MNCSIB002+SBYNTO004 - BI Project (WA4)

14
IBM COGNOS AND

QLIKVIEW ANALYSIS
GO Sports and QlikInsure Performance Analysis
Presented by Sibonisile Mncube & Ntombi Sibiya

2

Contents
1. Introduction ........................................................................................................................................ 4
1.1 Company background ............................................................................................................... 4
1.2 Report overview ........................................................................................................................ 4
2 .1 Performance Analysis: Revenue ....................................................................................................... 5
2.1.1 Revenue for United Kingdom, Central Europe and Global Revenue ......................................... 5
2.1.2 Performance Analysis: Profitability Margin ......................................................................... 11
2.2. Performance Analysis: Top and Bottom Performing Product Categories ................................. 12
2.2.1 Top Five Performing Products Categories ............................................................................... 12
2.2.2 Bottom Product Categories.................................................................................................. 13
2.2.3 Performance Analysis: Top Product Group by Quantity .............................................................. 14
2.2.3.1 Top Product Group Quarterly ............................................................................................... 14
2.4. Ranked Table by Retailer Type ....................................................................................................... 17
5.4.1 Revenue by Retailer Type ................................................................................................... 17
2.5 Retailer Type over Four Year Period ........................................................................................... 18
2. 6. Target Sales VS Actual Sales ...................................................................................................... 19
2. 6.1 Target Sales VS Actual Sales 2004 ....................................................................................... 19
2.6.2 Target sales vs. Actual Sales 2005 ........................................................................................ 20
2.6.3 Target sales vs. Actual Sales 2006 ........................................................................................ 21
2.6.4 Target sales vs. Actual Sales 2007 ....................................................................................... 22
2.7 2007 Revenue Forecast ............................................................................................................... 23
2.8 Sales Rep Radar Chart. ................................................................................................................ 24
2.9. Sales reps % gross profit each month ........................................................................................... 25
QlikInsure Report .................................................................................................................................. 27
A Summary of Craig Larys high key Totals for Polices and Claims ................................................... 28
Craig Larys Polices by different Factors ........................................................................................... 31
Policy with the Most Claims on it? .................................................................................................... 34
Major differences in Polices and Claims- Broker or Direct ............................................................... 35
Product Region/Country with Highest Average Premium ................................................................ 37
Age Group with Highest Average Claim ............................................................................................ 38
Claims by Months.............................................................................................................................. 40
Overall Opinion on Craig Larys Performance ................................................................................... 42
What are the functionalities of QlikView and how do these functionalities serve the business
needs of someone carrying out an analysis? .................................................................................... 43
3

Section C ............................................................................................................................................... 45
Criteria for Choosing a Business Intelligence Tool? .......................................................................... 45
Role Played by Team Members in this Project ................................................................................. 45

4

1. Introduction
1.1 Company background

Go Sports Performance Report.
Go Company is a retail company which is in the retail clothing industry; Go Sports has divisions all
over the globe. It sells different outdoor products namely camping equipment, golf equipment,
personal accessories, outdoor protection and mountaineering equipment.

Great Outdoors is a manufacturer and distributor of branded products, which presently
operates across five Sales Regions (Americas, Asia Pacific, Central Europe, Northern
Europe and Southern Europe), which are divided into a number of Countries. Each country
has one or more Sales Representatives (Reps) operating from one or more Cities.
GO sell their Products through Eight different Retailer Types (Department Stores, Direct Marketing,
Equipment Rental Stores, Eyewear Stores, Golf Shops, Outdoors Shops, Sports Stores, and
Warehouse Stores). Each type of retailer has many different companies and brands, which may have
stores in more than one place or site.

1.2 Report overview
This report will look at two Business Intelligence tools, which are Cognos and Qlickview. The aim of
this report is to illustrate how the two Business Intelligence tools work and how they can also be
used in organizations to turn data into information and compile reports based on evidence .This
report will look at two companies, which are Go Sports and QlickInsurance . The authors of this
report have used Cognos and QlikView to analyse data.

5

2 .1 Performance Analysis: Revenue
2.1.1 Revenue for United Kingdom, Central Europe and Global Revenue
Below are graphs illustrating the sales of the five product groups from 2004-2007, the graphs below
show the sales in the United Kingdom as well as the sales in the region.
A comparison and analysis of the sales will be provided below.
Revenue 2004

2004
Camping Equipment 21,900,369.59
Golf Equipment 10,228,785.33
Outdoor Protection 2,539,795.51
Personal Accessories 23,617,508.51
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
A
x
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UK Revenue in 2004
6

The three graphs shown above illustrate the UK sales, regional sales and the global sales. The buying
trend is similar in both graphs .The product group with the less sales in all three graphs is Outdoor
Protection, and the product group with the highest sales on all graphs is Personal Accessories on all
graphs .In all three graphs, no sales were made for Mountaineering Equipment. This is a concern
since quantity was produced; as a result of this the company suffered a loss.

