Econometric Modeling of Manufacturer’s Sales

ECONOMETRIC MODELING OF MANUFACTURER’S SALES

ESTABLISH SALES REP METRICS FOR APPLIANCE MANUFACTURER

Capability: Econometric Time Series Analytics

Axiom Tools: Time Series Signal Decomposition Data Mining Analytics

Business Objective

  • Identify economic components to isolate over/under performing wholesale regional distribution markets
  • Improve overall retail sales channel performance

Strategy

  • Extract regional consumer economic data to define spending for household goods from external sources (i.e. Housing and Urban Development, Bureau of Economic Analysis, Bureau of Labor Statistics and Census)
  • Perform time series analytics against wholesale sales data to isolate seasonal, cyclic and trend components in all U.S. regions
  • Correlate client sales performance against external regional wholesale sales and economic data
  • Generate detrended wholesale models to isolate over/under performing regional markets

Results

  • Defined regional economic impact on sales of appliances by adjusting sales quotas and regional boundaries
  • Implemented new regional forecasting model to include econometric variables

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