Altair Cases: Our Masterpieces

Inspired by Antonio Gaudí artwork, Llorenç Casas Anfruns is a painter who aims to stun and captivate people by the sum of visible sensations and colours which transmit sensibility and complicity as the three of his masterpieces that are exhibited below. As consultants, our “work of art” are our business cases of which we are very proud of. Not only for having exceeded customer expectations and having added real value but because we have put all of our passion and grit to get the job done.

Strategy Cases

Dragon Mosaic Fountain at Park Güell, Barcelona‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎
Transformation Cases

Detail of Casa Milà “La Pedrera”, Barcelona‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎‏‏‎ ‎ ‎‏‏


US Retail Bank Universal Banker Strategy to Increase Customer Engagement

Technology is replacing many of a teller’s services, so the bank branch’s transactions were declining by 8% yearly, average level of sales in the network was flat and customer satisfaction was below expectations. Altair proposed to deploy Universal Banker Model who provide more seamless, efficient and personalized service. Tellers could be trained on more skills, moved to the lobby to greet customers and help with a wider range of tasks. The aim is to improve customers’ satisfaction in order to boost loyalty and eventually turn them into brand promoters. So, a new Universal Banker job was launched encompassing tasks previously performed by tellers, personal bankers representatives and ATMs. Results demonstrated that high-standard customer service made the bank increase customer satisfaction by 30%.

Global Bank Strategic Positioning based on Voice of the Customer Analysis

An international bank in Mexico was looking to redefine its customer relationships positioning for their main market leveraging on the use of new technologies. The interaction through multiple channels with the customer proof disparate results for customer satisfaction. Applying advance analytics techniques to “customer satisfaction transaction surveys” allowed us to understand service quality level and identify improvement areas. A strategic plan was designed to raise competitive advantages to enhance customer satisfaction through reinventing value proposition across the different channels. Thus, we recommended the adoption of mobile banking for basic transaction and improving advice level by telemarketers. These services were matched and positioned with competitors to denote areas with potential development to make a faster, more available and safer customer relationship.

US LNG Development Company Worldwide Commercial Strategy

Our client is a US company engaged in the acquisition, exploration and development of natural gas and oil reserves, focused on export projects. They are developing the largest LNG export solution linking rich areas in natural gas reserves to the global LNG market, creating value for producers, customers, and stockholders. We helped them to create long-term sales and commercial strategy based on providing natural gas flow assurance by developing creative marketing value propositions and by generating potentially higher netbacks by linking local producers to the growing LNG market reliable LNG supply. After a geo-strategic analysis of global offer & demand, we identified worldwide potential customers and designed offers and contracts of LNG sales with different flexible options indexed to US and international gas prices.

American Consumer Finance Strategic & Operating Plan to Grow EBITDA

A leading Consumer Finance company presents inefficiencies in its principal market. The aim of the management is to improve its EBITDA increasing revenues and optimizing operating costs. Altair team performed a top-down and a bottom-up analysis to establish the diagnosis. We have defined an action plan based on five pillars: employees’ productivity, turnover reduction, sales channels balance, customer experience and lean organization. Altair industrializes the execution of strategic plans with a comprehensive methodology based on implementation kits. As examples, we identify a set of actions to enhance customers’ loyalty with less cost rebalancing channel mix and rise employees’ productivity by shortening goals cycle or redefining career plans. The formulation of the scenarios proposes an improvement in the EBIDTA between 25% and 40%.

German Premium Car Maker Used Cars Business Case

A premium automobile manufacturer wanted to optimize its used car fleet. The redefinition of marketing processes increases sales of new vehicles, reduces used cars stock and improves economic performance by increasing residual value. Altair performed a gap analysis based on diagnosis of the current situation, adaptation to best practices targeted scenario, description of existing gaps and proposal of necessary steps to fulfill these gaps. Process standardization allows to establish a set of validated procedures that define the best and most reliable practices to be carried out within the company. This complete view of the automotive customer journey enables us to identify meaningful customer segments, allowing to expand the existing customer base, since the used vehicle is the entrance door for first-time customers.