2004
Golf Equioment 32,302,354.20
Personal Activities 90,899,441.49
Mountaineering Equipment
0.00
10,000,000.00
20,000,000.00
30,000,000.00
40,000,000.00
50,000,000.00
60,000,000.00
70,000,000.00
80,000,000.00
90,000,000.00
100,000,000.00
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Region Sales 2004
2004
Capming Equipment 332,986,338.06
0.00
50,000,000.00
100,000,000.00
150,000,000.00
200,000,000.00
250,000,000.00
300,000,000.00
350,000,000.00
400,000,000.00
450,000,000.00
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Global Sales 2004
7

Revenue 2005

2005
camping equipment 24,460,943.71
Golf equipment 10,039,050.23
outdoor protection 1,670,231.85
Mountaineering Equipment 6,158,162.65
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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UK Revenue in 2005
2005
Mountaneering Equipment 22,609,072.74
0.00
20,000,000.00
40,000,000.00
60,000,000.00
80,000,000.00
100,000,000.00
120,000,000.00
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Region Sales 2005
8

In 2005, Mountaineering Equipment sales in UK, the region and globally picked up .However sales
for outdoor protection plummeted. The product with the highest sales on all the graphs is personal
accessories.

Revenue 2006

2005
0.00
50,000,000.00
100,000,000.00
150,000,000.00
200,000,000.00
250,000,000.00
300,000,000.00
350,000,000.00
400,000,000.00
450,000,000.00
500,000,000.00
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Global Sales 2005
2006
camping equipment 27,416,497.12
outdoor protection 608,022.09
Mountaineering
Equipment
8,719,712.86
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
35,000,000.00
40,000,000.00
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UK Revenue 2006
9

In 2006, we see a decrease in all product groups sales, Personal accessories still have the highest
sales. Outdoor protection has decreased even further. Mountaineering Equipment is slowly
increasing.
2006
Mountaineering
Equipment
34,684,762.87
0.00
20,000,000.00
40,000,000.00
60,000,000.00
80,000,000.00
100,000,000.00
120,000,000.00
140,000,000.00
160,000,000.00
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Region Sales 2006
2006
Mountaineering
Equipment
161,039,823.26
0.00
100,000,000.00
200,000,000.00
300,000,000.00
400,000,000.00
500,000,000.00
600,000,000.00
700,000,000.00
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Global Sales 2006
10

Revenue 2007

2007
Outdoor Equipment 252,182.85
Outdoor protection 26,166,483.63
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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UK Revenue in 2007
2007
Outdoor Protection 984,535.72
0.00
20,000,000.00
40,000,000.00
60,000,000.00
80,000,000.00
100,000,000.00
120,000,000.00
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Region Sales 2007
11

In 2007, the sales across all product groups went down, outdoor protection sales were less than a
million Pounds. The decrease in sale can be attributed to the financial crisis of 2007 in Europe.

2.1.2 Performance Analysis: Profitability Margin

The table above shows the revenue for UK, Central Europe and GO Sport as a whole. The table also
shows the UK revenue contribution .The product group which had revenue in the highest in the UK,
Central Europe and GO sports as a whole is Personal Accessories while the product with the lowest
revenue in the UK ,Central Europe and Go sports as a whole is Mountaineering Equipment .
2007
Camping Equipmment 352,910,329.97
0.00
50,000,000.00
100,000,000.00
150,000,000.00
200,000,000.00
250,000,000.00
300,000,000.00
350,000,000.00
400,000,000.00
450,000,000.00
500,000,000.00
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Global Sales 2007
Revenue % Revenue Contribution
Product Group United Kingdom Central Europe Go UK vs. Region UK vs. GO
Camping Equipment
94 360 558.13 343 645 848.36 1 589 036 664.03
27.5 28.0
Golf Equipment
42 955 563.43 153 632 833.39 726 411 367.89
28.0 29.0
Outdoor Protection
5 070 232.30 17 488 870.77 75 994 296.25
29.0 25.7
Personal Accessories
112 217 455.87 437 336 485.23 1 885 673 307.78
25.7 26.0
22 905 736.83 88 051 532.89 409 660 132.90
26.0 26.0
Profit Margin % Column3 Column2 Column1
Product Group United Central GO
12

The table on the left
shows the profit margin in
the UK, Central Europe
and GO sports as a whole.
The product group with
the highest profit margin is Outdoor Protection and the product group with the lowest profit margin
is Mountaineering Equipment.
2.2. Performance Analysis: Top and Bottom Performing Product Categories
2.2.1 Top Five Performing Products Categories
Product Categories

Revenue

Eyewear 867,125,198.48

Tents 528,221,728.02
The graph above shows the top
five product categories.
Watches 526,802,374.59

Packs 351,880,402.84

Woods 313,898,414.65

Kingdom Europe
Camping Equipment
36.9% 37.0% 36.9%
Golf Equipment
48.3% 48.5% 48.5%
Outdoor Protection
60.2% 60.3% 60.5%
40.9% 41.3% 41.2%
Mountaineering
Equipment
39.9% 39.9% 39.9%
Revenue
Eyewear 867125198.5
Tents 528221728
Watches 526802374.6
Packs 351880402.8
Woods 313898414.7
0.00
100,000,000.00
200,000,000.00
300,000,000.00
400,000,000.00
500,000,000.00
600,000,000.00
700,000,000.00
800,000,000.00
900,000,000.00
1,000,000,000.00
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TOP PERFOMING PRODUCT
CATEGORIES
13

Subtotal (included) 2,587,928,118.58

Products 4,686,775,768.85

2.2.2 Bottom Product Categories

14

The graph above shows the bottom five product categories.

