Data Hackathon: Bc3406 Business Analytics Consulting

DATA
HACKATHON
BC3406 BUSINESS ANALYTICS CONSULTING
PREPARED FOR
PAULA’S CHOICE
PREPARED BY
LIM HUI JUN (U1410535K)

PHANG YU KEI (U1410954F)
TAN
TANG MIAO YI VALERIE (U1410625C)
SUBMISSIN DATE:
T 26.03.2016
2 DATA HACKATHON TEAM 1 // 26.03.2017
CONTENTS
O V E R V I E W AND APPENDIX J 55
3 PRODUCT BUNDLES
M A R K E TI N G S T R ATEGY
APPENDIX K 59
INGREDIENT ANALYSIS
3 N E W S T O R E L O C A TION
APPENDIX L 60
INGREDIENT ANALYSIS(AVERAGE SCORE)
3 PR O D U C T D I S C O N T I N U A T ION
APPENDIX M
64
DESCRIPTIVE ANALYTICS OF INGREDIENTS
4 M A R K E T I N G B U N DLES
APPENDIX N
DEMAND VS AVERAGE SCORE OF INGREDIENTS
65
F O R E C A S T P R E D I C TIVE
5 M O DELS APPENDIX O
PRODUCTS WITH GOOD INGREDIENTS 66
RATING AND LOW SALES
S T O C K P U R CHASE
5 M O DELS APPENDIX P
67
TOP PERFORMING PRODUCTS
S T O C K R E P L E N I S H MENT APPENDIX Q 68
6 M O DELS
MARKETING CALENDAR
APPENDIX R 72
BUILDING FORECAST MODELS
7 A P P E NDIX
APPENDIX S
APPENDIX A 76
7 INTERPRETATION OF LINEAR REGRESSION
STRATEGY MAP RESULTS
8 APPENDIX B APPENDIX T
MARKETING PLAN
80
LINEAR REGRESSION FORECASTED RESULTS
10 APPENDIX C
STORE POSITIONING APPENDIX U
STOCK PURCHASING AND REPLENISHMENT
107
APPENDIX D MODELS
20
SUMMARY OF RENTAL PRICES OF STORES
APPENDIX V1
124
TEST STOCK PURCHASING MODEL 1
28 APPENDIX E
CUSTOMER LOCATIONS IN SINGAPORE
APPENDIX V2
134
SKUS WHICH NEED 3X STOCK LEVEL OF 3SMA
30 APPENDIX F
COMPETITORS’ LOCATIONS IN SINGAPORE
APPENDIX W 138
34 APPENDIX G
PROFITABILITY ANALYSIS
APPENDIX X 148
43 APPENDIX H
PROFITABILITY TABLE
APPENDIX Y 159
STOCK REPLENISHMENT MODEL
54 APPENDIX I
ASSOCIATION ANALYSIS
APPENDIX Z 169
REFERENCES
3
DATA HACKATHON TEAM 1 // 26.03.2017 3
O V E RV I E W MARKETING STRATEGY
Paula’s Choice (PC) is a skincare and cosmetics company In this report, we have developed a marketing plan in Appendix B for PC based
founded by Paula Begoun. It is an international brand that is on the marketing mix (5 P’s: Product, Promotion, Place, Price and People) to
dedicated to delivering quality products to satisfied customers help PC achieve their goals. However, due to the lack of price and employee
all over the world. Along with it, PC provides skincare advice data, our analysis will comprise of only the product, promotion and place
to its customers through various channels such as the online components. PC aims to pursue a market penetration strategy and use
consultations at discover.paulaschoice.sg. Appendix A, outlines disruptive innovation by developing an image of ‘masstige’ by providing quality
PC’s strategy map and describes how our insights and products at affordable prices. This will allow PC to compete with the more
recommendations will help PC build new data-driven decision- expensive high-end skincare brands, attracting and retaining more customers
making systems to meet their strategic goals. and gaining higher market share and sales.
RENT
1 The rent at Raffles City is between $6.21 and $13.45 per square feet
which is within Paula’s Choice current rent expense budget.
NEW STORE LOCATION
DEMOGRAPHICS
Our analysis on the new store location is based on 2 A study conducted by AdNear has shown that ages 26 to 35 shopped
the most at Raffles City which is the majority of PC’s customer base
the 5 judging criteria stated on the right. As shown and target group.
in Appendix C, we have shortlisted a few malls to
FOOT TRAFFIC
for our analysis based on the identified 3 Latest statistics have shown that Raffles City has a foot traffic of 33.8
million because of its central location with linkages to Cityhall and
competitors’ location such as L’occataine. Our
Esplanade MRT stations.
information regarding the malls were taken from
COMPETITION
the malls’ websites, news articles and commercial
4 PC can compete directly with its competitors such as L’occitane,
guru data. Based on the 5 judging criteria, we Clinique and Origins in Raffles City as they intend to with their new
flagship store.
identified Raffles City as the mall that best suits
IMAGE OF SITE
Paula’s Choice requirements. 5 Raffles City is a prime landmark and a mixed-use integrated
development in the Central Business District. This will help PC to reach
out more effectively to the young working adults.
PRODUCT DISCONTINUATION
To determine what products to discontinue, a profitability analysis was done based on the total quantities of each product sold
through the BC retail, FP retail and online store channels for the period from January to December 2016. Due to the limited cost
information that we have, we are unable to break down the costs of providing each SKUs to customers into fixed and variable costs to
determine their contribution margins for a more thorough analysis. Hence, we are conducting a simplified analysis by making the
following assumptions:
The profit margin for all items is 50%
Each product is ordered from the suppliers only once in the year with a Minimum Order Quantity (MOQ)
No orders for the product will be made if there is no demand for it
No inventory holding constraints or costs
These assumptions are very generous. Therefore, a zero or negative profitability calculated using these assumptions will suggest that
the poor market performance of the product and should be discontinued to prevent further losses to PC.
However, there are some SKUs that were not selected to be discontinued due to their importance in PC’s branding and strategy.
SUMMARY OF OUTCOMES TRAVEL SIZE SAMPLE SIZE

Based on a general rule, products with zero Travel size products have been found to Sample size products have generally not
or negative profits need to be discontinued. generate zero or negative profits so they been selected for discontinuation. Despite
As shown in Appendix G, we have listed have generally been chosen to be their unprofitability, sample size products
down the products that should be discontinued. However, we understand that serve an important role for PC as a
discontinued. Further analysis was PC’s customers are interested in marketing introductory tool to help PC
conducted to check that these products purchasing smaller volumes for travel and attract and convert more customers. This
should not adversely impact PC’s branding eliminating them might affect PC’s ability to can help boost sales of the normal sized
and marketing strategies in the future. meet this need. Nevertheless, we believe SKUs which will not be discontinued.
Dropping these unprofitable SKUs should that the sample size SKUs are good Furthermore, the samples can be used as a
thus improve PC’s financial performance by substitutes to the travel size products for substitute for the travel size SKUs which
reducing costs. this purpose. have been chosen for discontinuation.
M E T HO D O L O G Y
The five bundles listed below have been created based on the market basket analysis and ingredients analysis in Appendix I and K. To ensure
that the bundles can be sold effectively, the bundles should be designed such that customers would be attracted and interested in purchasing at
least two out of three of the products together. Therefore, the first two products of our bundles have been picked based on their strong
association with each other as shown (the lift and support of their relational rules) in Appendix I. Lift gives an indication of how likely a customer
will purchase the second product given that he purchases the first product while support provides an indication of the proportion of transaction
that happened in this manner in the dataset.
An ingredient analysis was also conducted for each of PC’s products. Products with annual sales performance below the average of 209 units in
2016 but with an excellent ingredient rating of above 2.5 have been identified as underperforming products as shown in Appendix O and P. Due
to the high quality of these underperforming products, they could have the potential to help PC deliver better customer satisfaction and thus
should be promoted in the bundles to increase their sales and encourage customers to try them.
With the list of underperforming products identified, the underperforming products have been matched to the pairs of products found in the
association analysis based on the skin type and condition that the products can cater to. A final screening was then done to ensure that there
are no two products that serve the same purpose in one bundle such as not having two moisturizers in one bundle. Using these bundles, a
suggested marketing calendar for the period from January 2017 to June 2018 has been created and can be found in Appendix Q.
BEAT THE GREASE – BASIC STARTER’S KIT
01 Skin Type: Acne-prone skin, ages 18-25

Products: Clear Acne Pore Normalizing Cleanser, Clear Regular Strength Acne Exfoliating Treatment 2%
BHA (Salicylic Acid), Skin Balancing Super Antioxidant Mattifying Concentrate Serum
The first two products are highly associated with a lift value of 5.15 and support of 0.69 . The third product
is an underperforming product with an above average ingredient score but lower than average sales
performance.
MOTHERS’ DAY – DARK SPOT TREATMENT PACKAGE

Skin Type: Dark and uneven skin tone
Products: Resist C15 Super Booster, Skin Perfecting 2% BHA Liquid, Resist 1% Retinol Booster
The first two products are highly associated with a high support value of 0.8, which indicates that 80% of the
02
customers who bought RESIST C15 Super Booster are likely to purchase SKIN PERFECTING 2% BHA liquid.
RESIST 1% retinol booster has a good average ingredient score but low sales performace.
SUMMER ACNE BATTLE – ACNE BATTLE PACKAGE
03 Skin Type: Oily and sensitive skin

Products: Skin-balancing Pore-reducing Toner, Skin Perfecting 2% BHA Liquid and Calm Sensitive Serum
The first two products are highly associated with a lift value of 1.23 and support of 0.93. The third product
is an underperforming product with an above average ingredient score but lower than average sales
performance.
REPLENISH! – DEWY SKIN PACAKAGE

Skin Type: Oily or combination skin
Products: Skin Balancing Invisible Finish Moisture Gel, Resist Ultra-Light Super Antioxidant Concentrate
Serum, Calm Sensitive Toner
04
The first two products are among the top performing SKUs in 2016 but Calm Sensitive Toner did not perform
as well despite its good ingredient score. Therefore, this bundle is created to boost the sales of Calm
Sensitive Toners to the customers.
05
CARE FOR AGING SKIN – AGING BATTLE PACKAGE
Skin Type: Aging skin
Products: Resist Perfectly Balanced Foaming Cleanser, Resist Weightless Advanced Repairing Toner,
Resist Skin Firming Line Minimizer
The association results for the first two products showed both high lift and support values of 4.53 and
0.71 respectively. The third product has good ingredient score but poor sales performance. Therefore, the
underperforming third product can be promoted along with the first two products.
DATA HACKATHON TEAM 1 // 26.03.2017 5
FORECAST ANALYSIS
A linear regression model has been built to forecast sales for the next 18 months for each of the three channels (Beauty Collective retail store,
Front Porch retail store and Online store) using PC’s sales data for 2016. The models aim to predict the number of units sold for one of PC’s
SKUs in the selected month in that channel. The average number of units sold in each channel per month for each SKU in 2016 is used as a
baseline to gauge the sales performance for each product and other variables added to adjust for the effects of any promotions or special events
that might affect the sales of that product during the month. The results of our forecast models are shown in Appendix R and S. These results
will be used for the subsequent Stock Purchase and Replenishment Models.
The number of units sold for each of 116 SKUs for each channel in every month from January 2016 to December 2016 was tabulated in a
dataset. Binary variables regarding promotions were created and included in our analysis, as seen in the variable table in Appendix R. Information
regarding promotions was obtained from the PC’s Marketing Calendar for 2016. The SKUs used for the forecast analysis excluded travel size and
sample products. The dataset has 1392 records and 13 variables (1 dependent variable, 12 predictor variables). This data size is sufficient for
analysis as it meets the minimum required amount of records that is “10 times of the number of variables”. The predictive models that we have
built are shown below:
FORECAST PREDICTIVE MODELS
BEAUTY COLLECTIVE (RETAIL CHANNEL)

Qty_BC = -0.00631 + 0.99101 x Avg_Monthly_BC – 0.11270 x Promotion_BC + 2.46023 x ProductPromotion_BC +
0.05866 x Peak_Season_Sales_Period
FRONT PORCH (RETAIL CHANNEL)

Qty_FP = -0.04626 + 0.99429 x Avg_Monthly_FP – 0.36635 x Promotion_FP + 0.42769 x ProductPromotion_FP + 0.25380
x Peak_Season_Sales_Period
ONLINE CHANNEL
Qty_Online = -2.68453 + 0.98016 x Avg_Monthly_Online + 1.89649 x Promotion_Online + 10.02323 x
ProductPromotion_Online + 3.73073 x Peak_Season_Sales_Period + 1.15663 x Featured – 0.49658 x Launch_Relaunches
FORECAST RESULTS
Using the predictive models, the number of units expected to be sold for each SKU for each month from January 2017 to June 2018 have been
calculated and the results are shown in Appendix T. For example, the forecasted sales of SKU 6000 (CLEAR Acne Pore Normalizing Cleanser) in
April 2017 will be 60 units (includes 19 at BC, 5 at FP and 36 online sales). The effects of promotions and special events from January 2017 to
June 2018 were based on the suggested Marketing Calendar from January 2017 to June 2018 in Appendix Q.
STOCK PURCHASING MODEL

The Stock Purchasing Model has been built incorporating the constraints and assumptions listed below:
1 There is a Minimum Purchase Quantity (MPQ) for each SKU

and a lead time of 3 months. Orders are placed at the end of
4 There are no space constraints.
each month.
2 Maximum purchase order value is 50% of trailing three (3) months

sales moving average (3SMA) of retail sales.
5 The profit margin is 50%.
The total safety stock for each SKU in will be obtained by

3 Replenishment is done in a single trip.
6 summing the required safety stock calculated for that SKU in
each of the three channels.
There are 3 different Test Stock Purchasing Models that have been built with the common goal of helping PC decide on the required amount of
stock that should be purchased in order to maintain safety stocks in their inventories and a high service level in spite of fluctuating demand.
Using our forecasted sales figures in Appendix T, we have determined the purchase quantities to be ordered for each SKU at the end of January
2017 to meet the expected demand for May 2017 using each test model and tabulated the results.
Below is a short summary of the 3 Test Models:
TEST MODEL 1 TEST MODEL 2 TEST MODEL 3