Healthcare Underwriting Insurer Strategic & Operating Plan to Grow

A global medical underwriting insurance company had an aggressive target to multiply its revenue by 10 in the following two years. A plan was required to avoid organizational obstacles that would incur in costs by increasing its management capacity without efficiency improvements. The strategic plan was based on two pillars: business generation and service optimization. Sales objectives were meet through a detailed pricing strategy by country and customer segment, a value proposition redefinition, and an improvement of commercial processes. To improve service performance, a scalability diagnosis was done in every department, ensuring service levels with an exponential business growth that led to a lean organization ready to growth, set better data management, improve communication between departments, increase staff performance and response time.

Premium Car Maker Business Plan to Optimize Dealers Network Performance

In a climate where global auto industry plunged deeper into recession Altair was challenged by a premium automobile brand to boost profitability of its dealers’ network. Altair inhouse developed tool –“Robokit”- which consists of an strategic and operational view of each car dealer status quo regarding two funnels: Sales (new and used car) and After Sales (workshop and spare parts). Robokit not only includes all the information and analytics dealer executives need to make decisions but also an AI powered engine that automatically suggest corrective actions. Robokit helped management to take data-driven decisions that result in a 10% increase in market share, a 3.7% increase in total sales, and B2B sales increase of 7% while the market was shrinking by 23%.

German Industrial Distributor Entry Strategy in USA

A leading midstream distributor of piping and other machined metal parts and devices wanted to enter the competing US market and requested help to define the strategic business plan. Thanks to our deep understanding of the trends and dynamics of the US Oil & Gas market, a quantitative and qualitative analysis was done to determine key competitive advantages for their products and services. This included a complete definition of the value proposition, competitor’s analysis, positioning in the market, pricing strategy, supply chain and key resources needed. Altair identified the strategic aspects for a new supplier to compete in the market to be price competitive ensuring on time delivery of product through an efficient supply chain and a strong local commercial and service support teams. 

Global Lifting Manufacturer Strategic Plan

A Spanish lifting multinational manufacturing company was facing a change in the board of directors and they proposed Altair to develop an expansion plan to increase added value and competitive advantage. We defined the key points to reach sustained growth with specific focus on the digital transformation challenges. Altair team launched an organization-wide plan involving executive team to establish their own strategic objectives for a continuous extension and autonomy of each subsidiary, strengthening the value proposition with the new market trends. The strategic plan implemented aims to improve profitability in the customer funnel with competitive commercial management and to support it with lean manufacturing in operations. First year results were 14.8% increase in revenues and 3.2% reduction in operating costs.

Changing Maritime Sector through LNG Bunkering Platform Business Plan

The new International Maritime Organization regulation for reducing marine fuel pollutant emissions opened a window of opportunity for a startup. Our client, an expert on the gas sector relied on us to create a business plan to supply LNG to ships from an adapted vessel. Altair advised the entrepreneurs during the end-to-end process: developing the competitive advantage, determining stakeholders and resources sizing, and deciding the best technical solution of the vessel that best fits the market size and the targeted Mediterranean ports specifications. Further guidance was provided during the setup of a shareholder platform in a JV and on the financial investment round. Projections foresee an internationalization, achieving an outcome of 80MM € and a ROI of 30% in the third year.


US Insurer Independent Agents Segmentation to Increase Market Share

The insurance market leader for auto and home had a declining market share over the last 5 years due to raising competition from online players. To gain ground in the market, a segmentation of the independent agents was done through supervised machine learning algorithms and the adaptation of a pillar from information theory, the Shannon-Weaver index. This index was adapted to measure the commercial presence and intensity of independent agents for their area of influence. Homogeneous groups of agents were defined, and tailor-made commercial strategies and value proposition were design for each segment. The segmentation allowed the insurance company to better allocate their resources and services to independent agents that brought the highest value in terms of writing premiums and market share.

