Analyzing Sales and Product Performance
Review: 5 - "A masterpiece of literature" by , written on May 4, 2006
I really enjoyed this book. It captures the essential challenge people face as they try make sense of their lives and grow to adulthood.

Analyzing Sales and Product Performance

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$19.00
This publication contains a set of very practical tools to describe, analyze and forecast a company's sales, profitability and portfolio performance. They are accompanied with professionally designed charts to help communicate the outcomes and can be used for in-house analysis, management or shareholder reports, due diligence or consulting assignments.

The tools:

1) Describe and visualize a company's actual performance

- Calculate the total, average, median sales and other statistics giving a full picture of the historic sales performance

2) Explain the basis of seasonality analysis

- Draw seasonality patterns on a cycle plot

- Analyse and forecast seasonality based on monthly data.

3) Identify the reasons for variations between the years or between the budget and actual (calculate price, volume and mix effects for the whole portfolio and by category).

4) Provide a scientific basis for making educated predictions of future sales and portfolio performance

- Build trends and explain why commonly used CAGR rarely gives reliable future estimates. CAGR takes only two reference points (beginning and end of analyzed period) and does not take into account possible fluctuations between those points. This section also explains how to tie volatilities to a timeline using standard error and make sensitivities based on that analysis.

- Measure historic volatilities and translate them into model scenarios with a desired level of confidence. In this part we will calculate the standard deviation for quarterly data and see how it is extrapolated to annual amounts.
This publication contains a set of very practical tools to describe, analyze and forecast a company's sales, profitability and portfolio performance. They are accompanied with professionally designed charts to help communicate the outcomes and can be used for in-house analysis, management or shareholder reports, due diligence or consulting assignments.

The tools:

1) Describe and visualize a company's actual performance

- Calculate the total, average, median sales and other statistics giving a full picture of the historic sales performance

2) Explain the basis of seasonality analysis

- Draw seasonality patterns on a cycle plot

- Analyse and forecast seasonality based on monthly data.

3) Identify the reasons for variations between the years or between the budget and actual (calculate price, volume and mix effects for the whole portfolio and by category).

4) Provide a scientific basis for making educated predictions of future sales and portfolio performance

- Build trends and explain why commonly used CAGR rarely gives reliable future estimates. CAGR takes only two reference points (beginning and end of analyzed period) and does not take into account possible fluctuations between those points. This section also explains how to tie volatilities to a timeline using standard error and make sensitivities based on that analysis.

- Measure historic volatilities and translate them into model scenarios with a desired level of confidence. In this part we will calculate the standard deviation for quarterly data and see how it is extrapolated to annual amounts.

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