2.2.3 Performance Analysis: Top Product Group by Quantity
2.2.3.1 Top Product Group Quarterly

product categories
climbing Accessoories 81,096,582.48
Golf Accessories 51,514,343.88
Insect Repelents 36,822,842.52
Sunscreen 26,741,754.61
First Aid 12,429,699.12
0.00
10,000,000.00
20,000,000.00
30,000,000.00
40,000,000.00
50,000,000.00
60,000,000.00
70,000,000.00
80,000,000.00
90,000,000.00
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Bottom Product Categories
15

The graph above shows Personal Accessories in 2004 from the first quarter to the last quarter. The
products increased from quarter one to quarter two.

In 2005, the quantity sold increased in the second and third quarter. However it decreased In the
last quarter.

2004 Q1 13,635,701.93
2004 Q2 14,664,467.59
2004 Q3 14,913,655.66
2004 Q4 15,072,633.76
12,500,000.00
13,000,000.00
13,500,000.00
14,000,000.00
14,500,000.00
15,000,000.00
15,500,000.00
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Personal Accessories 2004 Quartely
2005 Q1 16,930,331.93
2005 Q2 17,605,056.36
2005 Q3 17,706,834.62
2005 Q4 17,178,380.66
16,400,000.00
16,600,000.00
16,800,000.00
17,000,000.00
17,200,000.00
17,400,000.00
17,600,000.00
17,800,000.00
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In 2006, there was a decrease in quantity sold in the second and third quarter. In the last quarter
there was an increase.

In 2007, the quantity sold was high in the first and the second quarter. However, in the third quarter
there was a dramatic decrease.

PersonalAccessories
2006 Q1 21,279,085.33
2006 Q2 21,159,699.84
2006 Q3 20,503,210.89
2006 Q4 21,978,829.61
19,500,000.00
20,000,000.00
20,500,000.00
21,000,000.00
21,500,000.00
22,000,000.00
22,500,000.00
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2007 Q1 27,309,158.78
2007 Q2 28,008,824.90
2007 Q3 9,563,674.70
2007 Q4
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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2.4. Ranked Table by Retailer Type
5.4.1 Revenue by Retailer Type
Revenue France Germany
United
Kingdom Switzerland

Belgium
Central Europe
Outdoor
store

6 143 188.19

13 200 394.54

29 189 449.21

2 146 512.95

3 697 895.36 50679544.89
Rank 3 2 1 5
4

Sports Store
3 665 280.01 19 108 577.53 7 325 282.28 1 000 439.35
899 445.52
31099579.17
Rank 3 1 2 4
5
Department
Store

5 281 659.52

3 569 570.46

1 681 140.42

1 304 771.72

2 763 493.20 11837142.12
Rank 1 2 3 5
4

Golf Store
2 212 053.54 21 443 955.27 5 107 379.40 2 053 886.70
7 589 369.05
30817274.91
Rank 4 1 3 5
2
Warehouse
Store

15 174 461.99

164 425.18

10 116 221.01

2 881 755.76

1 777 363.05 28336863.94
Rank 1 5 2 3
4

Equipment
Store

3 145 681.81

4 882 102.95

4 915 838.94

2 391 708.70

2 652 322.32 15335332.4
Rank 3 2 1 5
4
Eyewear
Store

2 498 607.65

5 691 683.60

2 007 182.95

1 896 501.55

2 897 525.32 12093975.75
Rank 3 1 4 5
2
Direct
Marketing

2 322 388.16

18 377 571.66

8 590 388.61

5 230 640.86

3 257 841.34 34520989.29
Rank
5 1 2 3
4
Retailor
40 443 320.87 86 438 281.19 68 932 882.82 18 906 217.59 214 720 702.47

The table above shows the Revenue by retailer type in each of the countries within the Central
Europe Region. The ranked table above also shows how each retailer type is ranked. Retailer types
are not doing well in Switzerland, as Switzerland has the lowest revenue in all retailer types when
compared to all the other countries.

18

2.5 Retailer Type over Four Year Period

2004 2005 2006 2007
Smith's Chemists 2,909,025.74 1,857,994.73 6,625,015.20 4,767,020.47
Stock & Save 1,184,575.15 653,030.01 2,490,635.17 1,837,605.16
Leisure Land 1,422,864.44 789,329.17 3,001,522.78 2,212,193.61
Campland Limited 2,160,472.85 1,704,593.68 5,569,660.21 3,865,066.53
Ike's Sports and Leisure 811,751.21 690,910.00 1,502,661.21 1,502,661.21
Sports Scene 9,368,420.37 886,945.00 10,255,365.37 10,255,365.37
Beck's Sports Store 619,913.01 592,220.71 1,804,354.43 1,212,133.72
Breathe Free ltd 203,571.95 184,472.15 572,516.25 388,044.10
Total Sports 5,429,557.68 4,612,014.99 14,653,587.66 10,041,572.67
Percy's Irons 1,172,492.82 724,410.86 2,507,021.63 1,896,903.68
Seamate Chandlers 1,000,135.59 690,910.28 2,381,956.15 1,691,045.87
Hurst Ironmongers 1,333,383.62 886,945.42 3,107,274.46 2,220,329.04
0.00
2,000,000.00
4,000,000.00
6,000,000.00
8,000,000.00
10,000,000.00
12,000,000.00
14,000,000.00
16,000,000.00
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Retailor Type Peformance Over The Four Year Period
19

2. 6. Target Sales VS Actual Sales

Below are graphs and tables showing UKs total target sales and total actual sales for each year.

