.

23. Mac grill – benchmarking
For a Company of our size, Benchmarking becomes the emphasis for
comparison purposes. You gain insight from category leaders.

24. Mac grill – ranking
Compliment to Benchmarking is Ranking. Allowing Leaders to
see how they stack up against similar volumes. Adds healthy competition.

25. Mac grill – pictures
Pictures or Graphs, technically. Some would rather view charts then
tables with numbers. That capability exisits with our current dashboarding.

26. Mac grill – menu reporting
Until recently, we were unable to view menu performance on a consolidated
basis. We now have insight at enterprise, region and restaurant level. Allowing
for better labor and procurement planning.

27. Mac grill – complimentary transactions
In all restaurant operations there is a level of discounting and complimentary
transactions taking place. Leadership can now view these types of transactions
at the lowest level.

28. Mac grill – check detail
Easy to view Check detail across system for all locations.

29. Mac grill – ad hoc query
Ad Hoc for Team is critical to answer Leadership questions on the fly. Express
provides flexibility and access to data that wasn't present before.

30. Mac grill – general ledger
As part of System transition, General Ledger processing was moved to third party.
With Express we now have flexibility to provide robust P&L analysis that needed
to be contracted out with third party.

31. scorecard
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32. Plans for the future?
A. Expanding Source Data
B. Enrich Team Member Experience with Training
C. Develop Planning Models
C. Increasing Users
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33. 33

34. Conclusion
www.slideshare.net/PerficientInc
www.facebook.com/Perficient
www.perficient.com/Thought-Leadership/Social-
Media/Blogs
Erik Duffield
Director, Retail
& Finance Analytics
www.macaronigrill.com
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