The first model is built by complying The second model is built by taking into Due to budget limitations, it may not be
with both the MPQ and the 3SMA account the MPQ constraint only, as feasible for PC to use Test Model 2 which
constraints. Firstly, the need for complying with the 3SMA constraint places no upper limit on the purchase order
purchase for the SKU will be strictly like in the Test Model 1 might value. The third model attempts to fix this
determined followed by the Ideal lead to PC placing insufficient orders to problem and comply with both the MPQ and
Quantity to order (IQ). The Adjusted meet the forecasted sales of the 3SMA constraints.
Quantity (AQ) will be determined after customers. This will cause PC to incur Instead of applying the 3SMA constraint to
subjecting the IQ to the MPQ great losses. each individual SKU as in Test Model 1,
constraint. The second constraint of The steps for Test Model 2 are like that Test Model 3 will view it as a budget and
complying with 3SMA will be applied to of Test Model 1 except that the PQ will apply the constraint to the total order
determine the Required Quantity to be finalised for the order immediately value across all the SKUs. Whether an SKU
purchase (RQ). After checking if the RQ after the IQ is subjected to the MPQ will be purchased will depend on whether it
complies with both constraints, the constraint. The results for this model can maximize PC’s expected profits while
Purchase Quantity (PQ) will then be are shown in Appendix W. complying with the MPQ and 3SMA
finalised for the order. The results for constraints. The results for this model are
this model are shown in Appendix V1. shown in Appendix X.
Detailed explanations for the construction of the 3 models can be found in Appendix U.
Test Model 1was used to determine the top 10 SKUs that require more than three times the stock level of the 3SMA sales. The results are
listed in Appendix V1. However, to obtain optimal results under the given constraints, the model that PC should use for their initial purchase
planning is Test Model 2. Then, in the event of Test Model 2’s failure to produce a feasible purchase schedule that is within PC’s budget, PC
can use Test Model 3 to decide which SKUs to purchase for maxmimum profitability. This combination of Test Models 2 and 3 is the Final Stock
Purchasing Model that is recommended for PC.
STOCK REPLENISHMENT MODEL
A Stock Replenishment Model is necessary for PC to establish business rules when it comes to the distribution of purchased inventory to the
various retail and online channels. Due to (1) purchases being subject to the MPQ and 3SMA constraints, (2) differences between actual sales
and forecasted demand during the lead time and (3) changes in forecasted sales figures, the quantity of stock that PC had previously ordered
using the Stock Purchasing Model may be larger or smaller than what is actually required to maintain safety stock and meet expected demand
during the month when the ordered goods arrive. Therefore, PC needs a method to decide how to distribute the additional or limited quantities in
cases of surplus or shortage respectively. The Stock Replenishment Model explained in Appendix U has thus been designed to help PC make
decisions regarding the distribution of stock into the various channels while taking these concerns into account.
SUMMARY: When goods are received from the supplier, the Stock Replenishment Model will first aim to meet the safety stock (SS) levels of
the product in the BC, FP and Online channels. This will be followed by the distribution of the remaining quantities across the three channels
based on the number of units expected to be sold in each channel so channels with higher forecasted demand for one product will be
allocated with more units of that SKU.
First, the initial allocation will be done by looking at the current inventory levels for each SKU in each channel and determining the Make up
Quantities (MQs) needed for each product to make up their stock levels to their required SS levels in each channel.
Next, the Leftover Quantity (LQ) after setting aside the MQs will be used to determine the Extra Quantities (EQs) to be distributed into each
channel. This will be based on each channel’s forecasted demand proportion compared to the total forecasted demand for the month. Finally,
the total number of units to be allocated for each SKU to each channel will be determined by adding up MQ and EQ for the product for that
channel.
In the event that there is insufficient quantities to makeup the inventory levels in all channels to meet their SS levels, the allocation of the
stock will be done based on the proportion of forecasted demand for each channel without regard to safety stock.
Following on the results of the Final Stock Purchasing Model in Appendix X, the quantities of products that were ordered at end January 2017
would be received and distributed to the three channels at the beginning of May 2017. The allocation results for this according to the Stock
Replenishment Model is shown in Appendix Y.
Appendix A – Strategy Map
7
Appendix B – Marketing Plan
About the company
Paula’s Choice (PC) is a skincare and cosmetics company founded by Paula Begoun. It is an
international brand that is dedicated to delivering great products to satisfied customers all over the
world and committed to customer advocacy and education.
PC offers quality products comparable to the high-end skincare products in Singapore. Along with
it, PC provides skincare advice to its customers through various channels such as the online
consultations at discover.paulaschoice.sg.
Market Segmentation and Strategy
The skincare market can be segmented based on different factors such as age, gender, income and
skin type. PC has different product lines targeting different customers but its main customer base
are women from ages 18-25 and 25-35 with the latter group being the majority and thus the key
target group for PC.
PC aims to increase sales and extend outreach to grow its market share in Singapore.
Marketing Plan
In this report, we have developed a marketing plan for PC based on the marketing mix to help PC
achieve its goal. The strategy is to pursue disruptive innovation by developing an image of
‘Masstige’ by providing quality products and affordable prices, thus allowing PC to compete with
the more expensive high-end skincare brands.
Product Promotion Place
PC should continue to offer a Besides the annual Besides its online store, PC
range of products suitable for promotions during shopping also has a Beauty Collective
different customer groups in seasons such as Black Friday (BC) and Front Porch (FP)
order to provide good service and Christmas, PC can use store at Velocity Novena
to customers with different promotions to attract new Square as well as Tanjong
needs. By offering skincare customers to try their Pagar Plaza. However, PC’s
tips and consultations, PC can products or encourage major competitors are not
provide an additional existing customers to buy within the vicinity.
personalised service that some of their other products.
helps them to sell their This can help PC improve In order to focus its efforts
products to customers sales. and compete directly with its
through recommendations. competitors, PC can open a
This will help PC build itself Using PC’s sales data, we flagship store at a new
8
as a brand dedicated to conducted an association location that is nearer to their
helping and satisfying its analysis to identify products competitors’ stores in
customers. that are commonly purchased Singapore. This can help PC
together. Using the results establish itself as a brand
To understand PC’s products from the association analysis comparable to that of the
for the marketing plan, we as well as the results from our higher-end skincare and build
analysed and rated PC’s previous Ingredients its image of ‘Masstige’.
products based on the quality Analysis, we created five new
of their ingredients to find marketing bundles that PC Based on PC’s requirements
promising products which PC can use for its promotions. and strategy, we have
could promote. conducted an analysis to help
We have also drawn up a PC find a suitable location for
To help PC to improve suggested marketing calendar its new flagship store.
profits, we also conducted a for the year 2017 and the first
profitability analysis to half of 2018. To ensure the efficient
identify SKUs that perform operations and quality of
poorly on the market and service in PC’s stores, it is
made recommendations to Analysis: also important to establish a
drop certain products, taking Association Analysis robust inventory system to
into account the effect on (Appendix I) ensure that there is enough
PC’s brand and strategy. Marketing Bundles stock to meet customers’
(Appendix J) demand.
Analysis: Marketing Calendar
Ingredients Analysis (Appendix Q) Based on past sales as well as
(Appendix K) our suggested marketing plan,
Product Discontinuation we have forecasted the units
(Appendix G) to be sold for PC in 2017.
Price People
Accordingly, we have
Pricing decisions should take In order to increase developed a stock purchasing
into account profit margins ‘conversions’ of customers and replenishment model for
and the prices of competitors and continue to offer good PC.
as PC aims to remain service, it is important for PC
affordable to the average to recruit and train staff as Analysis:
consumers in the market. well as retain talented New Flagship Store Location
employees so that it can (Appendix C)
Due to limited cost data, we remain competitive. Forecast of Units (Appendix
have not conducted analysis R,S)
to find the optimal pricing of Due to the absence of human Stock Purchasing and
PC’s products. We will resource data such as Replenishment Model
assume that PC’s current employee satisfaction or (Appendix U)
prices are fair and reasonable performance, we are unable
and use it for our analysis. to carry out analysis or make
recommendations in this area
in this report.
9
Appendix C – Store Positioning
As part of its strategy, PC intends to close BC and FP retail outlets and open a flagship store at a
new location. This new store location will have to serve PC’s existing retail customers and help
PC attract new customers as well so it should be in a place that is easily accessible to them.
We will use the following factors to determine the suitability of different locations.
Factors Questions PC’s Requirements
1. Rent What is the cost per We will gauge a reasonable price for the
square feet? rent based on what PC is current’s rent
expenses which are $1,600 + 15% of sales
for BC store and $1,950 for FP store.
Based on sales data, the Average Monthly

BC sales = $1,763.306
15% of Average Monthly BC sales =
$264.496
Total Rent Expense = 1,600 + 1,950 +

15% sales = 3,550 + 264.496 = $3,814.50
Floor space required for flagship store:

Minimum 267 + 330 sqft with +15%
leeway variation = 597 to 687 sqft
Price should thus be between

3,814.50/687= $5.55 and 3,814.50/597=
$6.39 per sqft.
2. Style of operation Image of brand: Formal PC’s branding is that of quality but
and elegant or casual? affordable products. As PC aims to retain
an image of “Masstige”, a casual image is
For retail stores, would a not suitable for them.
traditional store or a
kiosk or cart that can be PC is looking for a traditional store
moved to different location. Thus, we will only look for
locations be more locations in shopping malls.
appropriate?
3. Demographics Who are the customers? PC’s biggest customer segments are from
ages 18-24 and 25-35 with 25-35 being the
How important is their majority.
proximity to the store To obtain a general idea of where PC’s
10
location is? customers are, we plotted the addresses of
the online customers on a map in
Appendix E. However, the results are
inconclusive as the customers are scattered
throughout the island and the data is based
on customers who ordered online which
may not overlap with the customers who
purchase from the physical stores.
Generally, for retail stores, the proximity

to the customers is highly important. As
such, we are interested in making sure that
the store location is in a place frequented
by PC’s target age group.
4. Foot traffic Does the location have The current strategy of PC is to increase
high foot traffic? Or is it sales and extend outreach. To extend
in a place where outreach, foot traffic of the store location
shoppers will bypass the must be high.
store?
The location also has to have high traffic
Is the location a place of leisure shoppers so that they would have
that people will spend the time to try out the products. This is an
lots of time in and shop? important factor for walk-in conversions.
Or is it a place where
people pass by to transit
to another location or
only stop for a quick
meal?
5. Competition Where are your PC plans to pursue a more aggressive

competitors located? marketing strategy and directly compete
with its major competitors. Thus, PC’s
What is your strategy? new flagship store should be located at a
Do you wish to directly place where most competitors are at.
compete with your
competitors so that your We plotted the store locations of the
customers can do competitors on a map (Appendix F) to find
comparison shopping or the areas that are close to the competitors.
avoid competition that From the map, we found that PC’s
will make marketing competitors are mainly concentrated in
harder? Orchard, Bugis and Dhoby Ghaut.
6. Proximity to other What are the other stores PC should be able to attract shoppers who
businesses and in the location? patronise other food, entertainment,
services Are you able to attract fashion and beauty shops in the mall where
11
and benefit from the their new flagship store is located.
customer traffic
generated by from other However, as shopping malls in Singapore
businesses? often have similar shops and offerings, we
will not evaluate the locations by using
this criteria as there is not much difference
between the locations in this aspect (De
Guzman, 2016).
7. Image of Site What image does the As part of its “Masstige” image, PC is
location give to your looking for a location of prestige.
store? However, the place should not be too high-
end either as they aim to remain affordable
and approachable for the masses.
Based on PC’s criteria, we have shortlisted and evaluated the following locations:
1. Somerset - 313
Factors Evaluation Meet PC’s Requirements?
Rent S$17.50 per sqft.(Appendix D1) ✘ Out of budget as PC has a

budget of $5.55 - $6.39 per sqft.
Demogr Young millennials between the ages 18 and 24. ✘ Within PC’s target segment
aphics but excludes customers ages 25-
35 which are majority of PC’s
customers.
Foot Located right at the exit of Somerset MRT ✔ Meets PC’s requirement of
traffic Station. The mall experienced decent foot traffic high foot traffic in order to
where people will shop around the mall when increase sales and extend
transiting from the MRT station to other outreach.
surrounding malls.
Compet Currently, competitors are not present in the ✘ PC aims to directly compete
ition same mall. The nearest competitors are Clinique, with competitors. The mall does
Origins and Khiel’s at Centrepoint, directly not have any direct competitors.
across Orchard Central.
Image A one-stop mall that attracts young millennials ✔ Meets PC’s criteria as the
of Site between 18 and 26 years old. With the launch of brands opened in the malls have
a series of popular online clothing store such as the same image as PC which is
Love Bonito and The Closet Lover, the mall will that of “Masstige”.For example,
be expecting an increase in young shoppers. Love Bonito you get good
quality clothes at an affordable
12
price, Sony for affordable
electronics appliances and many
others.
2. Somerset - Orchard Central

