Digital management insight into retail and e-commerce operations - retail password

零售

周权重指数

retail law

• A process that loops continuously on a weekly basis
• 剔除数据

• 法定节假日

• 元旦、春节、清明节、五一、端午节

• A statutory holiday
• Industry special day

• 情人节、三八节、儿童节

• Unusual sales days

• 天灾人祸、店庆

周权重指数

• Based on historical daily sales data within a certain sales cycle,以周为单位,进行权重分析处理的一种管理工具
• A larger value indicates the daily sales of the company or store The greater the volatility
• It is used by retail stores to quantify various sales conditions、A management tool for sales events
• The weekly weight index is equal to the addition of the daily weight index for each day from Monday to Sunday,是一个相对值

周权重指数的计算

• 企业

• Collect daily sales data for the most recent full year for each full store of the company
• The daily sales data of the enterprise is obtained by adding up the daily sales data of all complete stores correspondingly
• 数据预处理,剔除掉异常数据
• Average daily sales are calculated
• 找到平均销售中销售额最低一天的销售数据,Set its daily weight index to 1.0,This minimum is then divided by the average daily sales for the remaining six days, respectively,Get the daily weight index for each day
• Add the daily weights to get the weekly weights

• 分部

• Take the company's weekly weight index as the standard
• Supported by three-month data,Generally, it is the data of the last two months and the same period of last year
• 对数据预处理,Eliminate fake festivals and abnormal data
• Average daily sales and average weekly sales are calculated for each day
• 星期Ndaily weight index=(星期Naverage daily sales/Average weekly sales)*Corporate Weekly Weighting Index

Special handling of daily weighted indices

• Seven and three day holidays

• Take three years of historical data,Take every year2~4The sales data of a standard week is the reference
• Calculates the unit weighted sales value=Total sales divided by total weight index（Weekly weighting indices are added）
• Daily Weight Index=日销售额/Unit sales weight value

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• 春节
• Promotion period

周权重指数的应用

The most basic application is to judge the weekly sales pattern of the analysis object

目的

• 给365Days are given weight values

Judging retail store sales laws to assist operations

• In addition to the weight index used to analyze the data of the group or store,It can also be used to analyze the weight index of a region under the group
• According to the daily weight index, it can be seen that the sales fluctuate the most on that day,Then determine the type of store,Thereby arranging the shift of the staff of the store、Display adjustment time、Deployment delivery times, etc

Break down daily sales targets

• Break down previous monthly goals into daily goals,The benefit is to track sales completion by day
• daily sales target=月销售目标*（Daily Weight Index/周权重指数）

Monthly sales forecast

• Monthly sales forecast=Sum of actual sales/（The sum of the daily weights/Monthly Weight Index）

Sales comparison

• 首先遵循星期几对比星期几的原则
• Follow the public holiday equivalent comparison principle
• The principle of equivalence and comparison of the Chinese lunar calendar
• Follow the Gregorian equivalence comparison principle
• 因为业务逻辑,YoY sometimes loses its meaning,In this case, the unit weight value method is required
• Unit weight value=日销售总额/Daily Sales Weighted Index

Huang's curve（单位权重（sales curve））

Applied in the sales tracking process

• Relax at the beginning of the month
• Brakes at the end of the month
• The weight curve value is abruptly downward
• 虽然预测不了,But it can prevent its continuous occurrence

Analysis and evaluation of promotional activities

• The reason for using the Huang's curve,It is because it compares the weight value with the adjacent time period.Adjacent time periods can ensure that the comparison state is consistent,有可比性,At the same time, the imbalance in sales from Monday to Sunday was eliminated
• Promotional bursts reflect the degree to which promotions are immediate,This and the program of promotions、宣传力度、Stores, etc. are closely related,是一个综合指标
• Promotion decay is used to determine whether a promotion has overdraft sales