US Corporate & Investment Bank Asset-Backed Securities Rating Model Development

An international bank acquired a tool from an external vendor to assess the risk from asset-backed securities (ABS) in its portfolio. The performance of this third-party technology did not meet the expected results because of its tendency to overestimate cashflow allocation. Our client decided to develop an internal tool and asked Altair to lead the development of the model, based on Monte Carlo simulations and implemented on VBA. The tool was successfully integrated within daily operations and helps to predict monthly asset values and the allocation of cashflow of asset-backed securities. After the validation of the tool, its capabilities were further improved, allowing for the inclusion of revolving asset classes in the analysis, thus improving the reach and prediction acumen of our client.

AI – Deep Learning Model for Smart Agriculture

Our client, an international agriculture firm with fields in Europe and Africa needed to ameliorate their production forecasting model to better adapt to market conditions. Altair was challenged to improve current forecasting model. Our approach was to train a computer vision neural network to identify and compute the number of fruits per tree and measure its size and maturity to forecast production at early stages. The model was also instructed to identify and suggest corrective measurements for general problems such as over and under watering and most common plagues and diseases. The result was an increase of 15% in forecasting accuracy and a better wholesale pricing strategy that allows to anticipate fruit harvesting and leverage arbitrage opportunities in the commodities spot/future prices.

Global Oil&Gas Company Key Accounts Credit Risk Model Definition

Major key account clients of an international energy company were demanding extended payment terms in their purchases of oil products. The company wanted to capture these opportunities, but its credit policy was conservative, and credit demands when through a detailed approval process. Altair developed a model to assess customer risk to margin mix levels to compensate for the increase in financing cost and client probability of default risk. The model allowed a faster evaluation of the commercial proposed conditions and suggested a threshold for each segment and country, and a minimum margin to cover a specific return on working capital employed in the operation. As a result, business volume in existing and new customer increased, risk exposure was optimized, and the credit approval cycle was reduced.

European Department Stores Pricing & Promotions Optimization Model

Our client, a leading department store that had a fashion apparel seasonal sales and promotional strategy instead of following “everyday low prices”, was concerned about low return on promotional investment during sales season and surplus stock. Altair reviewed their Mark Down Optimization (MDO) plan and devised a new strategy using Markowitz Portfolio Theory building a dynamic and standardized pricing model for sales season. Altair team oversaw the design of this new model, the development of new KPIs, and the implementation of the transformation plan; ensuring that price recommendations were followed during sales. The result was an increase of 8% in margin —exceeding the initial expectations of 3%— and a faster acquisition of recommendations by the team of planners and merchandisers.

Canadian Bank IFRS9 Model Risk Improvement

A Canadian bank had the highest level of provisions among its peer competitors because of the approaches used to estimate the different risk parameters. Altair designed a working plan based on the refining of existing model in order to minimize expected credit losses through the application of IFRS 9 accounting principles. The new model approach included the utilization of advanced time series forecasting based on macro data and default rates, training of the model with an amplified set of business and operating variables and use of combination of three different approaches: logit, AR and Supervised Machine Learning. Altair’s new model resulted in a reduction of 15% of provision levels and a better ratio between the receivable volumes and the provisions, reaching competitor’s ratio.

American Consumer Finance Network Footprint Optimization Using GIS Tools

The situation of an inherited branch network responded to a historical sketch and did not consider the demographic changes and cannibalization that have taken place in the last few years. The emergence of new competitors and products had affected the performance of its branches. Altair analyzed the location of the company’s and competitors’ branches, the addresses of its customers and the neighborhoods’ socioeconomic mapping. This analysis defines the areas of influence of each branch and look for potential gaps not covered by competitors. A geostatistical and Machine Learning methodology was developed to evaluate and categorize the situation of each branch, proposing which ones should remain open, close or relocated in growing areas. This model has optimized the office network performance by 35%.

Leading Retailer Weekly Sales, Stock & Intake (WSSI) Model Development

A major retailer with more than 500,000 SKUs wanted to fully understand its stock management with the aim of optimizing its product portfolio and improving all the warehouse logistics management. Altair carried out a deep client data analysis in order to understand its consumer behavior and developed an advanced weekly forecast of its demand based on its historical data and other macroeconomic variables. Altair was able to implement a warehouse restructuring plan based on the expected demand of purchases, along with Altair’s expertise of lean logistics methodologies. The implementation of a Weekly Sales, Stock & Intake Model (WSSI) and the efficient purchasing from suppliers helped our client to reduce the associated costs by 7% with a better stock management and the reduction of the current warehouse’s centers.

