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Garantire la disponibilità del prodotto
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Company Confidential All Rights Reserved2Company Confidential
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EUROPE
Amsterdam
Milan
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Barcelona
...
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Consumer Durables
250+ customer businesses in 31 countries
l...
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E commerce - sincronizzare la domanda e l'offerta

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E-COMMERCE – SINCRONIZZARE LA DOMANDA E L’OFFERTA PER GARANTIRE LA DISPONIBILITÀ DEL PRODOTTO E IL GIUSTO ASSORTIMENTO | Relatore Francesco Stolfo | Workshop del Global Summit E-commerce & Digital 2015

Publicado en: Marketing
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E commerce - sincronizzare la domanda e l'offerta

  1. 1. Bologna, 28 Maggio 2015 Garantire la disponibilità del prodotto e il giusto assortimento in tempo di ecommerce. Francesco Stolfo Partner - Sales Director oolsGroup Italy
  2. 2. Company Confidential All Rights Reserved2Company Confidential All Rights Reserved EUROPE Amsterdam Milan Munich Barcelona London Stockholm AMERICA Boston(*) Ontario Mexico D.F. ASIA Malaysia India Japan MIDDLE EAST Israel AFRICA Cape Town Our Vision Accelerating Business Performance through Market Driven Demand Analytics and Supply Chain Optimization Our Mission To be the leading provider of “Powerfully Simple” software solutions that deliver business value in complex, demand driven environments Our Approach Best practices leveraging quantitative and qualitative data to deliver predictive demand signals to enhance the effectiveness of the planning process 2013 - Winner of European Supply Chain Excellence Award Category: Technology www.supplychainexcellenceawards.com (*) HQs
  3. 3. Company Confidential All Rights Reserved3 Customer References Consumer Durables 250+ customer businesses in 31 countries loyalty greater than 95% Food-CPG Healthcare | Pharma | Chemical Fashion & Apparel Retail & Wholesale Automotive & Aftermarket TLC | Steel | Engineering
  4. 4. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved
  5. 5. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Twin Towers
  6. 6. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Genova G8 No-Global
  7. 7. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Dot-com Bubble
  8. 8. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved 13.200.000 copies in 2000 “No strings attached” (the second studio album by American boy band *NSYSNC
  9. 9. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved List of world’s best-selling albums From Wikipedia, the free encyclopedia
  10. 10. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Chi ha ucciso gli album di successo?
  11. 11. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved nel 2006 elencava già: 400 generi musicali (nicchie musicali) disponibili (ognuno con una propria top 10 o micro Hit)
  12. 12. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Chris Anderson 2004 3D Robotics 2015
  13. 13. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved 2006
  14. 14. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Spending-power Revolution From Mass Markets to Million of Niches
  15. 15. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Selling Less of More. from 80-20 to 50-50 ratio From Mass Markets to Million of Niches Chris Anderson: The Long Tail
  16. 16. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Most models used in “traditional methods” have proven to be clearly inadequate when demand patterns become so irregular and “noisy”. The “long tail” problem is mainly due to: - increasing product ranges (same sales volume reached only with higher number of SKUs) - increased number of stocking points (forecasts required by DC’s/Customers) - shorter time-slots (daily/weekly replenishments rather than weekly/monthly) Long Tail Problem: from a logistics point of view
  17. 17. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved
  18. 18. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved How Many (More) Products Does Amazon Sell? http://export-x.com/2014/08/14/many-products-amazon-sell-2/ An average of 75,000 new products added every day during the past nine months.
  19. 19. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved 0 5 10 15 20 25 30 35 40 1 916 1831 2746 3661 4576 5491 6406 7321 8236 9151 10066 10981 11896 12811 13726 14641 15556 16471 17386 18301 19216 20131 21046 21961 22876 23791 24706 25621 26536 27451 28366 29281 30196 31111 LO per day 95% of SKUs 55% of Sales Revenue SKU sorted by AOL/day AverageOrderLineperdaybySKU Italian Distributor of Electrical & Electronic Components (35.000 SKS)
  20. 20. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved • ToolsGroup owns a unique Inventory Modeling technology, which was developed to overcome many of the shortcomings of traditional inventory theory. • The main relationship between service and inventory is modeled through proprietary STSTM (“stock-to-service”) curves, where the service level (fill-rate) is expressed as a function of the “average inventory” level (“coverage”) and another dozen parameters, such as: • Demand volume and probability distribution • Order-line frequency and distribution • Order-line size distribution • Lead-time and supply uncertainty (delays) • Minimum and Incremental lot sizes • Optimal replenishment frequency • Cost, cube, storage need, shelf-life, … • Margin and lost sales probability • Upstream service level / stochastic delay Service Level (% fill-rate) 0 20 40 60 80 100 ToolsGroup: Inventory Modelling & Optimization
  21. 21. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Supply Chain distribution intensive industries CPG Sales Mktg. Manufacturing Comprehensive Statistical Model ERP/SCP/SCE Demand Planning Demand Modelling Statistical Forecasting Promo, media, NPI Demand Sensing Demand Collaboration Hub Inventory Optimization Inventory Modeling Service Planning Mix, Stage & Lot Size Optimization Multi-Echelon Replenishment Planning Dynamic Min/Max projected requirements SC Monitoring & Visibility Level Loading VMI Supply Collaboration Hub Transportation Plan Comprehensive Statistical Model Predictive Demand Analytics Market clustering Segmentation Trade Promotion Optimization Media event and trend indicators ROI Production Planning and Scheduling Mill allocation Finite capacity plan ATP Production Scheduling MES The ToolsGroup Solution.
  22. 22. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved • Largest online retailer of home goods in the U.S. • Headquartered in Boston, Massachusetts • Founded in 2002 • 422.000 SKUs • 5,000 suppliers • Key product categories include: • Furniture • Patio & Garden • Kitchen & Dining • Bed & Bath • 1 Warehouse located in Ogden, UT (serving the western US) • 1 Warehouse located in Hebron, KY (serving the eastern US) Home goods (422.000 SKS)
  23. 23. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved RS Components is the World’s Largest Distributor of Electronics & Service Parts • Number of Items: 500,000 • Number of Customers: 1.5 Million • Number of WHS: 17 All over the world. • Daily deliveries: 40,000 same day shipments • Annual revenues: $2.5 Billion • Demand Patterns: Extremely Intermittent Changing Requirements in Volatile Environment: •During downturn went from 9% growth to 17% decline •During upturn back to 25% growth overnight •Scale from UK focus to Global focus •From 5000 new products per year to 5000 per month •Include the 30% of items that had never been forecast before ToolsGroup’s service-driven inventory optimization & Demand Sensing solution, to: •Maximize Customer Service Levels •Minimize Working Capital & Operating Cost •Improve forecast accuracy and Safety Stocks SO99+ Implementation duration: •6 months In less than three months from the project kick-off: •$3.4 Million reduction in inventory •Service Level has reached 99.8% (on time, in-full) “SO99+ does not require you to be an expert in statistics in order to use it, which is most critical.” Andrew Lewis, Head of Global Supply Planning, RS Components https://www.youtube.com/watch?v=X1JiNEE6l3Q&inde x=2&list=PLA1692B42BC308804 Largest Distributor of Electronics & Service Part (500.000 SKS)
  24. 24. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Q&A
  25. 25. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Thank you for your attention

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