You're facing sales forecast discrepancies. How can you optimize inventory turnover effectively?

I think, analyze data Start with: Sales Forecast Numbers: Clarify the source of these numbers and the methods used to generate them. There should be a clear explanation of how these figures are derived. Sales Analysis: Examine historical sales data to identify conditions and periods when sales spikes occurred based on the above forecasts. Highlight any prominent data points that stand out. Ordering Factors: Determine the basis for placing orders and why certain order numbers were reached. Consider whether there were events, discounts, or promotions, as these can cause anomalies in sales data. Analyze more data and remember that the points above should be tailored to fit the real world conditions you’re dealing with

La proyección de volumen en el consumo masivo es una “apuesta” porque toca tomar decisiones de compra de materiales para producir en base a los ejes de: expectativas de crecimiento, plan actual, contexto del mercado y dinámica promocional por mencionar los más importantes. Es muy importante tener al menos 3 premisas claves que cuando ya el Sell Out estemos en periodo vigente sea fácil revisar en donde están las principales variaciones. Y no sea un descubrir en donde están los gaps por premisas no consideradas, que no se pueda estimar estadísticamente no quiere decir que no podemos saber medir qué variables son las que componen las variaciones. Siempre atento a la data 👍😎.

Review the statement of account, job order, invoice, and collection receipt directly from the source for accuracy and clarity

Begin by analyzing the numbers and refining your strategy to ensure the accuracy of your data sources. Make effective use of the ERP system to identify and correct discrepancies. Propose necessary changes and their successful implementation. Parallely, monitor sales trends and adjust your action plans to stay aligned with market dynamics. Be prepared to launch promotional initiatives if needed, ensuring they are ready for immediate deployment. Effective communication is crucial in executing and implementing these plans. Make sure that all relevant departments and team members are aligned and informed. Conduct regular reviews of ordering process, sales, and emerging trends to maintain a proactive approach and drive continuous improvement.

Analyzing sales data is crucial for addressing forecasting discrepancies as it allows businesses to identify patterns, trends, and anomalies that may have been overlooked in initial projections. By examining historical sales data, companies can refine their forecasting models, adjust assumptions, and better understand market dynamics, customer behavior, and external factors that influence sales performance. This process helps in minimizing errors, improving accuracy, and ensuring that inventory levels, resource allocation, and strategic planning are aligned with actual market demands. Consequently, it enhances decision-making, reduces costs, and increases overall operational efficiency.

Aquí entra a jugar qué tipo de riesgo queremos manejar, por ejemplo en el caso de un SKU de lanzamiento que el producto es importado y con tiempos de entrega de 120 días, ajustar la compra no será el camino inmediato. Dado que la elasticidad de cambio en un lanzamiento es muy alto, por lo que el foco deberá estar en las actividades de las 4Ps del producto. Ya si luego de al menos 3 periodos no hay cambios, es momento de ajustar, porque si ajustas al inicio no habrá forma de comprobar su potencial.

Analyzing sales data and adjusting the buying process are essential steps in addressing forecasting discrepancies. By thoroughly examining sales data, businesses can uncover trends, seasonality, and customer preferences that may not have been accurately captured in initial forecasts. This insight enables companies to make informed adjustments to their buying process, such as optimizing inventory levels, revising supplier orders, or altering purchasing schedules. By aligning the buying process more closely with actual sales patterns, businesses can reduce overstock or stockouts, minimize waste, and improve cash flow.

El mundo ideal es que todos los jugadores de la cadena tengan los días de stock en equivalencia al día de pago que tienen. Mi sugerencia colocando como ejemplo 30 días es que los productos de mayor rotación tengan un rango de 45 días, dado que una dinámica promocional de emergencia eleve su venta promedio y tengamos un quiebre innecesario. Y los demás productos en un promedio 20 que al final el ponderado de 30.

From experience, I've learnt that implementing a robust inventory management system is IMPORTANT for optimizing inventory turnover. A well-structured system enables real-time tracking of stock levels, accurate demand forecasting, and efficient replenishment processes. By integrating sales data and forecasting tools, you can anticipate market needs more effectively, reducing the risk of overstock or stockouts. Benefits - Inventory aligns with actual sales trends -  Improves turnover rates - Minimises holding costs - Secures and enhances profitability. Continuous and regular review and adjustment of the system based on performance metrics keeps the process agile and responsive.

Aquí la clave está en evitar picos de venta en los últimos días por no manejar una ruta de precios y promocional para cada una de las plazas. En términos promocionales algo muy efectivo es la clusterización dado que evita otorgar incentivos en clientes por compras regulares. Lo que sí implica revisar algún tipo particular en alguna región importante y tengamos que hacer un ajuste particular para que la venta fluya. Muy importante la simplicidad en la comunicación a todos los participantes y cumplir con los plazos de entrega de todo lo comprometido. Y como siempre le digo a mis cliente: La palabra tiene poder, siempre y cuando cumplamos nuestros acuerdos.

En base a mi experiencia podría sugerir la siguiente frecuencia de revisión de cifras de Sell Out, tomar en cuenta como hito para tomar decisiones por qué en mi punto de vista la venta de consumo masivo se debe ver todos los días. 1. Ejecutivos de Territorios - Diario. 2. Jefes de Zona - Semanal. 3. Gerente de Canal - Semanal - Quincenal.

If you see differences in your sales forecast, it's important to improve inventory turnover. Do this by checking data and feedback, adjusting stock levels and reorder points, using advanced analytics and real-time data, applying ABC analysis and JIT systems, making the supply chain more flexible, adjusting prices and promotions, tracking key performance indicators, using inventory management software, and regularly auditing and reviewing forecasts to boost efficiency and financial results.