Rent S$16.92 per sqft. (Appendix D2) ✘ Out of budget as PC has a

Demogr Young Millennials looking for a different ✘ Within PC’s target segment
aphics shopping experience. but excludes customers ages 25-
Usually between the ages 18 and 24 years old. 35 which are majority of PC’s
customers.
Foot The mall was relatively quiet especially on ✔ PC requires a location with
traffic levels 2 and 3 (Wong, 2016). Most of the space high foot traffic. Orchard central
have also been observed to be behind hoardings being a quiet mall, does not meet
or under construction. PC’s requirement.
Competi Currently, competitors are not present in the ✘ PC aims to directly compete
tion same mall. The nearest competitors are with competitors. The mall does
Clinique, Origins and Khiel’s at Centrepoint, not have any direct competitors.
directly across Orchard Central.
Image of Orchard Central is known for its new ✔ Meets PC’s requirement as it
Site architectural and design forms to bring about a will enhance PC’s unique selling
new and sophisticated shopping experience for point of providing customers
their customers. One will be able to see unique with high quality products at
art pieces within the mall such as the tall lean affordable prices.
statue of a shopper from the basement to the
third level. This mall caters unique dining and
shopping experiences with unique restaurants
and boutiques filling up the mall such as dining
at an open air veranda at Tanuki Raw.
Differentiated stalls made the shopping
experience more interesting for the young
millennials and provided a platform for stalls to
express their creativity and unique selling point.
13
3. Somerset - Mandarin Gallery
Rent S$12.02 - S$18.00 per sqft. (Appendix D3) ✘ Out of budget as PC has a
Demogr Young working adults with normal to big ✘ Within PC’s target segment
aphics spending power. Usually between the ages 28 which includes customers ages
and 35. 25-35 which are majority of PC’s
customers. However, it excludes
PC’s customers of ages 18-24.
Foot A slow start for Mandarin Gallery in terms of its ✘ PC requires a location with
traffic attractiveness to the public as many vacancies high foot traffic. The mall does
were observed behind hoardings. Although it not attract the masses and hence
was reported in April 2016 that other than major does not meet PC’s requirement.
brands such as Michael Kors and Victoria
Secret, Mandarin Gallery did not mention what
the shops would be behind those hoardings.
However, the management had insisted that
Mandarin Gallery still has a healthy occupancy
rate of 94%. Besides they are adopting the idea
of inviting online retail stores to have their pop-
up stores opened in the mall. Having pop-up
stores not only allowed the management access
if the stores’ concepts blend in with the image
of the mall, it provides the retailers the
flexibility to ponder over the need of a more
permanent solution. (Seah, Singh, Heng, Woo,
2016)
Competi Mandarin Gallery currently does not have any ✘ PC aims to directly compete
tion of the identified PC’s competitors in the mall. with competitors. The mall does
Nearest competitor is Clinique which is situated not have any direct competitors.
in the Heeren, Robinsons, directly across
Mandarin Gallery.
Image of Mandarin Gallery is a high end mall that attracts ✘ Does not meet PC’s branding
Site shoppers with bigger spending power to of catering quality products at an
purchase quality luxurious products. affordable price to the masses.
Due to the mall’s high-end
image, it may deter some of the
masses to enter the mall to start
purchasing PC’s products.
14
4. Orchard - Plaza Singapura
Rent S$ 15.50 - S$ 27.91 per sqft. (Appendix D4) ✘ Out of budget as PC has a
Demogra Target families, teenagers and young adults. ✔ Meets PC’s target segment of
phics customers ages 18-24 and 25-35.
Foot Located along Orchard Road, the mall has ✔ Meets PC’s requirement of
traffic linkages Dhoby Ghaut MRT interchange station high foot traffic in order to
that is connected with three MRT lines. It has increase sales and extend
an annual traffic of 26 million. outreach.
Competit Khiel’s, L’occtaine, Innisfree, Laniege and ✔ PC aims to directly compete

ion Clinique (in Sephora) are all located within with competitors. Plaza
Plaza Singapura. Singapura has PC’s direct
competitors. Meets PC’s
requirement for direct
competition.
Image of Broad based positioning with a wide range of ✔ Meets PC’s branding of
Site stores, catering to the needs of family and “Masstige”. It is able to reach
friends. out to the masses as the mall has
a wide variety of stores,
attracting the public. Being
broad based, the mall has stores
ranging from affordable to high-
end brands. This meets PC’s
positioning of being affordable
and able to reach out to the
masses.
5. Orchard - Wisma Atria

Rent S$ 10.83 - S$ 20.83 per sqft. (Appendix D5) ✘ Out of budget as PC has a
Demogra Young and trendy, working professionals. ✔ Meets PC’s target segment of
phics customers ages 18-24 and 25-35
who are mostly likely to be
working professionals that are
15
able to afford PC’s products.
Foot Directly linked to Orchard MRT and ✔ Meets PC’s requirement of

traffic neighbouring malls, it has high foot traffic of high foot traffic in order to
25.9 million in 2016. increase sales and extend
outreach.
Competit No competitors are located here. Nearest ✘ PC aims to directly compete

ion competitors are L’occitane, Laneige and with competitors. The mall does
Origins located at ION Orchard. Laneige and not have any direct competitors.
Clinique can be found in ION Orchard’s
Sephora.
Image of For chic and stylish shoppers, Wisma Atria ✔ Meets PC’s branding of
Site offers 100 stores for shoppers to shop in. Stores “Masstige”. The mall has a wide
include mid-to-high end range of international variety of stores, ranging from
labels and unique fashion brands. affordable to high-end brands.
This meets PC’s positioning of
being affordable and able to
reach out to the masses.
6. Orchard - ION
Rent S$35.95 per sqft. (Lim, 2013) ✘ Out of budget as PC has a

Demogra Targeted at professionals, managers, executives ✔ Meets PC’s target segment of

phics and businessmen (PMEBs) of high income. customers ages 18-24 and 25-35.
From JCDecaux Singapore’s report, 48.2% of Being PMEBs, they are able to
the shoppers have a combined household afford PC’s products. However,
income of more than $7,000. (JCDecaux PMEBs might go for high-end
Singapore Mallscape, n.d.) brands since they have a high
income.
Foot ION Orchard is one of the top shopping malls ✔ Meets PC’s requirement of
traffic listed in Forbes. Linked with Orchard MRT,the high foot traffic in order to
mall has a high foot traffic of 4.9million increase sales and extend
monthly which adds up to 58.8million annually. outreach.
Competit L’occitane, Laneige, Origins have stores ✔ Meets PC’s requirement as

ion located here. Laneige and Clinique can be direct competitors are located in
found in Sephora. the mall. Enables PC to compete
directly.
16
Image of ION Orchard has six flagship stores from the ✔ Meets PC’s requirement as it
Site world’s top luxury brands. It won the Best aims to open a flagship store.
Luxury Shopping Award by People's Choice With existing flagship stores in
Asia in 2016. It also has 400 stores for shoppers the mall, it coincides with PC
to explore, from international labels to popular store’s purpose of being a
street brands. flagship store. The mall has a
wide variety of stores ranging
from affordable brands like
Daiso to high-end fashion labels.
This meets PC’s positioning
“Masstige” as the mall has a
level of prestige and has
affordable brands located in
there as well.
7. Orchard - Scotts Square

Rent S$ 5.36 - S$ 8.46 per sqft. (Appendix D6) ✔ Meets PC’s budget of $5.55 -
$6.39 per sqft.
Demogra Targeted at professional women. ✔ Meets PC’s target segment of

phics customers ages 18-24 and 25-35.
Being professional women, they
are able to afford PC products.
However, as they have a higher
income, they might purchase
from high-end brands instead.
PC has male customers and
might deter them from visiting
the mall.
Foot Located at the junction of Orchard Road and ✔ Meets PC’s requirement of
traffic Scotts Road, Scotts Square has high foot traffic high foot traffic in order to
as it is also located between luxury hotels, the increase sales and extend
Grand Hyatt and Marriott hotels. outreach.
Competit Laneige, Clinique and Origins are located in ✔ Meets PC’s requirement as
ion Isetan in Scotts Square. direct competitors are located in
the mall. Enables PC to compete
directly.
Image of High-end boutique mall with designer brands ✘ Does not meet PC’s branding
Site and specialty services. of catering quality products at an
17
affordable price to the masses.
Being a high-end boutique mall,
it may deter customers from
visiting the mall.
8. Bugis - Bugis Junction

$6.39 per sqft.
Demogra A 2015 study by AdNear showed that ages 16 ✘ Within PC’s customer target
phics to 25 shop the most at Bugis Junction. segment ages 18-24. However, it
excludes majority of customers
ages 25-35.
Foot Bugis Junction has direct linkages with Bugis ✔ Meets PC’s requirement of
traffic MRT and has many public buses. It has an high foot traffic in order to
annual shopper traffic of 39.5 million. increase sales and extend
Study by AdNear showed that Bugis Junction outreach.
has the third highest foot traffic during GSS in
2015. (“Orchard Road has highest foot traffic
during Great Singapore Sale: Study”, 2015)
Competit Innisfree, Khiel’s and Laneige are located in ✔ Meets PC’s requirement as
ion Bugis Junction. Clinique and Origins are direct competitors are located in
located in BHG. the mall. Enables PC to compete
directly.
Image of Bugis Junction is a modern fashion mall with a ✔ In line with PC’s branding of
Site variety of dining options for young adults and “Masstige”. Able to reach target
professionals. segment well and remain
affordable for its target segment.
9. Bugis - Raffles City

$6.39 per sqft.
Demogra Ages 26 to 35 shopped the most at Raffles ✔ PC’s majority of customers

phics City, shown by a study done by AdNear in ages 25-35. However, it excludes
2015. customers ages 18-24.
18
Foot Located in Singapore’s Central Business ✔ Meets PC’s requirement of
traffic District (CBD) with direct linkages to City high foot traffic in order to
Hall MRT and Esplanade MRT, Raffles City increase sales and extend
has high foot traffic. As of 31 December 2015, outreach.
Raffles City has a shopper traffic of
33.8million.
Study by AdNear showed that Raffles City has
the second highest foot traffic during GSS in
2015. (“Orchard Road has highest foot traffic
during Great Singapore Sale: Study”, 2015)
Competiti L’occitane has a store in Raffles City. Clinique ✔ Enables PC to compete

on and Origins are located in Robinsons in the directly with competitors in the
mall. mall.
Image of Prime landmark and mixed-use integrated ✔ PC is able to reach out to its
Site development located in the CBD area. target segment.
As Raffles City meets all of PC’s requirements, we recommend it as the new store location for
PC’s flagship store. Although the demographics of raffles city only has customers age 25-35, this
would be sufficient as majority of PC’s customers are within this age range.
19
Appendix D1 – Rental Prices of Stores in Somerset 313
Website: http://www.commercialguru.com.sg/listing/20186444/for-rent-313-somerset
Website: http://www.stproperty.sg/commercial-directory/313%40somerset-commercial/view-
listing/for-rent/10013
20
Appendix D2 – Rental Prices of Stores in Orchard Central
Website: http://www.commercialguru.com.sg/listing/18206618/for-rent-orchard-central
21
Appendix D3 – Rental Prices of Stores in Mandarin Gallery
Website: http://www.commercialguru.com.sg/project-listings/mandarin-gallery-19785/rent/1
22
Appendix D4 – Rental Prices of Stores in Plaza Singapura
Website: http://www.commercialguru.com.sg/project-listings/plaza-singapura-20004
23
Appendix D5 – Rental Prices of Stores in Wisma Atria
Website: http://www.commercialguru.com.sg/project-listings/wisma-atria-20464
24
Appendix D6 – Rental Prices of Stores in Scotts Square
Website: http://www.squarefoot.com.sg/trends-and-analysis/residential?p=scotts-square
25
Appendix D7 – Rental Prices of Stores in Bugis Junction
Website: http://www.squarefoot.com.sg/trends-and-analysis/non-residential?p=parco-bugis-
junction
26
Appendix D8 – Rental Prices of Stores in Raffles City
Website: http://www.squarefoot.com.sg/trends-and-analysis/non-residential?p=raffles-city-
shopping-centre
27
Appendix E – Customer Locations in Singapore
Figure 1: Customer Locations in Singapore
28
Figure 2: Zoomed-in Image of Customer Locations in Singapore
29
Appendix F – Competitors’ Locations in Singapore
Distributor Store Name Shopping Mall Name Postal Code

Khiel’s Khiel’s Vivocity 098585
Khiel’s Tangs Mall 238864
Khiel’s Plaza Singapura 238839
Khiel’s Centrepoint 238843
Khiel’s Ngee Ann City 238873
Khiel’s Tampines Mall 529510
Khiel’s Suntec City 038983
Khiel’s Bugis Junction 188021
Khiel’s T Galleria by DFS 228220
Khiel’s Great World City 237994
Khiel’s Robinsons Raffles City 179103
L'occitane L'occitane Ngee Ann City 238872
Group L'occitane ION Orchard 238801
L'occitane Plaza Singapura 238839
L'occitane Vivocity 098585
L'occitane Suntec City 038983
L'occitane Raffles City 179103
Amore Pacific Innisfree Tampines Mall 529510
Innisfree Ngee Ann City 238872
Innisfree Jem 608549
Innisfree Jurong Point 648886
Innisfree Bugis Junction 188021
Innisfree Plaza Singapura 238839
Innisfree Vivocity 098585
Laniege Bugis Junction 188024
Laniege Bugis Plus 188067
Laniege Great World City 237994
Laniege ION Orchard 238801
Laniege ION Orchard (Sephora) 238801
Laniege NEX (Isetan) 556083
Laniege Scotts (Isetan) 238868
Laniege JEM (Sephora) 608549
Laniege Jurong Point 548886
Laniege MBS (Sephora) 018972
Laniege The Paragon (Metro) 238859
Laniege Causeway Point (Metro) 738099
Laniege NEX (Sephora) 556083
Laniege Ngee Ann City (Sephora) 238872
Laniege Parkway Parade 449269
30
Laniege Plaza Singapura 238829
Estee Lauder Clinique Bugis Junction (BHG) 188024
Clinique Centrepoint (Metro) 238843
Clinique Ngee Ann City (Sephora) 238872
Clinique Great World City (Sephora) 237994
Clinique MBS (Sephora) 018972
Clinique Vivocity (Sephora) 098585
Clinique Bugis Plus (Sephora) 188067
Clinique Plaza Singapura (Sephora) 238829
Clinique JEM (Sephora) 608549
Clinique Suntec City (Sephora) 038983
Clinique NEX (Sephora) 556083
Clinique Tampines 1 (Sephora) 529536
Clinique ION Orchard (Sephora) 238801
Clinique Causeway Point (Metro) 738099
Clinique Parkway Parade (Isetan) 449269
Clinique Scotts (Isetan) 228209
Clinique NEX (Isetan) 556083
Clinique Tampines Mall (Isetan) 529510
Clinique Paragon (Metro) 238859
Clinique JEM (Robinsons) 608549
Clinique Orchard (Robinsons) 238855
Clinique Raffles City (Robinsons) 179103
Clinique Takashimaya 238873
Clinique Tangs Plaza (Tangs) 238864
Clinique Vivocity (Tangs) 098585
Origins Scotts (Isetan) 228209
Origins ION Orchard 238801
Origins Paragon (Metro) 238859
Origins The Heeren (Robinsons) 238855
Origins Centrepoint 238843
Origins Bugis Junction (BHG) 188024
Origins Raffles City (Robinsons) 179103
Origins JEM (Robinsons) 608549
Origins Vivocity (Tangs) 098585
Origins Causeway Point (Metro) 738099
31
Figure 1: Competitors’ Locations in Singapore
32
Figure 2: Zoomed- in Image of Competitors’ Locations in Area here Competitors Are Concentrated
*Note that some competitors have stores in the same locations and it is shown as one dot in the map as they are overlapping.
33
Appendix G - Profitability Analysis
To determine whether or not to discontinue a product, we should consider the following factors:
(1) The profitability of the product

