Oracle零售 (Retek)品类管理.ppt

* We have identified 3 Roles that participate in the Merchandise Financial Planning process: Executive, Manager and Planner. Each of these Roles has a slightly different sub-process within the overall process. The Executive sets very high-level targets and passes these targets to the planning manager. The Manager takes these targets, breaks them out into more detail, and then reconciles back to those targets. Once satisfied, the manager passes these mid-level targets to the Planners. The Planners receive those targets, and break them down into much more detail. When they are done, they too do a reconciliation to their targets. When all Roles are satisfied with the plans at all levels, there is a formal approval that takes place. In the next session, we will see this business process imbedded into the solution via a live demonstration of the software. * * * TEXT REMOVED FROM SLIDE: Simply removing all offers which had a negative GM $ impact would yield a 7% increase in Gross Margin with no loss in sales NOTES FROM CHRIS’ SLIDE: Example of opportunity. Sample chart with actual data from a retailer to determine the impact of promotions and potential benefits. We looked at one specific event with a duration of one week where almost everything in the store was on sale. They ran a number of circulars. What is plotted in the chart are the incremental sales as a result of the promotions. Plotted on the X-axis are the product categories on sale and on the y-axis are the incremental sales (not including base sales). Of the 200 categories on promotion that week 30% drove 90% of the incremental sales – only 10% of the categories drove 90% of the incremental margin – and 50% of the categories lost margin! Removing offers with negative margin contribution would have led to a 7% increase in margin with no loss of sales. Using science to understand the promotional behavior of categories and products can make a big difference in improving overall promotional effectiv