Point of Sale Analysis and Planning Setup and Usage

The Point of Sale (POS) Planning feature is only available as part of the Market Forecast Manager (MFM) add-on.

Companies that sell into retail often run blindly by depending on their shipment history to project future shipments. Most planners execute this using spreadsheet which is a time consuming and disconnected process. 

With POS data, the planner (and/or salesperson) is able to use this data to understand how sales are performing at the point of sale (sell through). This coupled with shipments and inventory levels at the customers ship to warehouse (sell in), the planner is able to project when the next order will be issued and what future demand may look like.

The current POS implementation focuses on integrating POS historical data and the current retail inventory level within DemandCaster and provides a means to manually enter a forward plan via upload or user entry. This provides a baseline analysis to determine how well the product is performing at the point of sale and how the current shipment plan supports the POS plan.

If you are interested in adding this feature to your account, please contact your account manager.

Accessing the POS Application

The POS application is part of the Market Forecast Manager module. If enabled on your account, it can be accessed via the POS sub-menu under the Market Forecast Manager menu item.

The POS Grid

By default, all PCL's populate the POS view.

The POS grid is organized in two parts.

  1. The POS Master Grid displays a summary of POS related metrics for each Product, Customer, and Location (PCL).
  2. The POS Detail Grid is accessed by clicking on the detail icon. The POS Detail Grid displays POS data for the previous 13 weeks, the current week, and the next 52 weeks.

POS Master Grid Definitions

POS Field Definition
Customer Code Customer ID
Customer Description Customer name/description
Location Code Location ID
Location Description Location name/description
Item Code Item ID
Item Description Item name/description
Lead Time The lead time for the PCL. 
Current POS OH The inventory position as of the latest Retail Inventory upload
Last 13W In Stock % The number of times as a percent that inventory is 0 over the last 13 weeks or when stocking commenced
Last 13W Avg POS OH The average level of POS inventory over the last 13 weeks or when stocking commenced
Last 5W Avg POS OH
The average level of POS inventory over the last 5 weeks or when stocking commenced
Last 5W POS Actual Sum of actual sales over the last 5 week period
Last 5W POS Plan Sum of POS Plan over last 5 weeks period
Last 5W POS Error % Plan versus actual error
Last Week Sell-Through Measure of how well the inventory is moving at the point of sale. Calculated as POS Actual / (Actual Shipment + Prior Period POS Inventory)
Last 5W Avg Sell-Through Average of Sell-Through over last 5 weeks
Last 13W Avg Sell-Through Average of Sell-Through over last 13 weeks
Next 13W Avg Sell-Through Average of next 13 week sell-through
Next 52W Days OH High The value of the highest days OH over the next 52 weeks based on POS plan and shipment plan
Next 52W POS OH Low The value of the lowest POS OH over the next 52 weeks based on POS plan and shipment plan
Last YTD POS Actual Last year to date POS sales (if available)
YTD POS Actual Current YTD POS sales
YTD YoY POS% Last Year to Date POS Sales / This Year to Date POS Sales
Ytd POS Plan Sum of YTD plan
Ytd POS Error % YTD plan versus actual error

POS Detail Grid Definitions

POS Field
Definition
POS Actual
This is the weekly sales from the POS file customer provides
POS Plan
POS ASP
Average Selling Prices. If provided in the POS file will be calculated based on quantity and price
POS Revenue
Calculated if the pricing data is provided
Actual
This is shipment history to the customer via the demand plan
Total Plan Shipment plan to the customer via the demand plan
Sell-Through
The ratio of the quantity of goods sold by location to the quantity distributed to it. Calculated as Actual POS divided by the POS estimated inventory for the period
Days Cover
An estimate of days of POS inventory on hand by period
POS Inventory
This is either estimated or uploaded via the inventory file for the past. For past periods it is backward calculated starting from the most recent retail inventory upload file.

POS Lead Time

A popup is provided in the POS application to edit the Lead Time used for each PCL. The Lead time is a setting for each PCL that is used to set the POS Lead Time Shifting.

The POS Lead Time Shifting is the logic used to adjust the timing of shipment to the sale at the customer location.  The POS Lead Time can be edited for each PCL or group of PCL's by clicking the Edit icon. This will open the Change Lead Time dialog, where the POS Lead Time for the PCL can be edited.

Click Edit Icon to Open Lead Time Popup

Update Lead Time Values

Select Customer, Location, or Item to update and enter lead time.

You may select one or more of the three PCL options to update the lead time. For example, selecting a customer will update lead times against all locations and items for that customer. Selecting a location will update the lead time for all customers and items within the location.

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