2. 6.1 Target Sales VS Actual Sales 2004

2004
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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UK Planned Revenue 2004
20

The above graphs show the actual revenue and planned revenue in the UK. It is important to note
GO sports only missed the planned revenue by plus or minus a million pounds across all product
groups.

2.6.2 Target sales vs. Actual Sales 2005

2004
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
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UK Actual Revenue 2004
2005
Mountaineering
Equipment
6,515,313.69
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
21

In UK in 2005, GO sports did not meet its target revenue, however the difference between the target
revenue and the actual revenue is only a few hundred thousand pounds across all products groups
expect for camping equipment where the difference is over two million pounds for camping
equipment. This is better when compared to 2004 actual and target sales where difference was by
plus or minus a million pounds.


2005
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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2006
Mountaineering
Equipment
9,121,309.27
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
35,000,000.00
40,000,000.00
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22

In 2005, the difference between planned and target revenue was over two million pounds for
camping equipment. For golf equipment and mountaineering equipment the different was over a
million pounds for each product group [while for outdoor protection and personal accessories the
difference was only a few hundred thousand pounds for each product group.


2006
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
35,000,000.00
40,000,000.00
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2007
Mountaineering
Equipment
8,429,177.37
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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23

In 2007, planned revenue and actual revenue decreased. Outdoor protection actual revenue was
only over two hundred and fifty thousand pounds.
The three biggest differences from the above graphs
1. In 2006, the difference between planned and actual revenue for camping equipment was a
little over two million pounds.
2. The increase in planned and actual revenue for mountaineering equipment in 2005.
3. The dramatic decrease in 2007 for both planned and actual revenue sales for outdoor
protection. In 2007, outdoor protection sales were less than five hundred thousand pounds.
2.7 2007 Revenue Forecast

2007
0.00
5,000,000.00
10,000,000.00
15,000,000.00
20,000,000.00
25,000,000.00
30,000,000.00
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Monthly Revenues 2007

Month camping equipment Golf Equipment
Outdoor
Equipment
Personal
Accessories
Mountaineering
Equipment
Jan
2 673 962.34 1 417 974.94 34 523.81 3 299 971.14 1 082 439.40
Feb
2 631 837.96 1 740 096.18 32 772.58 3 699 200.98 1 054 680.14
Mar
3 161 212.98 1 407 100.66 38 274.25 3 780 478.01 1 254 633.41
Apr
3 196 854.50 1 297 192.15 35 448.15 3 495 346.39 1 140 090.93
may 2 977 554.71 3 867 285.29 1 154 410.69 1 301 422.66 36 606.82
Jun
2 780 475.42 1 284 495.90 34 529.22 4 295 287.91 1 111 824.16
Jul
3 160 849.80 1 404 100.38 40 028.02 3 728 913.91 1 229 782.59
Aug 3 165 899.80 1 462 100.00 50 987 658 3 256 913.56 1 220 782.57
Sep 3 555 985.36 1 298 268 42 268.36 3 00 697.56 1 00 698.28
Oct 2 987 265 .00 1 220 985.00 40 598. 98 2 685 922.84 936 985.63
Nov 1 298 287.00 1 000 6987.36 30 879. 36 2 685 369.05 600 387.00
Dec 900 268 .00 1 097 698 2674.36 20 028.00 2 900 585.36 200 874.00
24

The table above shows the 2007 monthly revenues. Based on the revenue patterns shown above, a
forecast for the months between August and December has been provided. The forecast is based on
seasonal changes as well as the financial crisis of 2007/08.
In October Camping Equipment, Outdoor Protection and Mountaineering Equipment revenues are
more likely to decrease. This is because of the weather conditions. In November and December, Golf
equipment revenue is more likely to go up because of the Festive Season; people are more likely to
buy Golf Equipment and Personal Accessories as gifts.
2.8 Sales Rep Radar Chart.

The Table below shows Sales Representative in Southampton revenues.

Revenue

Camping
Equipment
Golf Equipment Outdoor
Protection
Personal
Accessories
Mountaineering
Equipment
Products
2004 Telford 625,781.77 24,487.58 74,098.96 67,426.18

791,794.49
2005 Telford 528,448.28

36,080.13 27,692.30

592,220.71
2006 Telford 316,633.51

47,552.47 39,450.77

403,636.75
2007 Telford 252,895.88

36,320.38 29,210.52

318,426.78
Time Telford 1,723,759.44 24,487.58 194,051.94 163,779.77

2,106,078.73

0.00
200,000.00
400,000.00
600,000.00
800,000.00
2004
2005
2006
2007
Sales Rep Revenue: Telford
Camping Equipment
Golf Equipment
Outdoor Protection
Mountaineering
Equipment
25

