Transform the Salesforce — Thornbury's Digital Mandate
A four-round, advanced commercial-transformation simulation set inside Thornbury Industrial Supplies Ltd., a £148M UK B2B distributor of MRO…
About this simulation
A junior sales technician at a Spanish foodservice supplies distributor has one week to turn a messy 12-month sales file into a recommendation: the manager has 40,000 euros for 2027 and three options - a fourth sales rep to split the Norte route, investment in the online shop, or a minimum order with fortnightly delivery for small customers.
Over four rounds - cleaning, measuring, analysing and recommending - the participant decides how to treat duplicated orders, returns counted twice and an online export with VAT, test orders and three missing months; which measure compares the channels (sales, gross margin or contribution), what to do with lines that have no cost price and how to count customers; what to do with a one-off order, whether to leave out data that contradict the answer the manager expects, and whether to reconcile with accounting; and finally what to recommend, in what format and how to present uncertainty.
The model is deterministic: every cleaning and measuring choice changes the business case of each option, the option the data point to, the hours used and the 2027 value of the decision.
The score combines the quality of each decision with the accuracy of the business case, the time used and the value of the decision, and is capped when data are left out to reach an expected conclusion or when the recommendation is not the one supported by the participant analysis. Spanish (primary, peninsular) and English.
Who it is for
An intermediate simulation for participants who already know the core concepts of the subject, designed for master's and MBA programmes.
How a session runs
- The instructor creates a session from the Eureka dashboard and invites the participants.
- Participants play 4 rounds. In each one they submit their decisions and the simulation calculates the results.
- The simulation can be run in English, Español.
- The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.