(2) The product’s association with other high-performing products
(3) The product’s importance in PC’s marketing and branding strategy
We did a profitability analysis based on the total quantities of each product sold through the BC
retail, FP retail and online store channels for the period from January 2016 to December 2016. We
are not taking into account the effect of promotions so we used the full retail price and did not
consider units sold in bundles in our analysis. Due to the limited cost information that we have,
we are unable to break down the costs of each product to fixed and variable costs to determine
their contribution margins for a more thorough analysis. Hence, we are conducting a simplified
analysis by making the following assumptions:
● The profit margin for all items is 50%

● Each product is ordered from the suppliers only once in the year with a Minimum Order
Quantity (MOQ)
● No orders for the product will be made if there is no demand for it
● No inventory holding constraints or costs
These assumptions are very generous. Therefore, a low or negative profitability calculated using
these assumptions will suggest that the product is performing very poorly on the market and should
be discontinued to prevent further losses to PC.
To calculate the profitability of the product, we deducted the product cost to the revenue generated
by the product. The revenue is calculated by multiplying the number of units sold with the price
of the product. Based on the 50% profit margin, the cost is half of the revenue if the total number
of units sold is equal or greater than the MOQ for the product. However, if the total quantity of
units is lower than the MOQ, we will use the MOQ to estimate the cost instead as that is the number
PC will have to order from the supplier to fulfil the demand.
34
The detailed results of our calculations can be found in Appendix H.
As a general rule, we have decided that products with zero or negative profits should be
discontinued. However, depending on the product’s impact on the demand of other products as
well as PC’s larger branding and marketing strategy, there are several unprofitable products that
we have decided to keep. Using our association analysis done in Appendix A, we also checked
that these products were not strongly associated with any other product and thus are satisfied that
the discontinuation of these products will not affect the sales of other more profitable SKUs.
Discontinued Products:
Category Product Product Name Reasons to
SKU Discontinue
Body care Bath 8760 PC4Men Body Wash Loss of $348

Shampoo and
Body wash
Makeup - Prep 91580* Resist Smoothing Primer Serum SPF 30 Loss of $1032
Serum &
Treatment
Makeup - Powder 92063 Gorgeous on the Go - Make Up Palette Loss of $32.50
Makeup - 91501* Resist Anti-Aging Serum Foundation Loss of $24.50

Foundation (Matt 0)*
91511* Resist Anti-Aging Serum Foundation Loss of $24.50

(Matt 1)*

(Matt 2)*

(Matt 3)*

(Matt 4)*
35
(Matt 5)*

(Matt 6)*

(Matt 7)*
*Products not sold in Singapore
The Travel Size products listed below are chosen to be discontinued because:
1) The sales of travel size products are not doing very well
2) Sample size products are substituting travel size products for travel purposes.
The travel size products which are chosen to be terminated below have either made a loss or did
not make any profit or loss. This discontinuation will help the company to save on inventory costs
as well as expenditure costs.
Discontinued Products:
Product SKU Product Name Reasons to
Discontinue
1907 Skin Perfecting 8% AHA Gel Loss of $26
3257 Skin Recovery Super Antioxidant Concentrate Serum Loss of $1020
3357 Skin Balancing Super Antioxidant Concentrate Serum Loss of $1125
7607 Resist Optimal Results Hydrating Cleanser Loss of $720
7617 Resist Barrier Repair Moisturizer Loss of $1170
7647 Resist Super Antioxidant Concentrate Serum Loss of $795
7667 Resist Daily Smoothing Treatment 5% AHA (Glycolic Loss of $705

Acid)
7687 Resist Cellular Defense Daily Moisturizer SPF 25 Loss of $720
7697 Resist Anti-Aging Clear Skin Hydrator 0 profits
7717 Resist Intensive Wrinkle-Repair Retinol Serum Loss of $420
36
7747 Resist Ultra-Light Super Antioxidant Concentrate Loss of $330
Serum
7847 Resist Moisture Renewal Oil Booster Loss of $688
7857 Resist Intensive Vitamin C Spot Treatment Loss of $756
7867 Resist Hyaluronic Acid Booster Loss of $54
8707 PC4Men Face Wash Loss of $816
8717 PC4Men Shave Loss of $816
8727 PC4Men Soothe + Smooth Treatment 2% BHA Loss of $1207

(Salicylic Acid)
8737 PC4Men Daytime Protect Loss of $900
8747 PC4Men Nighttime Repair Loss of $930
91587* Resist Smoothing Primer Serum SPF 30* Loss of $360

*Products not sold in Singapore
The products listed below are products that we have decided to keep despite their unprofitability
(the exceptions to the general rule):
Products Kept:
Product SKU Product Name Reasons to Keep
9945 The Best Skin of Your Life Loss of $28.

Starts Here Book written by founder, Paula Begoun,
which provides customers with helpful
advice on skincare.
This product should be kept as it is part of
PC’s branding and marketing strategy to
help customers understand and find
solutions tailored for their own skin
problems.
37
For the samples listed below, we have generally chosen not to discontinue them despite their
unprofitability as:
1) They are used as marketing tools for new customers to be introduced to PC’s products.
2) They are used to introduce a different range or type of product to existing customers.
3) Low profitability was only due to the high minimum order requirement for sample size
products.
4) The respective original size products are making a decent profit which shows that these
sample size can be used to attract and convert more clients.
Products Kept:
Product SKU Product Name Reasons to Keep
1059 Skin Recovery Softening Making a loss of $72 but the original sized
Cream Cleanser bottle is making a profit of $1,785.00 for the
small bottle and $2,325.00 for the big bottle.
1259 Skin Recovery Enriched Making a loss of $79.50 but the original
Calming Toner sized bottle is making a profit of $3,281.00.
1469 Skin Recovery Daily Making a loss of $97.50 but the original
Moisturizing Lotion SPF30 sized bottle is making a profit of $2,835.00.
1569 Skin Balancing Ultra-Sheer Making a loss of $12 but the original size
Daily Defense SPF 30 bottle is making a profit of $5,313.00.
1869 Skin Recovery Replenishing Making a loss of $4.50 but the original size
Moisturizer bottle is making a profit of $5,838.00.
2059 Skin Perfecting 2% BHA Making a loss of $24 but the original size
(Salicylic Acid) Lotion bottle is making a profit of $4,902.00.
2769 Radiance Renewal Whitening Making a loss of $187.50 but the original
Mask size bottle is making a profit of $2,233.00.
3109 Gentle Touch Makeup Making a loss of $129 but the original size
Remover bottle is making a profit of $1,950.00.
3259 Skin Recovery Super Making a loss of $123 but the original size
Antioxidant Concentrate bottle is making a profit of $2,448.00.
Serum
3359 Skin Balancing Super Making a loss of $67.50 but the original size
Antioxidant Mattifying bottle is making a profit of $3,876.00.
Concentrate Serum
3609 Shine Stopper Instant Matte Making a loss of $160.50 but the original
Finish size bottle is making a profit of $4,122.00.
38
5009 All Over Hair & Body Making a loss of $156 but the original size
Shampoo bottle is making a profit of $2,073.50.
5209 Smooth Finish Conditioner Making a loss of $153 but the original size
bottle is making a profit of $536.50.
5569 Clinical Ultra-Rich Soothing Making a loss of $153 but the original size
Body Butter bottle is making a profit of $1,290.50.
5709 Resist Weightless Body Making a loss of $60 but the original size
Lotion 2% BHA (Salicylic bottle is making a profit of $7,402.50.
Acid)
5579 Clinical Ultra-Rich Making a loss of $123 but the original size
5809 Resist Retinol Skin- Making a loss of $300 but the original size
Smoothing Body Treatment bottle is making a profit of $2,162.00.
5909 Resist Skin Revealing Body Making a loss of $142.50 but the original
Lotion 10% AHA (Glycolic size bottle is making a profit of $5,062.50.
Acid)
7609 Resist Optimal Results Making a loss of $141 but the original size
Hydrating Cleanser bottle is making a profit of $5,364.00.
7619 Resist Barrier Repair Making a loss of $132 but the original size
7629 Resist Triple-Action Dark Making a loss of $250 but the original size
Spot Eraser 7% AHA bottle is making a profit of $1,906.50.
(Glycolic Acid)
7639 Resist Triple-Action Dark Making a loss of $222.50 but the original
Spot Eraser 2% BHA size bottle is making a profit of $1,742.50.
(Salicylic Acid)
7649 Resist Super Antioxidant Making a loss of $242.50 but the original
Concentrate Serum size bottle is making a profit of $5,610.00.
7669 Resist Daily Smoothing Making a loss of $115.50 but the original
Treatment 5% AHA (Glycolic size bottle is making a profit of $3,366.00.
Acid)
7679 Resist Advanced Making a loss of $84 but the original size
Replenishing Toner bottle is making a profit of $5,795.00.
7689 Resist Cellular Defense Daily Making a loss of $144 but the original size
39
Moisturizer SPF 25 bottle is making a profit of $2,472.00.
7699 Resist Anti-Aging Clear Skin Making a loss of $39 but the original size
Hydrator bottle is making a profit of $9,792.00.
7719 Resist Intensive Wrinkle- Making a loss of $15 but the original size
Repair Retinol Serum bottle is making a profit of $6,630.00.
7729 Resist Pure Radiance Skin Making a loss of $25 but the original size
Brightening Treatment bottle is making a profit of $5,538.50.
7769 Resist Super-Light Daily Making a loss of $37.50 but the original size
Wrinkle Defense SPF 30 bottle is making a profit of $12,168.
7789 Resist Weightless Advanced Making a loss of $84 but the original size
Replenishing Toner bottle is making a profit of $5,795.
7799 Resist Weekly Retexturizing Making a loss of $250 but the original size
Foaming Treatment 4% BHA bottle is making a profit of $6,132.50.
(Salicylic Acid)
7809 Resist Youth-Extending Daily Making a loss of $48 but the original size
Mattifying Fluid SPF 50 bottle is making a profit of $9,504.
7819 Resist Intensive Repair Making a loss of $86 but the original size
Cream bottle is making a profit of $4,488.
7829 Resist Daily Pore-Refining Making a loss of $10 but the original size
Treatment 2% BHA (Salicylic bottle is making a profit of $19,440.
Acid)
7839 Resist Perfectly Balanced Making a loss of $86 but the original size
Foaming Cleanser bottle is making a profit of $8,784.
7969 Resist Whitening Essence Making a loss of $218 but the original size
bottle is making a profit of $1,292.
8709 PC4Men Face Wash Making a loss of $144 but the original size
8719 PC4Men Shave Making a loss of $154.50 but the original

