30
Cross-Functional Use Case: Driving Baseline & Promotional Sales
Use Case Objective:
Provide visibility to our internal forecasting process to vendors. Allow feedback and discuss baseline (turn) forecast as well as key promotions for alignment to help vendors better plan production to support retail.
Use Case Benefits: Sharing forecasting processes and tactics with vendors helps them align their own processes to better serve our stores. If expectations are aligned, it mitigates uncertainty for vendors and improves service level for our stores. By having the right product in the right place at the right time, we serve our customers to the best of our ability, and it will reflect in sales dollars. As we move legacy AUSA to self-distribution, collaborating with the vendor community and staying close on forecasting will be critical for our success throughout the transition.
Process/Analytical Steps:
Metrics to Review:
1. Set up a weekly cadence to discuss promotional bookings and forced distributions 2. Teach vendors internal forced distribution processes and timelines • Calculations on shipper/mod/pallet • Program tactics and guidelines (what items fit into programs) • Forecasting tactics/methods • Discuss any discrepancies and gather insight from the vendor to collaborate on promotions 3. Align on new item forecasts, gather insight from vendor and category team 4. Work with the Forecast Analyst, In Stock Analyst, and Vendor to discuss any improvements in forecast accuracy 5. Understand “big bets” from vendor perspective for early alignment
• Forecast Accuracy (MAPE) • Allocation sell through • Event performance • DC fill rate • Excess Inventory Review
• % in-stock metric at store
Teams to Involve/Collaborate:
• Forecasting – Share processes and provide weekly insight • In-Stock - To align with execution • Category- To align expectations for event performance • Vendor Sales Team- To align expectations for event performance • Vendor Operations team – To align on execution • ADvantage Partner
Return to Use Case List
63
Made with FlippingBook - professional solution for displaying marketing and sales documents online