Forecasting Presentation

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ORGANIZATION Account Forecaster Account Forecaster Account Forecaster ,[object Object],[object Object],[object Object],[object Object],Forecasting Manager

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1.1 DetailsCase Study: Scenario - Global Trading PLC Global Trading PLC is a mail order company that operates a number of different catalogues. Each catalogue addresses a specific market segment and the company is noticing a drop of in the sales through its higher end products and socio - economic customer group, typified by its 'life style' catalogue offerings. Research has shown that this is because these groupings are now typically buying from companies offering similar services and products on the World Wide Web. Whilst Global recognise the need to maintain its more traditional agent based catalogue business, they have now decided that they need to embrace e-commerce and develop a Web based service. The Finance Director has a PC at home and has recently bought Dreamweaver. The existing database system, which has built up piecemeal over a number of years, has been poorly designed and is inadequate. This new development gives the company the opportunity to redesign their system. It must be recognised that the 'traditional' business will continue for some years and that data stored for that may differ from that needed by the web based business. For example, the agent based catalogue customers must buy through the agent. Indeed, they are identified by a combination of their customer number and the agent ID. This style of catalogue maintains the traditional periodic payment system, so customer records need to include credit rating and transaction history data. By contrast, the 'life style' catalogue customers mostly pay by using credit cards, a system which is used by the vast majority of e-commerce transactions. Information is maintained for customers so that marketing mailing can be targeted. It has been recognised that an individual could be both a credit card customer AND an agent supported customer. This currently leads to duplication of data storage and mailing, some of which can be contradictory and confusing. The company headquarters is in Leeds with depots in strategic regional locations from where the company’s own fleet of delivery vans operates. Large regions can have more than one depot. There is a central depot near Birmingham that supplies the regional depots. The structure of the Agents Organisation is as follows: General Sales Manager Midland Northern Southern Scottish Division Division Division Division Each division is split into a number of regions. Each region has a number of agents, working on commission based on sales to their customers, who promote goods and take customer orders. A monthly report of the orders taken by product, with summaries at all levels of the Sales Organisation is produced for management. Sales statistics are required for each product category to monitor the effectiveness of different discount strategies. Orders are received form their customers by agents, summarised and posted to head office over night. The orders are then validated, priced and checked centrally fo ...

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