size bottle is making a profit of $780.
8729 PC4Men Soothe + Smooth Making a loss of $138 but the original size
Treatment 2% BHA (Salicylic bottle is making a profit of $3,816.
Acid)
8749 PC4Men Nighttime Repair Making a loss of $114 but the original size
40
8509 Earth Sourced Perfectly Making a loss of $147 but the original size
Natural Cleansing Gel bottle is making a profit of $1,700.
8519 Earth Sourced Purely Natural Making a loss of $133.50 but the original
Refreshing Toner size bottle is making a profit of $1,400.
8529 Earth Sourced Antioxidant- Making a loss of $112.50 but the original
Enriched Natural Moisturizer size bottle is making a profit of $1,617.
9109 Calm Sensitive 1% BHA Making a loss of $70.50 but the original size
(Salicylic Acid) Lotion bottle is making a profit of $3,340.
9119 Calm Sensitive Cleanser Making a loss of $142.50 but the original
(Normal / Dry) size bottle is making a profit of $1,350.
9129 Calm Sensitive Toner Making a loss of $145.50 but the original
(Normal / Dry) size bottle is making a profit of $833.
9139 Calm Sensitive Daytime Making a loss of $124.50 but the original
Moisturizer SPF 30 (Normal / size bottle is making a profit of $1,560.
Dry)
9149 Calm Sensitive Nighttime Making a loss of $94.50 but the original size
Moisturizer (Normal / Dry) bottle is making a profit of $2,232.
9159 Calm Sensitive Cleanser Making a loss of $96 but the original size
(Oily / Combination) bottle is making a profit of $1,458.
9169 Calm Sensitive Toner (Oily / Making a loss of $118.50 but the original
Combination) size bottle is making a profit of $1,615.
9179 Calm Sensitive Daytime Making a loss of $21 but the original size
Moisturizer SPF 30 (Oily / bottle is making a profit of $2,280.
Combination)
9189 Calm Sensitive Nighttime Making a loss of $67.50 but the original size
Moisturizer (Oily / bottle is making a profit of $4,560.
Combination)
Based on our analysis in Appendix U, we are also recommending the discontinuation of products
which have a recommended safety stock level of zero. This is because the forecasted demand for
these products in the future are too low to justify keeping stock and using inventory space for these
products. The products which have a calculated safety stock level of zero are the 11 SKUs above
that we have decided to discontinue due to having zero or negative profitability as well as the four
SKUs below:
41
Product SKU Product Name
91641 Resist Flawless Finish Pressed Powder (Porcelain/Fair)
91651 Resist Flawless Finish Pressed Powder (Fair/Light)
91661 Resist Flawless Finish Pressed Powder (Light/Medium)
91671 Resist Flawless Finish Pressed Powder (Medium/Tan)
42
Appendix H - Profitability Table
SKU Product Name Price Onlin BC FP Total Total Min Order Costs Profits
e Annual Annual Annual Annual Quantity
Annu Total Total Demand Revenue
al
Total
Facial Cleanser (Using the generous assumption that
only order once per year)
1000 Moisture Boost One Step Face $34.00 44 31 9 84 $2,856.00 36 $1,428.00 $1,428.00
Cleanser
1001 Moisture Boost One Step Face $50.00 44 26 4 74 $3,700.00 36 $1,850.00 $1,850.00
Cleanser
1050 Skin Recovery Softening Cream $34.00 52 48 5 105 $3,570.00 36 $1,785.00 $1,785.00
Cleanser
1051 Skin Recovery Softening Cream $50.00 52 37 4 93 $4,650.00 36 $2,325.00 $2,325.00
Cleanser
1100 Hydralight One Step Face Cleanser $34.00 40 35 8 83 $2,822.00 36 $1,411.00 $1,411.00
1101 Hydralight One Step Face Cleanser $50.00 82 51 7 140 $7,000.00 36 $3,500.00 $3,500.00
1150 Skin Balancing Oil-Reducing $34.00 197 122 28 347 $11,798.00 36 $5,899.00 $5,899.00
Cleanser
1151 Skin Balancing Oil-Reducing $50.00 159 88 16 263 $13,150.00 36 $6,575.00 $6,575.00
Cleanser
6000 Clear Acne Pore Normalizing $27.00 471 257 58 786 $21,222.00 48 $10,611.00 $10,611.0
Cleanser 0
7600 Resist Optimal Results Hydrating $36.00 156 110 32 298 $10,728.00 48 $5,364.00 $5,364.00
Cleanser
7830 Resist Perfectly Balanced Foaming $36.00 297 150 41 488 $17,568.00 48 $8,784.00 $8,784.00
Cleanser
8500 Earth Sourced Perfectly Natural $34.00 58 24 18 100 $3,400.00 40 $1,700.00 $1,700.00
Cleansing Gel
8700 PC4Men Face Wash $30.00 117 57 13 187 $5,610.00 48 $2,805.00 $2,805.00
8710 PC4Men Shave $20.00 44 31 3 78 $1,560.00 48 $780.00 $780.00
9110 Calm Sensitive Cleanser (Normal / $36.00 36 32 7 75 $2,700.00 48 $1,350.00 $1,350.00
Dry)
9150 Calm Sensitive Cleanser (Oily / $36.00 54 20 7 81 $2,916.00 48 $1,458.00 $1,458.00
Combination)
Toner
1250 Skin Recovery Enriched Calming $34.00 103 74 16 193 $6,562.00 48 $3,281.00 $3,281.00
Toner
43
1350 Skin Balancing Pore-Reducing Toner $34.00 389 255 54 698 $23,732.00 48 $11,866.00 $11,866.0
0
7670 Resist Advanced Replenishing Toner $38.00 172 106 27 305 $11,590.00 48 $5,795.00 $5,795.00
7780 Resist Weightless Advanced $38.00 350 212 31 593 $22,534.00 48 $11,267.00 $11,267.0
Repairing Toner 0
8510 Earth Sourced Purely Natural $35.00 47 24 9 80 $2,800.00 56 $1,400.00 $1,400.00
Refreshing Toner
9120 Calm Sensitive Toner (Normal / Dry) $34.00 30 17 2 49 $1,666.00 48 $833.00 $833.00
9160 Calm Sensitive Toner (Oily / $34.00 57 32 6 95 $3,230.00 48 $1,615.00 $1,615.00
Combination)
Exfoliator
1900 Skin Perfecting 8% AHA (Glycolic $43.00 182 129 26 337 $14,491.00 35 $7,245.50 $7,245.50
Acid) Gel
2010 Skin Perfecting 2% BHA (Salicylic $43.00 1084 583 186 1853 $79,679.00 36 $39,839.50 $39,839.5
Acid) Liquid 0
Acid) Gel 0
Acid) Lotion
6200 Clear Regular Strength Acne $41.00 272 148 29 449 $18,409.00 35 $9,204.50 $9,204.50
Exfoliating Treatment 2% BHA
(Salicylic Acid)
6210 Clear Extra Strength Acne Exfoliating $43.00 275 169 28 472 $20,296.00 35 $10,148.00 $10,148.0
Treatment 2% BHA (Salicylic Acid) 0
7650 Resist Weekly Resurfacing $55.00 117 64 15 196 $10,780.00 48 $5,390.00 $5,390.00
Treatment 10% AHA (Glycolic Acid)
7660 Resist Daily Smoothing Treatment $51.00 75 52 5 132 $6,732.00 48 $3,366.00 $3,366.00
5% AHA (Glycolic Acid)
7730 Resist BHA 9 (Salicylic Acid) $61.00 312 174 42 528 $32,208.00 143 $16,104.00 $16,104.0
0
7790 Resist Weekly Retexturizing $55.00 141 64 18 223 $12,265.00 24 $6,132.50 $6,132.50
Foaming Treatment 4% BHA
(Salicylic Acid)
7820 Resist Daily Pore-Refining Treatment $48.00 473 289 48 810 $38,880.00 99 $19,440.00 $19,440.0
2% BHA (Salicylic Acid) 0
8720 PC4Men Soothe + Smooth $48.00 94 58 7 159 $7,632.00 100 $3,816.00 $3,816.00
Treatment 2% BHA (Salicylic Acid)
9100 Calm Sensitive 1% BHA Lotion $40.00 98 51 18 167 $6,680.00 35 $3,340.00 $3,340.00
Serum & Treatment
3250 Skin Recovery Super Antioxidant $51.00 66 42 5 113 $5,763.00 130 $3,315.00 $2,448.00
Concentrate Serum
44
3350 Skin Balancing Super Antioxidant $51.00 94 46 12 152 $7,752.00 130 $3,876.00 $3,876.00
Mattifying Concentrate Serum
3700 Calm Sensitive Serum $51.00 89 57 7 153 $7,803.00 48 $3,901.50 $3,901.50
6100 Clear Regular Strength Acne Cream $29.00 169 73 25 267 $7,743.00 63 $3,871.50 $3,871.50
2.5 BP
6110 Clear Extra Strength Acne Cream 5 $30.00 130 81 9 220 $6,600.00 63 $3,300.00 $3,300.00
BP
7620 Resist Triple-Action Dark Spot $41.00 59 30 4 93 $3,813.00 72 $1,906.50 $1,906.50
Eraser 7% AHA (Glycolic Acid)
Lotion
7630 Resist Triple-Action Dark Spot $41.00 57 19 9 85 $3,485.00 72 $1,742.50 $1,742.50
Eraser 2% BHA (Salicylic Acid) Gel
7640 Resist Super Antioxidant $55.00 114 69 21 204 $11,220.00 130 $5,610.00 $5,610.00
Concentrate Serum
7710 Resist Intensive Wrinkle-Repair $60.00 133 70 18 221 $13,260.00 24 $6,630.00 $6,630.00
Retinol Serum
7720 Resist Pure Radiance Skin $53.00 128 66 15 209 $11,077.00 100 $5,538.50 $5,538.50
Brightening Treatment
7740 Resist Ultra-Light Super Antioxidant $55.00 331 172 40 543 $29,865.00 130 $14,932.50 $14,932.5
Concentrate Serum 0
7770 Resist C15 Super Booster $68.00 577 353 81 1011 $68,748.00 36 $34,374.00 $34,374.0
0
7840 Resist Moisture Renewal Oil Booster $56.00 67 47 6 120 $6,720.00 36 $3,360.00 $3,360.00
7850 Resist Intensive Vitamin C Spot $88.00 84 59 6 149 $13,112.00 99 $6,556.00 $6,556.00
Treatment
7860 Resist Hyaluronic Acid Booster $74.00 197 126 22 345 $25,530.00 36 $12,765.00 $12,765.0
0
7870 Resist 1% Retinol Booster $76.00 118 69 7 194 $14,744.00 36 $7,372.00 $7,372.00
7910 Resist Skin Firming Line Minimizer $76.00 83 58 7 148 $11,248.00 24 $5,624.00 $5,624.00
7960 Resist Whitening Essence $68.00 28 7 3 38 $2,584.00 36 $1,292.00 $1,292.00
7980 Resist 10% Niacinamide Booster $61.00 278 123 18 419 $25,559.00 36 $12,779.50 $12,779.5
0
8010 Clinical 1% Retinol Treatment $88.00 205 126 15 346 $30,448.00 24 $15,224.00 $15,224.0
0
Sunscreen
1460 Skin Recovery Daily Moisturizing $42.00 77 49 9 135 $5,670.00 48 $2,835.00 $2,835.00
Lotion SPF 30
1560 Skin Balancing Ultra-Sheer Daily $42.00 155 78 20 253 $10,626.00 48 $5,313.00 $5,313.00
Defense SPF 30
1720 Hydralight Shine-Free Daily Mineral $42.00 77 65 10 152 $6,384.00 48 $3,192.00 $3,192.00
Complex SPF 30
45
6130 Clear Ultra-Light Daily Mattifying $48.00 118 73 12 203 $9,744.00 48 $4,872.00 $4,872.00
Fluid SPF 30
7680 Resist Cellular Defense Daily $48.00 57 39 7 103 $4,944.00 48 $2,472.00 $2,472.00
Moisturizer SPF 25
7760 Resist Super-Light Daily Wrinkle $48.00 291 192 24 507 $24,336.00 24 $12,168.00 $12,168.0
Defense SPF 30 0
7800 Resist Youth-Extending Daily $48.00 227 145 24 396 $19,008.00 48 $9,504.00 $9,504.00
Hydrating Fluid SPF 50
8730 PC4Men Daytime Protect SPF 30 $36.00 68 45 6 119 $4,284.00 24 $2,142.00 $2,142.00
9130 Calm Sensitive Daytime Moisturizer $48.00 37 22 6 65 $3,120.00 48 $1,560.00 $1,560.00
SPF 30 (Normal / Dry)
9170 Calm Sensitive Daytime Moisturizer $48.00 54 29 12 95 $4,560.00 48 $2,280.00 $2,280.00
SPF 30 (Oily / Combination)
Moisturizer
1860 Skin Recovery Replenishing $42.00 159 104 15 278 $11,676.00 48 $5,838.00 $5,838.00
Moisturzer
3400 Skin Balancing Invisible Finish $42.00 324 175 45 544 $22,848.00 48 $11,424.00 $11,424.0
Moisture Gel 0
3500 Moisture Boost Hydrating Treatment $42.00 120 74 17 211 $8,862.00 48 $4,431.00 $4,431.00
Cream
5570 Clinical Ultra-Rich Moisturier $48.00 27 18 4 49 $2,352.00 48 $1,176.00 $1,176.00
7610 Resist Barrier Repair Moisturizer $48.00 147 79 13 239 $11,472.00 35 $5,736.00 $5,736.00
7810 Resist Intensive Repair Cream $48.00 105 70 12 187 $8,976.00 24 $4,488.00 $4,488.00
7690 Resist Anti-Aging Clear Skin $48.00 235 145 28 408 $19,584.00 35 $9,792.00 $9,792.00
Hydrator
8520 Earth Sourced Antioxidant-Enriched $42.00 40 31 6 77 $3,234.00 48 $1,617.00 $1,617.00
Natural Moisturizer
8740 PC4Men Nighttime Repair $48.00 96 50 9 155 $7,440.00 24 $3,720.00 $3,720.00
9140 Calm Sensitive Nighttime Moisturizer $48.00 56 29 8 93 $4,464.00 48 $2,232.00 $2,232.00
(Normal / Dry)
9180 Calm Sensitive Nighttime Moisturizer $48.00 106 69 15 190 $9,120.00 48 $4,560.00 $4,560.00
(Oily / Combination)
Mask
2750 Skin Balancing Oil-Absorbing Mask $37.00 76 40 4 120 $4,440.00 48 $2,220.00 $2,220.00
2800 Skin Recovery Hydrating Treatment $37.00 114 67 12 193 $7,141.00 48 $3,570.50 $3,570.50
Mask
2760 Radiance Renewal Whitening Mask $58.00 54 18 5 77 $4,466.00 48 $2,233.00 $2,233.00
Eye
Serum & Treatment
46
7900 Resist Anti-Aging Eye Cream $48.00 202 115 30 347 $16,656.00 99 $8,328.00 $8,328.00
Lip
Serum & Treatment
5500 Lip & Body Treatment Balm $21.00 49 20 2 71 $1,491.00 10 $745.50 $745.50
Sunscreen
2560 Lipscreen SPF 50 $10.00 56 23 6 85 $850.00 10 $425.00 $425.00
8750 PC4Men Lip Balm SPF 50 $10.00 15 5 0 20 $200.00 10 $100.00 $100.00
Body Care
Bath
Shampoo & Body Wash
5000 All Over Hair & Body Shampoo $29.00 82 45 16 143 $4,147.00 45 $2,073.50 $2,073.50
5200 Smooth Finish Conditioner $29.00 24 12 5 41 $1,189.00 45 $652.50 $536.50
8760 PC4Men Body Wash $29.00 2 3 1 6 $174.00 36 $522.00 -$348.00
Body
Exfoliator
5700 Resist Weightless Body Lotion 2% $45.00 194 96 39 329 $14,805.00 48 $7,402.50 $7,402.50
BHA (Salicylic Acid)
5900 Resist Skin Revealing Body Lotion $45.00 128 77 20 225 $10,125.00 48 $5,062.50 $5,062.50
6240 Clear Acne Body Spray 2% BHA $41.00 135 61 17 213 $8,733.00 48 $4,366.50 $4,366.50
(Salicylic Acid)
Sunscreen
2320 Extra Care Non-Greasy Sunscreen $30.00 96 71 7 174 $5,220.00 36 $2,610.00 $2,610.00
SPF 50
2330 Sun Care Sunscreen Spray SPF 43 $41.00 20 12 3 35 $1,435.00 48 $984.00 $451.00
Moisturizer
5560 Clinical Ultra-Rich Soothing Body $29.00 54 28 7 89 $2,581.00 48 $1,290.50 $1,290.50
Butter
7880 Resist Body Oil Spray $41.00 26 12 2 40 $1,640.00 48 $984.00 $656.00
5800 Resist Retinol Skin-Smoothing Body $46.00 54 33 7 94 $4,324.00 48 $2,162.00 $2,162.00
Treatment
Makeup
Prep
47
Serum & Treatment
3600 Shine Stopper Instant Matte Finish $36.00 140 76 13 229 $8,244.00 100 $4,122.00 $4,122.00
91580 Resist Smoothing Primer Serum SPF $43.00 0 0 0 0 $0.00 48 $0.00 $0.00
30
Face
Makeup Remover
3100 Gentle Touch Makeup Remover $25.00 84 63 9 156 $3,900.00 35 $1,950.00 $1,950.00
Foundation
91501 Resist Anti-Aging Serum Foundation $49.00 0 0 0 0 $0.00 1 $0.00 $0.00
(Matt 0)
(Matt 1)
(Matt 2)
(Matt 3)
(Matt 4)
(Matt 5)
(Matt 6)
(Matt 7)
Powder
91641 Resist Flawless Finish Pressed $24.00 0 0 0 0 $0.00 $0.00 $0.00
Powder (Porcelain/Fair)
Powder (Fair/Light)
Powder (Light/Medium)
Powder (Medium/Tan)
92063 Gorgeous on the Go - Make Up $65.00 0 0 0 0 $0.00 1 $0.00 $0.00
Palette
Lip
Lip Gloss
92075 Resist Anti-Aging Lip Gloss SPF 40 $29.00 5 3 1 9 $261.00
Clearshine
48
92076 Resist Anti-Aging Lip Gloss SPF 40 $29.00 18 12 0 30 $870.00
Sheer Pink
Lipstick
92062 Berry & Bright Lip Collection ** $76.00 4 2 2 8 $608.00
LIMITED EDITION **
Eye
Mascara
90530 Endless Lash Mascara $22.00 9 5 3 17 $374.00 20 $220.00 $154.00
Book
9945 The Best Skin of Your Life Starts $28.00 8 2 4 14 $392.00 30 $420.00 -$28.00
Here
Travel Size
1907 Skin Perfecting 8% AHA Gel $13.00 48 15 10 73 $949.00 150 $975.00 -$26.00
Acid) Liquid
3257 Skin Recovery Super Antioxidant $15.00 3 3 1 7 $105.00 150 $1,125.00 -
Concentrate Serum $1,020.00
3357 Skin Balancing Super Antioxidant $15.00 0 0 0 0 $0.00 150 $0.00 $0.00
Concentrate Serum
6007 Clear Pore Normalizing Cleanser $8.00 140 24 2 166 $1,328.00 150 $664.00 $664.00
6137 Clear Ultra-Light Daily Mattifying $14.00 70 29 2 101 $1,414.00 130 $910.00 $504.00
Fluid SPF 30
6107 Clear Regular Strength Acne Cream $14.00 122 18 0 140 $1,960.00 130 $980.00 $980.00
2.5 BP
6207 Clear Regular Strength Acne $17.00 154 49 7 210 $3,570.00 150 $1,785.00 $1,785.00
(Salicylic Acid)
6117 Clear Extra Strength Acne Cream 5 $15.00 96 37 6 139 $2,085.00 130 $1,042.50 $1,042.50
BP
6217 Clear Extra Strength Acne Exfoliating $18.00 78 18 7 103 $1,854.00 150 $1,350.00 $504.00
7607 Resist Optimal Results Hydrating $15.00 12 11 4 27 $405.00 150 $1,125.00 -$720.00
Cleanser
7617 Resist Barrier Repair Moisturizer $15.00 15 7 0 22 $330.00 200 $1,500.00 -
$1,170.00
7647 Resist Super Antioxidant $15.00 15 5 2 22 $330.00 150 $1,125.00 -$795.00
Concentrate Serum
7667 Resist Daily Smoothing Treatment $15.00 18 8 2 28 $420.00 150 $1,125.00 -$705.00
49
7687 Resist Cellular Defense Daily $15.00 19 8 0 27 $405.00 150 $1,125.00 -$720.00
Moisturizer SPF 25
7697 Resist Anti-Aging Clear Skin $15.00 49 24 2 75 $1,125.00 150 $1,125.00 $0.00
Hydrator
7717 Resist Intensive Wrinkle-Repair $20.00 36 16 2 54 $1,080.00 150 $1,500.00 -$420.00
Retinol Serum
7739 Resist BHA 9 $14.00 92 42 0 134 $1,876.00 150 $1,050.00 $826.00
7747 Resist Ultra-Light Super Antioxidant $15.00 37 16 0 53 $795.00 150 $1,125.00 -$330.00
Concentrate Serum
7779 Resist C15 Super Booster $16.00 161 69 1 231 $3,696.00 150 $1,848.00 $1,848.00
7807 Resist Youth-Extending Daily $15.00 56 22 8 86 $1,290.00 150 $1,125.00 $165.00
Mattifying Fluid SPF 50
7827 Resist Daily Pore-Refining Treatment $15.00 104 28 16 148 $2,220.00 150 $1,125.00 $1,095.00
2% BHA (Salicylic Acid)
7837 Resist Perfectly Balanced Foaming $15.00 50 22 4 76 $1,140.00 150 $1,125.00 $15.00
Cleanser
7847 Resist Moisture Renewal Oil Booster $16.00 27 3 2 32 $512.00 150 $1,200.00 -$688.00
7857 Resist Intensive Vitamin C Spot $27.00 43 1 3 47 $1,269.00 150 $2,025.00 -$756.00
Treatment
7867 Resist Hyaluronic Acid Booster $18.00 47 23 2 72 $1,296.00 150 $1,350.00 -$54.00
8017 Clinical 1% Retinol Treatment $16.00 81 49 6 136 $2,176.00 24 $1,088.00 $1,088.00
8707 PC4Men Face Wash $12.00 3 2 2 7 $84.00 150 $900.00 -$816.00
8717 PC4Men Shave $12.00 7 0 0 7 $84.00 150 $900.00 -$816.00
8727 PC4Men Soothe + Smooth $17.00 3 1 0 4 $68.00 150 $1,275.00 -
Treatment 2% BHA (Salicylic Acid) $1,207.00
8737 PC4Men Daytime Protect $15.00 4 1 0 5 $75.00 130 $975.00 -$900.00
8747 PC4Men Nighttime Repair $15.00 3 0 0 3 $45.00 130 $975.00 -$930.00
91587 Resist Smoothing Primer Serum SPF $15.00 0 0 0 0 $0.00 48 $0.00 $0.00
30
Sample
1059 Skin Recovery Softening Cream $1.50 45 31 1 77 $115.50 250 $187.50 -$72.00
Cleanser
1159 Skin Balancing Oil-Reducing $1.50 101 42 11 154 $231.00 250 $187.50 $43.50
Cleanser
1259 Skin Recovery Enriched Calming $1.50 57 15 0 72 $108.00 250 $187.50 -$79.50
Toner
1359 Skin Balancing Pore-Reducing Toner $1.50 105 25 16 146 $219.00 250 $187.50 $31.50
1469 Skin Recovery Daily Moisturizing $1.50 48 9 3 60 $90.00 250 $187.50 -$97.50
Lotion SPF30
50
1569 Skin Balancing Ultra-Sheer Daily $1.50 91 22 4 117 $175.50 250 $187.50 -$12.00
Defense SPF 30
1869 Skin Recovery Replenishing $1.50 95 26 1 122 $183.00 250 $187.50 -$4.50
Moisturizer
1909 Skin Perfecting 8% AHA (Glycolic $1.50 95 39 5 139 $208.50 250 $187.50 $21.00
Acid) Gel
2019 Skin Perfecting 2% BHA (Salicylic $1.50 221 90 0 311 $466.50 250 $233.25 $233.25
Acid) Liquid
2049 Skin Perfecting 2% BHA (Salicylic $1.50 110 64 0 174 $261.00 250 $187.50 $73.50
Acid) Gel
2059 Skin Perfecting 2% BHA (Salicylic $1.50 60 48 1 109 $163.50 250 $187.50 -$24.00
Acid) Lotion
2759 Skin Balancing Oil-Absorbing Mask $1.50 110 33 9 152 $228.00 250 $187.50 $40.50
2769 Whitening Mask $1.50 0 0 0 0 $0.00 250 $0.00 $0.00
2809 Skin Recovery Hydrating Treatment $1.50 119 39 4 162 $243.00 250 $187.50 $55.50
Mask
3109 Gentle Touch Makeup Remover $1.50 32 7 0 39 $58.50 250 $187.50 -$129.00
3259 Skin Recovery Super Antioxidant $1.50 26 16 1 43 $64.50 250 $187.50 -$123.00
Concentrate Serum
3359 Skin Balancing Super Antioxidant $1.50 78 2 0 80 $120.00 250 $187.50 -$67.50
Mattifying Concentrate Serum
3409 Skin Balancing Invisible Finish $1.50 213 83 25 321 $481.50 250 $240.75 $240.75
Moisture Gel
3609 Shine Stopper Instant Matte Finish $1.50 4 13 1 18 $27.00 250 $187.50 -$160.50
3709 Calm Sensitive Serum $1.50 99 42 0 141 $211.50 250 $187.50 $24.00
5009 All Over Hair & Body Shampoo $1.50 15 2 4 21 $31.50 250 $187.50 -$156.00
5209 Smooth Finish Conditioner $1.50 16 7 0 23 $34.50 250 $187.50 -$153.00
5569 Clinical Ultra-Rich Soothing Body $1.50 23 0 0 23 $34.50 250 $187.50 -$153.00
Butter
5709 Resist Weightless Body Lotion 2% $2.50 85 12 4 101 $252.50 250 $312.50 -$60.00
BHA (Salicylic Acid)
5579 Clinical Ultra-Rich Moisturizer $1.50 34 9 0 43 $64.50 250 $187.50 -$123.00
5809 Resist Retinol Skin-Smoothing Body $2.50 5 0 0 5 $12.50 250 $312.50 -$300.00
Treatment
5909 Resist Skin Revealing Body Lotion $2.50 62 6 0 68 $170.00 250 $312.50 -$142.50
7609 Resist Optimal Results Hydrating $1.50 23 6 2 31 $46.50 250 $187.50 -$141.00
Cleanser
7619 Resist Barrier Repair Moisturizer $2.00 36 14 9 59 $118.00 250 $250.00 -$132.00
51
7629 Resist Triple-Action Dark Spot $2.50 16 9 0 25 $62.50 250 $312.50 -$250.00
Eraser 7% AHA (Glycolic Acid)
7639 Resist Triple-Action Dark Spot $2.50 25 11 0 36 $90.00 250 $312.50 -$222.50
Eraser 2% BHA (Salicylic Acid)
7649 Resist Super Antioxidant $2.50 23 2 3 28 $70.00 250 $312.50 -$242.50
Concentrate Serum
7659 Resist Weekly Resurfacing $1.50 127 35 0 162 $243.00 250 $187.50 $55.50
Treatment 10% AHA (Glycolic Acid)
7669 Resist Daily Smoothing Treatment $1.50 32 9 7 48 $72.00 250 $187.50 -$115.50
7679 Resist Advanced Replenishing Toner $1.50 54 15 0 69 $103.50 250 $187.50 -$84.00
7689 Resist Cellular Defense Daily $1.50 26 2 1 29 $43.50 250 $187.50 -$144.00
Moisturizer SPF 25
7699 Resist Anti-Aging Clear Skin $1.50 64 25 10 99 $148.50 250 $187.50 -$39.00
Hydrator
7719 Resist Intensive Wrinkle-Repair $2.50 102 11 6 119 $297.50 250 $312.50 -$15.00
Retinol Serum
7729 Resist Pure Radiance Skin $2.50 86 28 2 116 $290.00 250 $312.50 -$22.50
Brightening Treatment
7749 Resist Ultra-Light Super Antioxidant $2.50 109 13 8 130 $325.00 250 $312.50 $12.50
Concentrate Serum
7769 Resist Super-Light Daily Wrinkle $1.50 59 33 8 100 $150.00 250 $187.50 -$37.50
Defense SPF 30
7789 Resist Weightless Advanced $2.00 15 9 6 30 $60.00 250 $250.00 -$190.00
Replenishing Toner
7799 Resist Weekly Retexturizing $2.00 0 0 0 0 $0.00 250 $0.00 $0.00
Foaming Treatment 4% BHA
(Salicylic Acid)
7809 Resist Youth-Extending Daily $2.00 60 37 4 101 $202.00 250 $250.00 -$48.00
Mattifying Fluid SPF 50
7819 Resist Intensive Repair Cream $2.00 64 15 3 82 $164.00 250 $250.00 -$86.00
7829 Resist Daily Pore-Refining Treatment $2.00 78 39 3 120 $240.00 250 $250.00 -$10.00
2% BHA (Salicylic Acid)
7839 Resist Perfectly Balanced Foaming $2.00 65 13 4 82 $164.00 250 $250.00 -$86.00
Cleanser
7969 Resist Whitening Essence $2.00 16 0 0 16 $32.00 250 $250.00 -$218.00
8709 PC4Men Face Wash $1.50 26 2 1 29 $43.50 250 $187.50 -$144.00
8719 PC4Men Shave $1.50 20 2 0 22 $33.00 250 $187.50 -$154.50
8729 PC4Men Soothe + Smooth $1.50 30 2 1 33 $49.50 250 $187.50 -$138.00
8749 PC4Men Nighttime Repair $1.50 40 8 1 49 $73.50 250 $187.50 -$114.00
52
8509 Earth Sourced Perfectly Natural $1.50 19 8 0 27 $40.50 250 $187.50 -$147.00
Cleansing Gel
8519 Earth Sourced Purely Natural $1.50 33 3 0 36 $54.00 250 $187.50 -$133.50
Refreshing Toner
8529 Earth Sourced Antioxidant-Enriched $1.50 36 5 9 50 $75.00 250 $187.50 -$112.50
Natural Moisturizer
9109 Calm Sensitive 1% BHA (Salicylic $1.50 73 5 0 78 $117.00 250 $187.50 -$70.50
Acid) Lotion
9119 Calm Sensitive Cleanser (Normal / $1.50 18 8 4 30 $45.00 250 $187.50 -$142.50
Dry)
9129 Calm Sensitive Toner (Normal / Dry) $1.50 23 5 0 28 $42.00 250 $187.50 -$145.50
9139 Calm Sensitive Daytime Moisturizer $1.50 36 6 0 42 $63.00 250 $187.50 -$124.50
SPF 30 (Normal / Dry)
9149 Calm Sensitive Nighttime Moisturizer $1.50 37 25 0 62 $93.00 250 $187.50 -$94.50
(Normal / Dry)
9159 Calm Sensitive Cleanser (Oily / $1.50 51 10 0 61 $91.50 250 $187.50 -$96.00
Combination)
9169 Calm Sensitive Toner (Oily / $1.50 33 12 1 46 $69.00 250 $187.50 -$118.50
Combination)
9179 Calm Sensitive Daytime Moisturizer $1.50 85 26 0 111 $166.50 250 $187.50 -$21.00
SPF 30 (Oily / Combination)
9189 Calm Sensitive Nighttime Moisturizer $1.50 51 29 0 80 $120.00 250 $187.50 -$67.50
(Oily / Combination)
53
Appendix I – Association Analysis
We conducted an association analysis based on the sales transactions in the retail stores (BC and
FP) and the online store to find what products are commonly purchased together. The table below
shows the rules that we found:
EXP_CONF CONF SUPPORT LIFT COUNT RULE

