Siebel Consumer Sector Guide > Sales Volume Planning >

Business Scenario

This scenario is an example of a workflow performed by sales volume planning administrators and managers. Your company may follow a different workflow according to its business requirements.

A sales volume planning administrator for a large beverage manufacturer knows that her company is entering its annual planning period as of September. During this period, each member of the company's selling organization commits to a sales target for the next year (which begins in January). Her company develops its sales targets by first developing baseline quantities, which are established by sales volume planning administrators, and based on shipment data from the preceding year. This information will have been previously imported from third-party systems into Siebel Consumer Sector base tables.

The process begins with establishing a basis for the distribution of the baseline (the basis is the percentage distribution of account-products by period). Her company has determined that shipments for the past 12 months, adjusted for trends, will be used as the basis. As a planning administrator, she populates the Baseline Basis field for the upcoming year based on trended shipments for the past 12 months. She then copies the baseline basis into the Baseline Planning field and allocates this basis down the account-product hierarchy.

Next, she notifies regional sales managers, who modify the baseline planning quantities for their regions based on how they believe their markets will perform over the next 12 months. After each change, the regional sales managers allocate the baseline planning quantity down the account-product hierarchy. After all of the changes have been made, the entire account-product hierarchy is aggregated from the lowest level to the highest level, to reflect these changes. The baseline planning quantity is then copied to the Baseline Quantity field.

After determining the Baseline Quantity field, regional sales managers can reference this field to review business and plan trade promotions for their accounts. When planning trade promotions, managers reference the baseline quantity for the promotion period and enter anticipated incremental volume. Sales volume planning administrators periodically aggregate the latest incremental quantity forecast and export it to complement demand planning.


 Siebel Consumer Sector Guide 
 Published: 18 April 2003