2018-04-12 14:00:19 -04:00
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A method to planning sales
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## Summary
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1. copy history
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1. start with open orders
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2. add orders as placed in past
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1. true-up to current run rate
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1. normalize price for current pricing
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1. will need to idenitfy blocks in the base period that best represent pricing efforts
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2. scale prior periods to match final pricing
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2. exclude expired products/customers
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3. scale new developments to reflect full-year (new products customers)
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4. update cost to current
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5. request date attainment performance
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3. walk prior period sales to new baseline sales as change in run-rate
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2. build in changes to current run-rate
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1. volume changes
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2. pricing changes
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3. new products (must be defined in future at a mininum)
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4. future cost changes
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5. request date attainment
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| timeline | day | running days | responsible |
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| -------------------------------------------- | --- | ------------ | ----------- |
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| **_establish run-rate sales_** | | | |
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| copy history | 1 | 1 | executor |
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| identify pricing windows | 1 | 2 | sales team |
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| scale windows to match final | 1 | 3 | executor |
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| identify expired products/customers | 3 | 6 | sales team |
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| eliminate expired volume | 1 | 7 | executor |
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| identify new products/customers | 3 | 10 | sales team |
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| scale new to full year volume | 1 | 11 | executor |
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| **_load new plans_** | | | |
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| layer in planned changes not yet implemented | | | |
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| identify changes to existing volume | 3 | 14 | sales team |
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| load changes | 1 | 15 | executor |
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| identify changes in price | 3 | 18 | sales team |
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| load changes | 1 | 19 | executor |
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| identify new products | 3 | 22 | sales team |
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| load new | 1 | 23 | executor |
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Table Layout
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