4.86 25 0.69 5.15 59 Clear Regular Strength Acne
(Salicylic Acid) ==> Clear Acne
Pore Normalizing Cleanser
2.77 14.29 0.69 5.15 59 Clear Acne Pore Normalizing
Cleanser ==> Clear Regular
Strength Acne Exfoliating
Treatment 2% BHA (Salicylic
Acid)
4.39 19.87 0.71 4.53 60 Resist Perfectly Balanced Foaming
Cleanser ==> Resist Weightless
Advanced Repairing Toner
3.55 16.09 0.71 4.53 60 Resist Weightless Advanced
Repairing Toner ==> Resist
Perfectly Balanced Foaming
Cleanser
6.04 17.43 0.76 2.88 65 Resist Weightless Advanced
Repairing Toner ==> Resist Daily
Pore-Refining Treatment 2% BHA
(Salicylic Acid)
4.39 12.65 0.76 2.88 65 Resist Daily Pore-Refining
Treatment 2% BHA (Salicylic
Acid) ==> Resist Weightless
Advanced Repairing Toner
13.64 16.74 0.93 1.23 79 Skin Balancing Pore-Reducing
Toner ==> Skin Perfecting 2%
BHA (Salicylic Acid) Liquid
13.64 10.91 0.8 0.8 68 Resist C15 Super Booster ==>
Skin Perfecting 2% BHA (Salicylic
Acid) Liquid
54
Appendix J – Product Bundles
In order to further enhance the profitability and purpose of the bundle deals, we have performed
an analysis on the ingredients of the products and its respective sales performance. The association
rules helped to identify products that complement each other very well such as a cleanser and a
toner. However, in order to value add to PC and the consumer, we have decided to push for the
better product with an average score of 2.5 and above but the sales performance for the past year
was lower than 209. These figures are derived from Appendix M. With this in mind, we have
identified these 5 packages to help PC increase their sales and convert potential clients to use more
of their products after purchasing these bundle deals.
PC can offer these packages at a discount at different times of the year according to their planned
monthly events and themes. As a suggestion, we have drawn up a draft marketing calendar which
PC can use for the year 2017 and the first half of 2018 in Appendix Q.
Packages
1) Basic Starters Kit For Oily Skin

