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Abstract(s)
A alta competitividade no setor de distribuição alimentar implica que a previsão de vendas seja importantíssima na base do planeamento de todas atividades que dizem respeito à tomada de decisões, controlo das organizações e toda a estratégia envolvida. Este projeto teve como objetivo a análise de quatro hipóteses de investigação numa empresa de retalho, com o objetivo de melhorar o processo de gestão e atribuição de mercadoria e, consequentemente, aumentar as vendas, reduzir as quebras e as roturas, melhorando o apoio do departamento às lojas. Identificaram-se oportunidades de investigação e melhoria nos processos relacionados com as encomendas das lojas, gestão/análise de artigos e previsão de vendas. Verificouse a existência de diferenças significativas entre os pedidos das lojas e as vendas das mesmas; identificaram-se diferentes comportamentos das lojas e dos artigos analisados; analisou-se o impacto significativo das promoções nas vendas e testaram-se diferentes métodos de previsão em função da série temporal de cada artigo. As soluções propostas incluíram a criação de grupos de lojas com comportamentos idênticos para análise e previsão, alteração do plano de encomenda dos artigos, criação de um método mais eficiente para a realização da encomenda de loja e, finalmente, uma atualização do layout dos artigos promocionais. A implementação das propostas tornou todo o processo de trabalho mais assertivo e desenvolvido, resultando numa melhoria do departamento.
In the food supply sector, there is a growing competitiveness between companies. For this reason, predicting the overall sales is the most important aspect an organization can account for, as it is in the center of its decision making process and is also responsible for its global stategy. This dissertation analyzes five different aspects in a retail company, with the objective of improving the process of managing and assigning merchandize in addition to increasing the overall sales figures, reducing stock ruptures and reducing damage goods. These aspetcs analyse the product ordering, behavior and seasonality at stores and sales forecasting. There were significant differences between the multiple store ordering requests for its products and the resulting sales figures. Then, the multiple store management behaviors and other analyzed products were taken into account. After this, an analysis of the impact product discounts had on the overall sales was performed which culminated into testing different tests forecasting methods depending on the time series for each product. Finally, this dissertation also includes solutions for grouping the stores with identical behaviors with the objective of analyzing and predicting them, change the order plan of products, creating a more efficient method for the process of creating a store product order and an update of the layout of the products on sale. The implementation of these solutions improved all of the work process; this resulted in an improvement at the sales management department.
In the food supply sector, there is a growing competitiveness between companies. For this reason, predicting the overall sales is the most important aspect an organization can account for, as it is in the center of its decision making process and is also responsible for its global stategy. This dissertation analyzes five different aspects in a retail company, with the objective of improving the process of managing and assigning merchandize in addition to increasing the overall sales figures, reducing stock ruptures and reducing damage goods. These aspetcs analyse the product ordering, behavior and seasonality at stores and sales forecasting. There were significant differences between the multiple store ordering requests for its products and the resulting sales figures. Then, the multiple store management behaviors and other analyzed products were taken into account. After this, an analysis of the impact product discounts had on the overall sales was performed which culminated into testing different tests forecasting methods depending on the time series for each product. Finally, this dissertation also includes solutions for grouping the stores with identical behaviors with the objective of analyzing and predicting them, change the order plan of products, creating a more efficient method for the process of creating a store product order and an update of the layout of the products on sale. The implementation of these solutions improved all of the work process; this resulted in an improvement at the sales management department.
Description
Keywords
Previsão de vendas Aumento de vendas Diminuição de roturas Sales Forecasting Sales Increase Stock Break Decrease