2.9. Sales reps % gross profit each month

2004
/Jan
2004
/Feb
2004
/Mar
2004
/Apr
2004
/Ma
y
2004
/Jun
2004
/Jul
2004
/Aug
2004
/Sep
2004
/Oct
2004
/Nov
2004
/Dec
Camping Equipment 42.4%28.8%30.7%30.7%35.3%44.2%32.1%30.9%36.2%31.0%28.9%34.1%
Outdoor Protection 51.2% 44.3%
Outdoor Protection 63.5% 64.1%59.4%52.8%62.3%61.0% 58.3% 40.3%
Personal Accessories 30.1%39.5%35.7% 29.2%28.2%32.1%29.2% 49.7%29.2%39.5%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
P
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%

Sales Rep Monthly Profit For 2004
200
5/Ja
n
200
5/Fe
b
200
5/M
ar
200
5/A
pr
200
5/M
ay
200
5/Ju
n
200
5/Ju
l
200
5/A
ug
200
5/Se
p
200
5/O
ct
200
5/N
ov
200
5/D
ec
Camping Equipment 32.4%31.9%31.2%31.0%34.2%48.5%32.1%33.2%41.9%29.9%28.2%35.8%40.4%
Golf Equipment
Personal Accessories 61.0% 64.4%60.3%52.8%63.1% 59.9% 51.5%63.8%
Personal Accessories 39.9%30.2%37.4% 9.6%28.7%33.2% 7.8%30.2% 0 30.2%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
P
r
o
f
i
t
%

Sales Rep Monthly Profit 2005
26

2006/
Jan
2006/
Feb
2006/
Mar
2006/
Apr
2006/
May
2006/
Jun
2006/
Jul
2006/
Aug
2006/
Sep
2006/
Oct
2006/
Nov
2006/
Dec
Camping Equipment 40.4% 31.6% 31.4% 35.4% 34.7% 43.5% 40.8% 43.1% 38.8% 31.4% 29.0% 31.7%
Golf Equipment
Outdoor Protection 63.8% 65.9% 64.0% 60.8% 64.5% 63.8% 59.1% 65.0% 42.0% 63.7% 58.9%
Personal Accessories 30.2% 37.2% 50.8% 30.2% 39.3% 57.7%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
P
r
o
f
i
t
%

Sales Rep Monthly Gross Profit 2006
2007
/Jan
2007
/Feb
2007
/Mar
2007
/Apr
2007
/May
2007
/Jun
2007
/Jul
2007
/Aug
2007
/Sep
2007
/Oct
2007
/Nov
2007
/Dec
Camping Equipment 35.8%30.9%37.0%31.9%41.3%39.6%38.3%
Golf Equipment
Outdoor Protection 62.9%64.3%61.9%63.1%61.9%62.9%51.4%
Personal Accessories 42.9% 50.8% 34.7%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
P
r
o
f
i
t
%

Sales Rep Monthly Gross Profit
27

QlikInsure Report

QlikInsure is a company that sells insurance. They have five types of products (insurance)
which are as follows:
1. Expat Saver
2. Fleet Secure
3. Life Plan
4. Medical Plan
5. Traveller

The five products which have been listed above are classified into four lines of business, and
these are as follows:
1. Commercial Line
2. Health Line
3. Life Line
4. Personal Line

The five insurance products which have been listed above have administrative offices by
product region, which is either the United Kingdom or global. The following reported has
been done through the use of a Business Intelligence tool called QlikView. This tool is used
by QlikInsure to trace product performance, sales and people. The following report looks at
QlikInsure overall and Craig Lary, a sales representative at QlikInsure. This report will mostly
compare overall QlikInsure policies or claims with Craigs policies or claims.

28

A Summary of Craig Larys high key Totals for Polices and Claims

1. Figure 1.0 below is a graphical representation of Craig Larys totals I policies and
claims. Criag Lary is a sales representative for QlikInsure, as it has been mentined
above. His key high level total in policy was on the Life Plan policy at a high of 64.
82%. It should be noted that this sales representative sold 654 life plan polices and
the premium amount for these policies was 8,808,832.

Figure 1.0: Graph Showing Polices by Criag Lary

Figure 1.1: Graph showing Overall Policies of QlikInsure
0
2000000
4000000
6000000
8000000
10000000
12000000
Fleet
Secure
Life Plan Medical
Plan
Expat
Saver
Travelle
r
Policies 3 654 116 142 94 1009
Policies (%) 0.30% 64.82% 11.50% 14.07% 9.32% 100.00%
Premium Amount 15,085 8,805,832 495,109 1,408,733 769,321 11,494,07
Premium (%) 0.13% 76.61% 4.31% 12.26% 6.69% 100.00%
Axis Title
Policies (Craig Lary)
Policies Policies (%) Premium Amount Premium (%)
29

Figure 1.2 shows the overall polices sold by QlikInsure and it should be noted that the key
high level total in this case is similar to those of Craig, as it can be seen in the graph above.
The Life Plan policy is the top performing one at 65.15%. There is only a 0.3 percentage
difference in polices sold by Craig Larry and QlikInsure Overall. This can be said to indicate
that Craig Lary is not slacking in his performance and that his contribution to this company is
indeed valuable. The company has sold 42038 policies and the premuim amount is 562 035
238.