Item #1 Item #2 Item #3
SKU 1350 SKU 2010 SKU 3700
Skin Balancing Pore- Skin Perfecting 2% BHA Calm Sensitive Serum (all
Reducing Toner - (normal to (Salicylic Acid) Liquid (all skin types)
oily, combination skin) skin types)
Target group: For oily and sensitive skin types
Rationale:
Based on the results, the rule between item #1 and item #2 has a lift of 1.23. Customers who
purchase item #1 are 1.23 times more likely to purchase item #2. This rule occurs in 93% of all
transactions as support value is 0.93. (Appendix I)
For item #3, the Calm sensitive serum has an average ingredient score of 2.58 but total sales in
2016 was only 153 units (Appendix L). This serum is lightweight and helps to reduce the
redness which could be suitable for people with oily and sensitive skin, especially in the humid
climate in Singapore.
All 3 items complement one another when used in a single routine. Based on PC’s website on
how to put together a skincare routine (“How To Put Together a Skincare Routine”, n.d.),
applying toner, exfoliant and serum have to be in a sequence. This package would be a hit
among Singaporean ladies as most have oily skin due to the humid weather in Singapore.
55
2) Dark Spot Treatment Package
SKU 7770 SKU 2010 SKU 7870
Resist C15 Super Booster - all Skin Perfecting 2% BHA Resist 1% Retinol Booster
skin types (Salicylic Acid) Liquid - for
all skin types
Target group: Customers with dark spots and uneven skin tone
Rationale:
Based on the association results, those who purchase item #1 are 0.8 times more likely to
purchase item #2. Based on support, this rule occurs in 80% of all transactions. Even though
lift is not high, the support of 0.8 shows that these two items are frequent item sets, appearing
80% of all transactions. (Appendix I)
Item #3 would be the RESIST 1% Retinol Booster, which claims to restore skin’s youthful
appearance and renews its radiance. With an average ingredient rating of 2.55 and poor sales
performance of 194 units in 2016 (Appendix L), this product has the potential to convert more
clients and bring in greater profits for PC. It is also the most suitable product to improve
uneven skin tone that majority of Singapore ladies experience.
3) Acne Battle Package for all skin types

SKU 6000 SKU 6200 SKU 3350
Clear Acne Pore Normalizing Clear Regular Strength Acne Skin Balancing Super
Cleanser - for all skin types Exfoliating Treatment 2% Antioxidant Mattifying
struggling with oily, bumpy BHA (Salicylic Acid) - for all Concentrate Serum
skin and clogged pores (for skin types experiencing mild
all skin types) to moderate acne (for all skin
types)
Target group: For acne prone skin/ages 18-25
Rationale:
Based on our association results, those who purchase item #1 are 5.15 times more likely to
purchase item #2 and vice versa. Based on support, this rule occurs in 69% of all transactions
(Appendix I). With high lift and support values, these two items should be placed together in a
bundle. These two products are under the Clear collection which are to treat acne.
For item #3, we will enhance the package by adding a lightweight gel-like, super antioxidant
56
serum to keep those acne at bay. With an ingredient rating of 2.58 but low sales performance
of 152 units in 2016 (Appendix L), this product needs greater publicity to reach out to potential
clients.
Customers ages 18-25 would be more prone to acne as they are young adults. According to
research (“What is Acne? Fast Facts: An Easy-to-Read Series of Publications for the Public.”,
2014), 80% of people ages 11-30 have acne breakouts at some point during this age range.
Therefore, we will target this package at the customer segment of ages 18-25.
4) Dewy Skin Package

SKU 3400 SKU 7740 SKU 9160
Skin Balancing Invisible Resist Ultra-Light Super Calm Sensitive Toner

Finish Moisture Gel Antioxidant Concentrate (Oily/Combination)
Serum
Target group: Oily/Combination Skin Types
Rationale:
Both SKIN BALANCING invisible finish moisture gel and RESIST ultra-light super
antioxidant concentrate serum are among the 90th percentile products with sales quantity
greater than 507 in 2016 (Appendix P). Therefore, although we do not have the association
results for these two products, we decided to group them together as they are complementary
products in terms of their usage and they are both popular products based on the sales in 2016.
Furthermore, CALM sensitive toner (Oily/Combination) has an excellent average ingredient

rating of 2.53 but is underperforming with poor sales performance of 95 bottles the previous
year (Appendix L). This sensitive toner is packed with A grade ingredients which can convert
clients to use one more of PC’s products to improve the hydrocity of their skin.
These three products complement one another as it replenishes moisture to the skin, helping
customers achieve smoother complexion. All these products also have above average
ingredient ratings.
57
5) Aging Battle Package
SKU 7830 SKU 7780 SKU 7910
Resist Perfectly Balanced Resist Weightless Advanced Resist Skin Firming Line
Foaming Cleanser - anti- Repairing Toner - anti-aging Minimizer (all skin types)
aging oily skin category (for oily skin category (for normal
normal to oily to combination to oily to combination skin
skin also can) also can)
Target group: Aging skin types
Rationale:
Based on our association results, the lift is 4.53. This means that customers who purchase item
#1 are 4.53 times more likely to purchase item #2 and vice versa. This rule has a support of
0.71, where the rule occurs in 71% of all transactions. (Appendix I) These two products are
under the Resist Collection which are anti-aging products.
To further enhance this package, we add item #3 to boost its profitability (refer to
profitability). Resist skin firming line minimizer has an average ingredient score of 2.56 but
only 148 bottles of it was sold in 2016. (Appendix L) With such a good ingredient rating, it
should be pushed out together with the other two products as there will be higher chances of
converting the client to use more of PC’s products after trying out one of its better products.
Item #3 is also an anti-aging product, under the Resist Collection.
58
Appendix K – Ingredients Analysis
The ingredients text file given to us contains the ingredients and its rating (i.e. poor, average, good and best). We then assigned a rating score to each
rating (0:poor, 1:average, 2:good, 3:best). For each SKU, we then listed its ingredients. If the ingredient is present in the SKU, then it will be marked
1. We then total the rating score for each SKU and divide by the number of ingredients to obtain the average score of each ingredient for the SKU.
There are 1622 ingredients which makes the table too large to be in this Appendix. Below shows an example of SKU 1000 with its ingredients and
score. We applied the same method to the rest of the SKUs. The average score of each ingredient for each SKU are listed in Appendix L.
SKU
Name of Ingredient Rating Score 1000
glyceryl stearate 2 1
hexylene glycol 2 1
Chamomilla recutita flower extract 3 1
citric acid 2 1
cocamidopropyl betaine 2 1
disodium cocoyl glutamate 2 1
sodium cocoyl glutamate 2 1
sodium hyaluronate 3 1
sodium laureth sulfate 2 1
caprylyl glycol 2 1
methyl gluceth-20 2 1
hydroxyethylcellulose 2 1
phenoxyethanol 2 1
phytic acid 2 1
aloe barbadensis leaf juice extract 2 1
propylene glycol 2 1
propylene glycol stearate 2 1
Product Score 36
No. of Ingredients 17
Average Score Per Ingredient 2.11
59
Appendix L – Ingredients Analysis (Average score of each ingredient and its Demand by SKU)
SKU Average Score Per Total Jan- Feb- Mar- Apr- May- Jun- Jul- Aug- Sep- Oct- Nov- Dec-
Ingredient Demand 16 16 16 16 16 16 16 16 16 16 16 16
2010 2.14 1853 84 42 104 141 93 112 180 205 225 217 214 236
7770 2.38 1011 44 79 69 55 69 55 106 109 104 87 80 154
7820 2.29 810 37 37 65 66 81 40 72 81 80 63 60 128
6000 2.13 786 53 50 39 66 41 47 79 105 62 65 83 96
1350 2.52 698 30 63 59 59 57 34 84 74 43 50 65 80
7780 2.56 593 37 41 22 55 31 40 45 69 85 60 39 69
3400 2.42 544 31 53 44 7 28 32 63 70 45 44 46 81
7740 2.5 543 24 16 28 29 35 39 48 83 52 40 44 105
7730 2.41 528 14 32 40 37 41 33 57 64 58 53 59 40
7760 2.33 507 25 37 28 19 14 31 51 56 57 54 57 78
2040 2.41 497 30 60 39 39 22 24 38 66 63 26 46 44
7830 2.37 488 24 6 35 25 40 20 58 58 42 66 54 60
6210 2.14 472 54 55 35 32 48 26 30 41 29 26 59 37
6200 2.23 449 38 34 24 14 33 22 54 61 30 39 65 35
7980 2.71 419 0 0 0 0 0 27 67 89 67 59 58 52
7690 2.28 408 26 17 36 34 24 19 31 63 40 31 36 51
7800 2.5 396 28 11 47 16 26 18 37 53 52 29 49 30
1150 2.08 347 30 25 27 16 26 16 30 48 37 22 50 20
7900 2.59 347 27 16 25 27 24 21 42 34 42 36 24 29
8010 2.28 346 30 23 22 17 27 24 30 49 15 34 27 48
7860 2.52 345 8 31 30 16 18 16 28 32 41 27 32 66
1900 2.35 337 32 33 24 25 18 26 26 35 35 24 28 31
5700 2.25 329 18 22 19 27 9 20 32 28 34 28 41 51
7670 2.48 305 22 20 21 11 15 13 36 36 37 38 19 37
7600 2.18 298 22 23 24 24 23 15 28 28 24 31 29 27
1860 2.36 278 19 37 14 2 23 9 35 32 24 22 26 35
1560 2.51 253 18 16 19 13 9 13 23 32 33 22 32 23
7610 2.64 239 23 4 1 0 0 16 35 35 29 19 25 52
3600 2.14 229 14 6 8 11 26 16 26 24 20 27 23 28
60
2050 2.3 228 42 16 24 7 12 23 32 13 22 18 10 9
5900 2.39 225 14 7 20 12 22 19 14 26 23 31 13 24
7790 2.5 223 20 10 15 10 16 14 17 29 38 12 35 7
7710 2.52 221 10 15 18 18 15 5 22 27 34 16 19 22
6240 2.28 213 12 3 12 9 11 10 31 29 32 16 21 27
3500 2.35 211 29 3 22 15 13 16 17 29 15 6 24 22
7720 2.32 209 14 8 18 16 14 6 29 20 26 21 23 14
7640 2.82 204 12 3 30 11 20 16 14 22 13 19 21 23
6130 2.5 203 19 12 27 18 17 1 0 19 26 20 24 20
7650 2.56 196 8 18 11 15 11 11 29 16 11 25 21 20
7870 2.55 194 8 13 8 12 9 13 18 20 36 16 23 18
1250 2.5 193 20 5 16 12 8 7 15 30 15 13 26 26
2800 2.39 193 14 10 14 19 18 12 19 25 16 8 24 14
9180 2.4 190 0 0 18 14 17 16 28 23 16 22 13 23
8700 2.05 187 2 10 15 10 12 11 19 18 20 21 18 31
7810 2.4 187 4 0 4 13 6 14 31 23 14 31 24 23
2320 2.35 174 7 12 13 14 6 7 33 15 25 14 15 13
9100 2.3 167 6 18 13 19 7 8 12 26 12 16 12 18
8720 2.29 159 14 8 11 14 15 9 19 15 19 13 11 11
3100 2.22 156 6 21 14 14 8 15 11 17 17 13 9 11
8740 2.64 155 2 7 12 8 12 7 12 28 14 16 21 16
3700 2.58 153 9 13 11 22 11 7 15 16 11 17 17 4
3350 2.58 152 5 10 10 6 18 12 11 22 23 6 16 13
1720 2.22 152 34 15 3 18 16 9 25 9 12 3 5 3
7910 2.56 148 28 2 8 20 9 5 10 11 17 6 7 25
5000 2.08 143 6 10 10 17 9 13 11 23 13 13 6 12
1460 2.34 135 14 13 9 6 5 8 17 10 20 13 9 11
7660 2.27 132 0 0 0 2 16 15 21 22 18 6 15 17
7840 2.9 120 8 6 5 17 8 3 19 14 15 10 6 9
2750 2.42 120 8 4 6 7 12 8 9 19 11 15 12 9
8730 2.51 119 8 6 12 8 5 2 12 17 15 10 7 17
3250 2.58 113 6 6 12 10 4 7 17 15 6 10 13 7
1050 2.16 105 8 11 5 7 10 3 8 13 14 9 4 13
61
7680 2.19 103 18 15 4 4 5 12 9 6 12 9 9 0
8500 2.05 100 10 3 4 7 3 7 8 20 12 7 7 12
9160 2.53 95 0 3 8 8 9 4 14 15 9 6 15 4
9170 2.22 95 0 2 17 3 4 2 5 11 17 8 9 17
5800 2.29 94 0 4 9 4 6 8 18 13 12 17 2 1
7620 2.24 93 8 10 6 4 2 5 9 10 15 9 7 8
9140 2.3 93 0 5 5 4 13 1 12 12 13 6 9 13
5560 2.53 89 4 11 3 7 4 7 6 8 15 5 10 9
7630 2.21 85 6 2 8 12 0 9 13 8 8 9 3 7
2560 2.52 85 6 0 7 4 4 2 5 5 5 21 15 11
1000 2.11 84 0 4 9 16 0 3 8 5 8 6 15 10
1100 2.16 83 0 4 13 9 4 12 9 14 5 5 2 6
9150 2.2 81 0 2 1 4 10 5 6 8 9 12 12 12
8510 2.39 80 6 4 10 1 3 8 9 6 16 2 7 8
8710 2.13 78 10 0 16 6 4 4 5 15 8 4 2 4
8520 2.32 77 14 6 10 3 4 8 7 6 6 5 5 3
2760 2.41 77 0 0 0 0 0 0 0 12 41 13 10 1
9110 2.16 75 0 17 6 10 4 2 4 6 7 8 6 5
5500 2.35 71 2 2 2 2 2 1 9 14 12 5 15 5
9130 2.35 65 0 3 6 10 2 1 10 2 8 10 3 10
9120 2.48 49 0 7 5 4 2 2 4 4 3 7 5 6
5570 2.53 49 0 2 4 0 6 4 6 1 8 4 8 6
5200 2.06 41 2 4 2 2 4 1 4 5 5 8 1 3
7880 2.66 40 0 2 0 2 4 2 4 3 6 14 0 3
7960 2.47 38 0 0 0 0 0 0 0 0 0 0 0 38
2330 2.58 35 4 3 2 1 2 1 5 3 7 3 2 2
92076 2.28 30 0 0 0 0 0 2 6 6 4 3 2 7
8750 2.52 20 2 4 0 0 0 0 2 5 3 0 1 3
90530 2 17 0 0 0 0 0 1 0 2 8 4 2 0
92075 2.47 9 0 0 2 0 0 0 2 2 0 1 0 2
8760 2.08 6 0 0 0 0 0 0 0 0 0 1 3 2
91580 2.65 0 0 0 0 0 0 0 0 0 0 0 0 0
91501 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
62
91511 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91521 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91531 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91541 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91551 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91561 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91571 2.3 0 0 0 0 0 0 0 0 0 0 0 0 0
91641 2.07 0 0 0 0 0 0 0 0 0 0 0 0 0
91651 2.07 0 0 0 0 0 0 0 0 0 0 0 0 0
91661 2.07 0 0 0 0 0 0 0 0 0 0 0 0 0
91671 2.07 0 0 0 0 0 0 0 0 0 0 0 0 0
92063 2.2 0 0 0 0 0 0 0 0 0 0 0 0 0
63
Appendix M – Descriptive Analytics of Demand and Average Score of Ingredients
64
Appendix N – Demand VS Average Score of Ingredients Results
65
Appendix O – Products with Good Ingredient Rating and Low Sales
66
Appendix P – Top Performing Products
67
Appendix Q – Marketing Calendar
Season WINTER 2017 SPRING 2017