UK Bank ATM Network Customer Loyalty Case Model

Our client, a UK branch of a leading global banking group, was seeking to understand the ATM disloyalty patterns to reduce the high annual fees paid to third-party institutions and to improve customer services. Altair gathered insights through a customized dataset and implemented data-driven analysis, performing a segmentation based on average balance account, ATM usage, online banking activities, ATM locations, and operations at third party ATMs. The engineering process pointed out key findings to understanding ATM behavioral patterns of customers and developed a robust prediction model with learning capability. We also recommended actionable measures to optimize ATM footprint and minimize costs adapted for each customer group. Our client had a precise and robust prediction model which results in significant savings in Opex.

US Retail Bank Price-Balance Optimization Model for Regular Liability Products

The US branch of an international bank had an aggressive and non-targeted commercial strategy for its deposits. Interests were substantially above market average, but retention levels were below management expectations. Altair approach was to divide the project in three phases: (1) Segmentation of branches by its competitive pressure. This was achieved with the help of hierarchical clustering model. (2) Train an elasticity model based on historical data to locally maximize margin for each specific cluster and dynamically adapt pricing to new market conditions. (3) Multivariate regression model to identify churn drivers and address improvement areas. Altair achieved top-notch results that were: increment of balance of 2.2%, increased margin by 4.9% and reduction of 15.2% of churn rate within the first year.


US Corporate & Investment Bank Short Term Markets Trading Desk Implementation

A leading US CIB unit was seeking to execute an intra-group transfer of a Short-Term Markets Trading Desk and Treasury Desk between two branches. Altair’s PMO team worked closely with client teams across Front Office, Operations, Finance, Compliance, Legal and Technology to ensure the timely execution of deliverables. Altair performed a detailed analysis and mapping of roles, processes and systems from the UK subsidiary to the US Branch and supported the creation of a new Target Operating Model for both desks. In addition, Altair strategically defined the required technological enhancements and led internal Governance and Risk Management processes. Our client is now able to successfully implement both desks encompassing a $10Bn trading portfolio, 6 new products achieving 200%+ of its first year budget.

US FMCG Lean Logistics & Organization to Serve Customer Centric Strategy

An American premium FMCG company wanted to maximize the value of its brands and make its customer experience unique. Altair came up with a new customer experience that was based on three ways to approach the client: online sales, in-store sales and in-store consumption in a club type of venue. To get this outstanding positioning in the market, Altair created a Lean Logistics and Organization Model with a balanced scorecard toolkit to manage it, consolidating corporate and support services structure of the subsidiaries, relocating the distribution centers, outsourcing logistics of some commercial units and making a new lean organization. Altair led the Transformation Team that could made all changes in less than 2 years with an outstanding result in terms of profit and market share.

Leading Car Maker After-Sales Digital Service Customer Experience Implementation

A great customer experience in after sales service in a premium automobile manufacturer company is one of the keys to ensure satisfaction. Companies can collect and connect millions of touchpoints to visualize customer journey. To help this car manufacturer become a more flexible and cost-effective organization, Altair design the roadmap to digitalize the After-Sales Customer Services Experience. All the relations between clients and dealers now are managed in the cloud through modern resources. Four main modules were implemented that represent customer journey stages: online appointment, vehicle inspection, payment and communication.  Implementing these modules, costumer voice data was captured, allowing the company to run an omnichannel customer journey. Now, it is possible to tell customers what they need even before they realize it themselves.

US Corporate & Investment Bank Legal & Compliance Regulation Implementation

An international bank needed to establish a remediation program to oversee changes implemented in response to regulatory exam results in US market. Altair helped to transform these findings into actionable deliverables which were outlined in a comprehensive project plan. Working with leaders across Compliance, Legal, Operations, Finance, HR, Markets, Technology and Risk Management to track deliverables and ensure the timely completion of enhancements in response to regulatory findings. Key areas of focus included the implementation of a Global Control Room for management, enhanced Information Security protocols, implementation of access management controls, and updates to key policies and procedures across Markets, Global Debt Financing, Research and Compliance. In 10 months, our client was able to successfully implement significant improvements in response to its regulatory findings.