Figure 1.3 Graph showing Claims by Craig Lary (Sales Rep)

0
100000000
200000000
300000000
400000000
500000000
600000000
700000000
800000000
Fleet SecureLife PlanMedical Plan Expat SaverTraveller
UK UK UK Global Global Total
Policies 88 42038 7554 9094 5750 64524
Policies (%) 0.14% 65.15% 11.71% 14.09% 8.91% 100.00%
Premium Amount 386,938562,035,2238,627,47586,511,13353,753,084741,313,85
Premium (%) 0.05% 75.82% 5.21% 11.67% 7.25% 100.00%
QlikInsure Policies
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
Expat
Saver
Life Plan Medical
Plan
Traveller Total
Claims Paid 118,246 1,851,852 653 43,442 2,014,194
Claims Paid % 5.87% 91.94% 0.03% 2.16% 100.00%
Volumes 546 2,733 7 157 3,443
Volumes % 15.86% 79.38% 0.20% 4.56% 100.00%
Claims- Craig Lary
Claims Paid Claims Paid % Volumes Volumes %
30

Figure 1.4: Graph showing overall QlikInsure claims

It should be noted that a similar trend can be identified in the percentage of claims paid for
both Craig Lary and QlikInsure overall to the extent that their high level totals are also in the
life plan policy. QlikInsure had overall claims of 87.70%, and Craig Lary on the other hand
had a percentage of 91.94% claims. This indicates a percentage difference of 4.24%, which is
different from the lesser percentage difference in polices of 0.33% which has been noted
above. QlikInsure has 176 166 policy holders who claimed for life insurance, and Craig Lary
on the other hand had 2,733.
Expat
Saver
Fleet
Secure
Life
Plan
Medical
Plan
Travelle
r
- Total
Claims Paid 10,799,36 645 109,494,0 1,007,450 3,551,093 355 124,852,9
Claims Paid % 8.65% 0.00% 87.70% 0.81% 2.84% 0.00% 100.00%
Volumes 29,939 21 176,166 2,179 11,668 1 219,974
Volumes % 13.61% 0.01% 80.08% 0.99% 5.30% 0.00% 100.00%
0
20,000,000
40,000,000
60,000,000
80,000,000
100,000,000
120,000,000
140,000,000
QlikInsure Claims
31

Craig Larys Polices by different Factors

2. The following figures illustrate how Craig Larys policies are split by factors such as
gender, age and whether policy holder have used brokers or direct methods of policy
subscription.

Figure 2.0: Graph showing overall QlikInsure polices by gender

Figure 2.1: Graph showing Craig Larys policies by Gender
43%
57%
Policies by Gender (QlikInsure-Overall)
Female Male
32

Figure 2.0 and 2.1 show policies by gender for QlikInsure and Craig Lary (a QlikInusre
employee) respectively. It should be noted that both these figures show that there are more
women insured using this policy than men. This could be due to the fact that there are
generally more female than male people. The amount of male people ensured by QlikInsure
is 43%, and Craig Larys policies are at 41%. This shows only a 2% difference in the
percentage of male clients between QlikInsure overall and one of their sales rep, Craig Lary.

Figure 2.2: Graph showing Criag Larys policies (Broker or Direct)

41%
59%
Policies by Gender (Craig Lary)
Female Male
18%
82%
Policies by Broker of Direct (Craig Lary)
Broker Direct
33

Figure2.3: Graph showing overall QlikInsure policies( Direct or Broker)

Looking at figure 2.2 and 2.3, it should be noted that these figures show policies of
QlikInsure and the sales representative Craig by gender. The percentage difference between
QlikInsure and Craig Lary is 2%, like it is the case with policies by gender.

Figure 2.4: Graph showing QlikInsure Average Claim amount by Age

Figure 2.5: Graph showing Craig Larys Average Claim by Age
20%
80%
Policies by Broker or Direct( QlikInsure)
Broker Direct
0
100
200
300
400
500
600
700
1 2 3 4 5 6 7 8 9 10
Age Band 10 20 30 40 50 60 70 80 90 100
Avg. Claims 544 221 219 315 423 520 608 644 533 74
Ave Claim Amount by Age Band( QlikInsure)
Age Band Avg. Claims
34

Figure 2.4 and 2.5 show us a different picture than the similarities we have been seeing
above. The average claim amount by age band shows us that for Craig, people in their 20s
claim the least, having an average of 16 claims and claiming an average of 100 000. It should
be noted however that this is not the case when we look at the overall policies of QlikInsure
policies by age. Here we notice in figure 2.4 that people in their twenties and thirties claim
an average of 200 000. This means that there is a difference of 100% in the average claims
amount by age band between QlikInsure and Craig.

Policy with the Most Claims on it?

3. The life plan policy has had the most claims on it, it indicated below in figure 3.0,
with the volume of claims made amounting to 80.08% of total claims. Figure 3.0
shows us that 87.70% of claims paid by QlikInsure were life plans.
The life plan policy has the highest amount claimed on it. The amount was 470.601. The
policy number was AGTW19223904. The number of claims received as 67. The average
premium amount was 15,491, which is higher in comparison with other average premium
amounts. The biggest claim was made in January 2008 and it was for 406, 690, 14.

0
100
200
300
400
500
600
700
800
1 2 3 4 5 6 7 8
Age Band 20 30 40 50 60 70 80 90
Avg. Claims 16 124 309 413 462 647 704 206
Ave Claim Amount by Age Band (Craig Lary)
Age Band Avg. Claims
35

Figure 3.0: Graph showing QlikInsure policy claims

Major differences in Polices and Claims- Broker or Direct

4. There are more policies that have come via direct than brokers. It should be noted
that the average invoice amount of direct claims was 47 units more than that of
claims made via brokers.

