Sales number of months

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Breaking down the National Forecast to brick and Rep level targets is done by using the GeoShares of the Product and Relevant Market in the respective brick. For example, if historical sales in Paris represent 20% of French Sales, we will allocate 20% of the French level Forecast as the target for Paris. But Paris GeoShare in April can be different from the one in May and can be different for the one in the April - June period. This means that how many months and what months we take into account matters.

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CEX Target Setting by default uses a number of months equal to the cycle length to calculate the GeoShares for Product and Relevant Market, if we are setting targets for a 3-month cycle, then the GeoShares are calculated based on 3 historical months, starting from the latest month with data backwards.

The number of months used for GeoShare% calculation can be changed from the default value to a user-defined one, using the configuration options below.

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On the Configuration screen - Additional settings section, we can specify the duration of the sales period in months. By default, this field is populated with the number of months corresponding to the plan cycle.

                                                                 Aditional settings section

The “Sales number of months” field is configurable, allowing users to input the desired number of months. This customisation will influence how targets are broken down on bricks.

The following columns will be affected in the Geographical breakdown table if the “Sales number of months” is modified:

• Average Market Share
• Product Geo Share
• Market Geo Share
• Achieved Vs Potential
• Initial targets
• Adjusted Growth

Round brick targets for cycle

Within the Additional Settings section, there’s an option to round brick targets. By default, this option is disabled. When activated, this feature ensures that brick targets are rounded to integers in the Geographical Breakdown table.

                               Round brick targets setting

Differentiate SKU prices by month

As mentioned in the previous chapter, initially, only one field is displayed for Price in the SKU card. Thus, we assume that the price of the product will be unique throughout the cycle. However, there is a possibility that the price of a product may change from one month to the next.

On the right half of the screen, you’ll find an “Additional Settings” section where you can activate the “Set price by month” option.

                                    Set price by month setting