Performing Baseline Planning
Before getting started with planning promotions, build a baseline plan.
You start baseline planning by estimating the base forecast. Next, add building blocks. The Baseline = Base + Building Blocks.
You can estimate the base using Predictive Planning or you can manually enter or load values, or copy them from actuals.
Next, add on to the base by adding building blocks such as different pricing, placements, and product variants to identify the additional non promotional sales plan adjustments.
Use the baseline plan to compare to the target, and then review the gap analysis. The Target Baseline Gap = Target – Baseline. After you review the gap analysis, start planning promotions to fill the gap between the baseline and the target.
The Baseline
component provides several ways to help you perform baseline planning.
From the Home page, click Key Account Planning
and then click Baseline
.
Table 5-2 Baseline Planning Tasks
| Task | Description | More Information |
|---|---|---|
| Overview - Volume and Overview - Revenue | Review dashboards to evaluate where you are in the current planning
process. You can review the current gap, and compare the volume for the
promoted period and non-promoted period.
In a Revenue only model, you see only Overview Revenue. |
From the Home page, click Key Account
Planning
, then click Baseline
, and then click Overview - Volume or
Overview - Revenue |
| Prediction Volume and Prediction Revenue | Derive future volume and revenue using Predictive Planning as a way to update your base forecast. | Predicting Base Values |
| Building Blocks | Add building blocks such as different pricing, placements, and product variants to identify the additional non promotional sales plan adjustments. | Adding Building Blocks |
| Gap Analysis |
Review the gap analysis for your account and product combination by comparing the target to the baseline. Target Baseline Gap = Target – Baseline. After you've planned your promotions, come back to the Gap Analysis to review uplifts from the promotions. |
Performing a Gap Analysis |
Videos
| Your Goal | Watch This Video |
|---|---|
|
Learn how Key Account Planning extends the capabilities of Sales Planning to let you model and plan baseline sales and trade promotions for key accounts and products based on forecasts, what-if scenarios, and desired outcomes. In this tutorial, see how you can perform baseline volume planning with Predictive Planning and plan for trade promotions to close the gap between your target and baseline for a full month. |