Figure 4.0: Graph showing policies by Broker

0
20,000,000
40,000,000
60,000,000
80,000,000
100,000,000
120,000,000
140,000,000
Expat
Saver
Fleet
Secure
Life
Plan
Medic
al Plan
Travell
er
- Total
Claims Paid 10,799,3 645 109,494, 1,007,45 3,551,09 355 124,852,
Claims Paid % 8.65% 0.00% 87.70% 0.81% 2.84% 0.00% 100.00%
Volumes 29,939 21 176,166 2,179 11,668 1 219,974
Volumes % 13.61% 0.01% 80.08% 0.99% 5.30% 0.00% 100.00%
QlikInsure Policy Claims
36

Figure 4.1: Graph showing policies by direct contact

4 (a) Brokers that have provided policies with the highest average premium amount were
Co-operative brokers with an average premium of 15, 061, followed by Willis brokers with
an average premium amount of 13, 428 and the third highest is XL Brokers 12, 1075.
(b)Willis Brokers
0
1,000
2,000
3,000
4,000
5,000
6,000
Life Plan Traveller Expat Saver Medical
Plan
Fleet
Secure
Policies 5,925 3,177 3,084 623 10
Broker Policies
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
Life Plan Medical
Plan
Expat
Saver
Traveller Fleet
Secure
Policies 36,113 6,931 6,010 2,573 78
Direct Policies
37

(c) The lowest average invoice amount received is 2390 by XL Brokers, 363 by Willis and E-
cover with 575.

Product Region/Country with Highest Average Premium

5. Figure 5.0: Graph showing overall highest average premiums for cancelled policies

The United Kingdom has the highest average premuim for cancelled policies under Craig
Lary at 66.46% for Life Insurance. A similar trend can be seen in QlikInsure as a whole, with a
average premuim percentage of 64.18% in UK for the same same product. The percentage
difference in this case is not more than 3%.

0
500000
1000000
1500000
2000000
2500000
3000000
3500000
4000000
4500000
5000000
Policies 3 313 70 96 60 542
Policies (%) 0.55% 57.75% 12.92% 17.71% 11.07% 100.00%
Premium Amount 15,085 3,103,882 378,426 712,983 459,596 4,669,972
Premium (%) 0.32% 66.46% 8.10% 15.27% 9.84% 100.00%
Highest Average Premuim (Criag Lary)
38

Figure 5.1: Graph showing overall highest average premiums for cancelled policies-
QlikInsure

Age Group with Highest Average Claim

6. The age group in which the average claim amount is the highest is 70 to 80, as it can
be seen in figure 6.0 below.

Figure 6.0: Graph showing lowest to highest average claim amount
0
50000000
100000000
150000000
200000000
250000000
300000000
Policies 76 19644 4492 6034 3538 33784
Policies (%) 0.22% 58.15% 13.30% 17.86% 10.47% 100.00%
Premium Amount 361,004188,044,7130,323,18543,647,19030,633,698293,009,79
Premium (%) 0.12% 64.18% 10.35% 14.90% 10.45% 100.00%
QlikInsure Average Premuim
39

Figure 6.1: Summary of claims by product type

Figure 6.1 above shows the claims in the 70/80 age group by product type. It should be
noted that 89.45% of claims paid are for life insurance. This could be because people in this
age groups are more likely to die to old age related illnesses, as this is a more fragile period
in a humans life.

544
221 219
315
423
520
608
644
533
74
0
100
200
300
400
500
600
700
0 20 40 60 80 100 120
Avg. Claims
0
10,000,000
20,000,000
30,000,000
40,000,000
50,000,000
60,000,000
Expat
Saver
Fleet
Secure
Life Plan Medical
Plan
Travelle
r
Total
Claims Paid 3,834,860 221 46,161,926 507,017 1,100,96551,604,989
Claims Paid % 7.43% 0.00% 89.45% 0.98% 2.13% 100.00%
Volumes 10,812 7 70,339 960 2,699 84,817
Volumes % 12.75% 0.01% 82.93% 1.13% 3.18% 100.00%
Claims by Product Type
40

Claims by Months

7. The following figures show claims which were paid by month from the year 2005 to
2007. It should be noted that QlikInsure has five products, but there are only four
figures below which represent each of the products offered. The fifth product, which
is fleet secure is not available in this claims section because there were no claims
made for this product and therefore no claims paid. It should be noted that on
average, claims paid are usually at optimum round the month of January, and this
usually goes down by the month of March. Please study the following graphs.

