Invest more time and effort in statistically-backed sales planning and forecasting
With the number of US Breweries on the rise SKU Proliferation is becoming a hot topic. Not only does this make competition for market share amongst Breweries fierce, but it also creates issues for Distributors when it comes to space in their warehouse. SKU Proliferation is making Wholesalers have to consider cutting underperforming SKUs each year to be able to fit all of these brands on their warehouse floors. For both Brewers and Distributors alike, and as suggested in this article by Jason Notte of MarketWatch (SKU Proliferation Questioned), the best solution is to “invest more time and effort in statistically-backed sales planning and forecasting with each product release.”
Virtually every beverage customer we engage with at Halo is interested in gaining more visibility into their sales organization and needs help with forecasting. To be honest, most are still forecasting in Excel as opposed to using an algorithmically based forecasting solution. Manual forecasting in Excel opens an organization up to errors and takes a lot of time. It has been proven that the more time spent on a forecast, the less accurate it tends to be. Halo can help bring your shipment data and VIP/distributor depletions data together to help automate and tighten your forecast using industry standard algorithms.
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