E commerce - sincronizzare la domanda e l'offerta

Bologna, 28 Maggio 2015
Garantire la disponibilità del prodotto
e il giusto assortimento in tempo di
ecommerce.
Francesco Stolfo
Partner - Sales Director oolsGroup Italy

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

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

Demand Planning
Inventory Planning & Optimization
Replenishment Planning
Company Confidential
All Rights Reserved

Demand Planning
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Twin Towers

Demand Planning
All Rights Reserved Genova G8 No-Global

Demand Planning
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Dot-com Bubble

Demand Planning
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13.200.000 copies in 2000
“No strings attached”
(the second studio album by American boy band *NSYSNC

Demand Planning
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List of world’s best-selling albums
From Wikipedia, the free encyclopedia

Demand Planning
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Chi ha ucciso gli album di successo?

Demand Planning
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nel 2006 elencava già:
400 generi musicali (nicchie musicali) disponibili
(ognuno con una propria top 10 o micro Hit)

Demand Planning
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Chris Anderson
2004
3D Robotics
2015

Demand Planning
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2006

Demand Planning
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Spending-power Revolution
From Mass Markets to Million of Niches

Demand Planning
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Selling Less of More.
from 80-20 to 50-50 ratio
From Mass Markets to Million of Niches
Chris Anderson: The Long Tail

Demand Planning
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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

Demand Planning
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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.

Demand Planning
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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)

Demand Planning
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• 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

Demand Planning
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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.

Demand Planning
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)

Demand Planning
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)

E commerce - sincronizzare la domanda e l'offerta

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