Figure 7.0: Graph showing life plan claims paid

0.00
20,000.00
40,000.00
60,000.00
80,000.00
100,000.00
120,000.00
140,000.00
160,000.00
180,000.00
200,000.00
Jan-2004 May-2005 Oct-2006 Feb-2008 Jul-2009
Life Plan Claims Paid
Claims Paid ()
41

Figure 7.1: Graph showing Expat Saver claims paid from 2005 to 7007

Figure 7.2: Graph showing Medical Plan claims paid from 2005 to 2007

0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
0 5 10 15 20 25 30 35 40
Expat Saver Claims Paid
42

Figure 7.3: Graph showing Traveller Claims Paid from 2005 to 2007

Overall Opinion on Craig Larys Performance

8. Graig Lary has about 464 live policies. This can be said to be above average
performance because one of the sales reps with the highest live policy has about 518
live policies (Amanda Honda). The one sales rep with relatively lower live polices is
Cart Lynch, with only 459 live policies. It should be noted that in comparison with
QlikInsure overall, Craige Larys performance can be said to be on par. This was
noted above when we looked at the life plan policy.There was only a 0.3 percentage
difference in polices sold by Craig Larry and QlikInsure Overall. It should be noted
therefore that Craig Lary has added valuable contribution to the company.
0
50
100
150
200
250
300
350
0 0.5 1 1.5 2 2.5 3 3.5 4 4.5
Medical Plan Claims Paid
Series1 Series2
0
5,000
10,000
15,000
20,000
25,000
30,000
0 2 4 6 8 10 12 14 16 18
Traveller Claims Paid
No. of Claims
43

What are the functionalities of QlikView and how do these functionalities
serve the business needs of someone carrying out an analysis?

Qlikviews functionalities allow you to turn data into information by giving you an option to
export data into an excel spreadsheet. Using the excel spreadsheet therefore, you can then
turn unusable data into graphs that enable us to understand what is going on in a specific
area of the business. This functionality is really important to someone trying to understand
what is going on in a business or a person who is trying to carry out an analysis. Data can be
turned into usable information fairly easy because the software has features that allow you
to transfer data into an excel spreadsheet for example, something that people in a business
environment are familiar with. This, as a result allows people to manipulate this data and
focus on the areas they want to raise or want to analyse in this business. Carrying out this
operation is relatively easy because the software gives you an option to send the
information to an excel spreadsheet, something that business people are familiar with. The
outputs can also be rated as very satisfactory due to the fact that the person doing the
analysis is able to look/ analyse information at different angles, which gives him/her the
flexibility to study given information and come up with sound conclusions which are based
on visible facts.
The QlikView software also allows for unrestricted analysis of application data. For example
in compiling this report, the authors were able to look at different factors like
policies/claims by gender and age. The authors were able to do this in a few seconds
without being limited by the capacity of the software to process information. The software
allows the person conducting the analysis to look at information from many different angles
without the software being overloaded. This is a very useful function because when doing
an analysis, it is important for one to look at information at different angels in order to
reach a solid conclusion based on facts. Carrying out this operation is very easy because as
you use the software, you are able to digest data more easily and you get familiarized with
how the software works and the kind of data it provides.

Lastly, when you click, for example on UK, this will reflect on other tabs as well. The user
does not have to do different clicks on the different tabs for the specific results they are
looking for to show. The authors of this report found this functionality to be very useful in
44

analysing information given because it saved time and left very little room for confusion. As
a result therefore, the authors were able to compile this report. It should be noted that
using this operation is fairly simple because once you click, for example on UK, the clicked
item turns green in all tabs to help guide you throughout the analysis. The outputs of this
can be said to be very good because once again, very little room is left for confusion.

45

Section C
Criteria for Choosing a Business Intelligence Tool?

1. Innovation- this relates to technology, methodology and so on. The question one
should ask is whether the Business Intelligence approach has used an innovative
solution. For QlikView, it can be said that this software deserves a 7 out of 10 for
innovation. This is because the software is fairly advanced and easy to use, allowing
both the old and conservative and the young and free the opportunity to use this
product (software).
2. Business Impact- this relates to the business value of the BI initiative, does this
initiative add value to the business? Looking at QlikView once again, an 8 out of 10
in the context of the questions that have been addressed in this report would be
more appropriate. Having used Qlikview, QlikInsure can now be able to know which
sales representative is performing less or more than others on average. This has
great business impact because those doing well can be noted and may be rewarded,
while those who are not doing well may be encouraged to work harder.
3. Relevance- this relates to the business intelligence solution having good practices
that can be used by other companies. It should be noted that a 7 out of 10 is more
appropriate in this case. This is because the software can only be relevant to
companies that do more or less what QlikInsure does, which is selling insurance
policies and related field. It should be noted however that the solution offered by
QlikView does have good practices which can be used by other companies.

Role Played by Team Members in this Project

1. Team members divided up the questions for Cognos and they extracted data
accordingly. This process took very long (about 8 hours), as both team members
were not familiar with the software.
2. Team members then decided that one would focus on Cognos(Sibonisile Mncube)
and the other one would focus on QlickView (Ntombi Sibiya). Although team
members decided to each work on the different software, they knew what the other
one was doing and therefore got quite familiar with the other software, even though
they were not entirely involved with both.
3. Sibonisile had a problem with question 4. This is because the region which was given
to the team was the United Kingdom and she had countries like Switzerland,
Belguim, France and Germany. These countries data was written in countries
respective languages and as a result, Sibonisile found it difficult to interpret the data.
46

4. Ntombi looked at QlikView and she experienced a number of setbacks, particularly in
question 7 and 5.
5. Both team members have worked equally hard in compiling this report and they
both hope that the reader will be able to read and understand the knowledge shared
in this report.

MNCSIB002+SBYNTO004 - BI Project (WA4)

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