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Scenario for Using Sales Volume Planning

SVP administrators, senior managers, and account managers perform the process in this example scenario for using SVP. Your company might follow a different process according to its business requirements.

An SVP administrator for a large beverage manufacturer knows that her company is beginning its annual planning effort. To generate the SVP, she performs several tasks. First, she identifies the source of the sales volume planning data. This source might be shipment or consumption data from previous periods. After she identifies the data, she reviews it to determine its relevancy for future SVP periods. As a result of the review, the SVP administrator chooses to skip certain account-product periods because of discontinued products or inactive accounts in those periods.

Next, she uses the data to establish a baseline for all products and accounts in the specified planning periods. She can modify the data directly or use it as a basis for populating the baseline planning field. In this case, the SVP administrator chooses to copy the values into the baseline planning fields for comparable periods and, while doing so, she uses the percentage change algorithm to increase the values by 5%. After the baseline planning column is populated, the SVP administrator informs the senior managers and region managers that they can manually adjust the values.

The senior managers modify the data and allocate these changes down the account-category-product hierarchy. The SVP administrator then informs the subordinate managers and account managers that the data is available.

The account managers then modify the baseline data based on their knowledge of their local accounts and markets. They use this information to plan account promotions for these accounts, and they enter the incremental quantity that they anticipate as a result of these account promotions. Finally, at the end of the planning cycle, the SVP administrator reaggregates the baseline and incremental data and exports the data to a demand planning tool that she can use in the consensus forecasting.