Global Oil&Gas Company Shared Services Definition & Implementation

A major energy company was looking to consolidate its Finance, Business Support and Human Resources operations across multiple countries maintaining their agility while lowering Opex and Capex. After analyzing the department requirements and countries involved, the team was able to propose various locations from the company office portfolio and additional options. The newly created unit allows to improve productivity, process standardization and automatization, task specialization and reduce workload from a steeper learning curve and centralizing common functions. Altair also coordinated the selection of vendors for the implementation of the department by creating RFP documentation, analyzing received proposals from different vendors and helping on the final decision. The outsourcing of these functions implies potential savings of 21M$ in 5 years.

US Private Bank Robot Process Automation Business Case & Implementation

Our client, a world class private bank, had manual execution procedures for routine actions within its daily operations. This implies low performance from different sources like assignment of time, low-value repetitive operations, human resources and operational risk. After a data, process and organization analysis clustering all processes regarding its robotization feasibility, Altair proposed the implementation of Robotic Process Automation at Finance, Operations, Risk and Information Technology departments. Business case value proposition was great representing an impact of more than 60,000 h/year (more than 8% of total) and more than US$6.5MM cost reduction. Implementation started with all the departments at the same time to set educating all the organization simultaneously allowing them to easily find second wave of RPA implementation opportunity.

Spanish Leading Drugstore Retail Average Ticket Sale Increase by Active Selling

A major drugstore retailer with + 2,000 convenience stores were struggling to increase average ticket sales and began to explore options for organic growth. Working with the top executives, we reviewed customer journey and identified a development vector through active selling approach executed by their stores’ employees. Instead of a standardized approach, we helped to run a pilot project in selected locations to identify best practices, asses ROI and define the scale-up methodology. Pilot results doubled management expectation and we were asked to orchestrate the implementation to the rest of the network with a hybrid team of consultants and internal promoters trained by Altair. The result was an increase of 17% in average billing by customer and a +7% increase in operating margin.

Leading Retail Bank Collections Control & Balanced Scorecard Implementation

It is difficult to measure economic contribution of the collections risk department of a bank. Altair designed the department’s P&L considering the impact of provisions and the complete allocation of costs. We generated a heat map according to this P&L, disaggregating it according to geographies and type of business. Strategies that maximize this P&L are defined later through advanced analytics segmentation of clients and products with a focus on more valuable’s buckets in the debt portfolio. Altair generated a tool that automated the management of secured and unsecured portfolios, playing with the two great levers of the recovery world: the term and the acquittance. These strategies allowed the entity to optimize the future cash flow and to lower the write-off pool.

Spanish Leading Retail Bank New Distribution Model Implementation

Considering the transformational changes underway in the finance sector, a leader bank plans to redefine its commercial approach to achieve greater productivity and employee accountability. We developed a plan supported on 4 pillars: implementation of an agile structure that changes the systematic performed by the bank workforce, complemented with an accurate portfolio of products and services, development of channels’ capabilities, and promotion of digitalization among employees and customers. We proposed a new form of customer service by sales managers and centralizing the administrative handling in a management entity, at no marginal cost. The project has been a complete success: it has increased customer commercial leads by 20%, with an 10.8% gain in sales value, and a customer satisfaction that exceeded 8.5 NPS.

Leading Renewable Energy Equipment Manufacturer Strategy Implementation

Our client, a company focused on renewable energies, had conducted a major transformation expanding its activity abroad and evolving its product portfolio with turn-key service. Its main international activity was performed in the UK, but Brexit was compromising the future. Altair developed its strategic plan to ensure sales and the growth that shareholders demanded. It has focused on the deployment of the business in the American market, the gain in customer engagement, and the adaption of the corporate headquarters workflow to an international reach both in the technical and organizational aspects. More than 60 actions were designed and implemented to enter into new markets and to improve internal efficiency. Acting on our recommendations, the client accomplished its aims for the next 2 years.

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