Month January February March April
Monthly New Skincare Regime To
Sensitive & Anti-Aging Beat the Grease Natural Beauty
Theme Kick Start 2017
Featured
Retinol Treatments, Amino
Products & Boosters Skin Balancing Collection Earth Sourced Collection
Acid / Omega Treatments
Collections
Holidays/Spe New Year's Day, Chinese International Women's Day,
Valentine's Day World Health Day
cial Days New Year Good Friday
External Paulas Choice Product April Fool's Day, Siblings
Online N.A Puppy Day, Tax Filing Day
Events Finder Tool Launch Day
Valentine's Day Special Price

(10% Off) Skin Firming Line
Booster Travel Bundle - $22 $20 Off Any Two Earth
Mimiser or Retinol Basic Starter's Kit for Oily
Promotions (Online Only), New Year Any Sourced Products (Online &
Treatments Skin Bundle
2 Boosters At $10 OFF BC Only)
With Purchase Of Any
Moisturizer

New Year Any 2 Boosters At Mimiser or Retinol Basic Starter's Kit for Oily
Front Porch Promotions N.A.
$X ($10 to $15 Off) Treatments Skin Bundle
Moisturizer

$20 Off Any Two Earth
Beauty New Year Any 2 Boosters At Mimiser or Retinol Basic Starter's Kit for Oily
Promotions Sourced Products (Online &
Collective $X ($10 to $15 Off) Treatments Skin Bundle
BC Only)
Moisturizer
68
Season SUMMER 1 2017 SUMMER 2 2017
Month May June July August
Monthly Back to School Beauty
For Mothers Paula's Choice Anniversery Summer Acne Battle
Theme Trends
Featured
Resist Intensive Vitamin C Clear Regular and Extra
Products & PC4Men Collection Makeup
Spot Treatment Strength Acne Cream 2.5 BP
Collections
Holidays/Spe Mother's Day, Labour Day, Father's Day, Great US Independence Day, Hari
Singapore National Day
cial Days Vesak Day Singapore Sale Raya Haji
External Best Friend Day, School
Online Graduation Season Cousins Day Tertiary Back To School
Events Holiday
Mother's Day Special: Dark Birthday Week: Enter National Day Special: Free
Promotions Spot Treatment Package "Birthday Code" at checkout Acne Battle Package Bundle Delivery for Purchases Above
Bundle for 22% off (Online & FP) $75
Mother's Day Special: Dark Birthday Week: Enter

Front Porch Promotions Spot Treatment Package "Birthday Code" at checkout Acne Battle Package Bundle N.A.
Bundle for 22% off (Online & FP)
Mother's Day Special: Dark

Beauty
Promotions Spot Treatment Package N.A. Acne Battle Package Bundle N.A.
Collective
Bundle
69
Season FALL 2017 HOLIDAY 2017
Month September October November December
Monthly Skincare For Travel in Other
Replenish! Spoil Your Skin Best of 2017
Theme Climates
Featured
Travel Size and Sample Size Shine Stopper Instant Matte
Products & Moisture Boost Collection Body Care
Products Finish
Collections
Holidays/Spe Teachers' Day. Hari Raya
Halloween Thanksgiving Christmas
cial Days Haji, Read A Book Day
External
Online N.A Breast Awareness Month Black Friday/Cyber Weekend N.A
Events
Christmas Special Pricing

Halloween Double Reward Cyber Weekend Bundles +
Promotions Dewy Skin Packlage Bundle (10% Off) Top 10 SKU Of
Points Free Shipping (Online Only)
2017
Halloween Offer: 3 Free Christmas Special Pricing

Black Friday Retail Bundles
Front Porch Promotions Dewy Skin Packlage Bundle Samples of Your Choice for (10% Off) Top 10 SKU Of
Retail Store-Wide 1 Day
Purchases Above $51 2017
Halloween Offer: 3 Free Christmas Special Pricing

Beauty Black Friday Retail Bundles
Promotions Dewy Skin Packlage Bundle Samples of Your Choice for (10% Off) Top 10 SKU Of
Collective Retail Store-Wide 1 Day
Purchases Above $51 2017
70
Season WINTER 2018 SPRING 2018 SUMMER 1 2018
Month January February March April May June
New Year's Workplace Paula's
Brighter Each Soothe Your
Monthly Theme Resolution: Care for Fair As Snow Beauty Choice
Day Sensitive Skin
Aging Skin Routines Anniversary
Resist Youth- Resist Whitening The Best Skin
Featured
Extending Daily Essence & Radiance Skin Recovery Hydralight of Your Life
Products & Makeup
Hydrating Fluid Renewal Whitening Collection Collection Starts Here
Collections
SPF 50 Mask Book
International Father's Day,
Mother's Day,
Holidays/Special Valentine's Day, Women's World Health Great
New Year's Day Labour Day,
Days Chinese New Year Day, Good Day Singapore
Vesak Day
Friday Sale
Online
April Fool's Best Friend
Puppy Day, Graduation
External Events N.A N.A Day, Siblings Day, School
Tax Filing Day Season
Day Holiday
Valentine's Day New
Good Friday Labour Day
Couple Special: 10% Membership Great
Weekend Bundle: 5%
Discount For Each Signups: Singapore
Aging Battle Special: Free Off For Every
Promotions Pair of Products with Receive 750 Sale: 10%
Package Bundle Shipping for Cleanser and
One PC4Men PC Reward Storewide
Orders Above Toner Set
Product (Online Points (Online Discount
$75 Bought
Only) Only)
Labour Day
Resist Pure Great
Bundle: 5%
Chinese New Year: Radiance Skin Singapore
Front Aging Battle Off For Every
Promotions 10% Off Retail Brightening N.A. Sale: 10%
Porch Package Bundle Cleanser and
Store-Wide Treatment 2 Storewide
Toner Set
for $88 Discount
Bought
Labour Day
Resist Pure Great
Bundle: 5%
Chinese New Year: Radiance Skin Singapore
Beauty Aging Battle Off For Every
Promotions 10% Off Retail Brightening N.A. Sale: 10%
Collective Package Bundle Cleanser and
Store-Wide Treatment 2 Storewide
Toner Set
for $88 Discount
Bought
71
Appendix R – Building of Forecast Models
We will be building linear regression models to forecast sales for the next 18 months for each of
the three channels (Beauty Collective retail store, Front Porch retail store and Online store) using
PC’s sales data for 2016. Our models will predict the number of units sold for one of PC’s SKUs
in a given month in that channel. We will do this by using the average number of units sold in each
channel per month for each SKU in 2016 as a baseline to gauge the sales performance for each
product and adjust for the effects of any promotions or special events that might affect the sales of
that product during the month. The forecasted sales will then be used for the projected stock
purchase and replenishment models (Appendix U).
We tabulated the total number of units sold for 116 SKUs for each channel for each month from
January 2016 to December 2016 and included other variables for our analysis. Information
regarding promotions was obtained from the Marketing Calendar for 2016 provided by PC. The
SKUs used for analysis exclude travel size and sample products. The dataset has 1392 records and
13 variables (1 dependent variable, 12 predictor variables). This data size is sufficient for analysis
as it meets the minimum required amount of records that is “10 times of the number of variables”.
The data comprises of the following information:
Keys Type Explanation
ID Primary To identify row number
SKU Foreign To identify product
Month Foreign To identify month
Variable Type Explanation Importance
Qty Numeric Number of units sold in Dependent Variable

a given month
Avg_Monthly_BC Numeric Average number of There are products that

units sold per month in consistently sell more units than
2016 in the BC channel. others. We can use the average
number of units sold per month
Avg_Monthly_FP Numeric Average number of to better predict the quantity that
units sold per month in will be sold in a certain month.
2016 in the FP channel.
72
Avg_Monthly_ Numeric Average number of
Online units sold per month in
2016 in the Online
channel.
Promotion_BC Binary 1: Channel promotion Channel promotions would

offered in BC encourage customers to buy
0: Channel promotion more products and spend more.
not offered in BC For example, offering online
storewide discounts or free
Promotion_FP Binary 1: Channel promotion delivery might increase online
offered in FP purchases.
0: Channel promotion
not offered in FP
Promotion_Online Binary 1: Promotion offered

for online purchases
0: Promotion not
offered for online
purchases
ProductPromotion_ Binary 1: Product is being Products being offered on

BC promoted in the BC promotion might catch the
channel attention of customers and
0: Product is not being encourage sales.
promoted in the BC
channel
ProductPromotion_ Binary 1: Product is being

FP promoted in the FP
channel
0: Product is not being
promoted in the FP
channel
ProductPromotion_ Binary 1: Product is being

Online promoted in the Online
channel
0: Product is not being
promoted in the Online
channel
73
Peak_Season_ Binary 1: Month is within peak During peak sales periods,
Sales_Period season sales period customers might be enticed to
0: Month is not within shop more. This may translate
peak season sales to higher sales for PC.
period
Peak sales periods:
- Great Singapore Sale
(between June to
August)
- Year end festive periods
(November to
December)
Featured Binary 1: Product is being Products being featured might

featured in the online capture the attention of
store customers and increase its sales
0: Product not being in the online store.
featured on website in
the online store
Launch_ Binary 1: Product is being Newly launched or relaunched

Relaunches launched/relaunched in Products might capture the
the online store attention of customers and have
0: Product not being higher sales.
launched/relaunched in
the online store
Predictive models
BC Channel
74
FP Channel
Online Channel
The regression results are detailed in Appendix S.
Forecasting
Using our model, we predicted the number of units to be sold each month from January 2017 to
June 2018. The effects of promotions and special events were taken into account based on our
suggested Marketing Calendar from January 2017 to June 2018 in Appendix Q. The forecasted
units to be sold are shown in Appendix T.
75
Appendix S - Interpretation of Linear Regression Results
BC Channel
Adjusted R square is 0.8078. Around 80.78% of variance in the data is explained by the selected
predictors. The other 19.22% remain unexplained by the model. The significant predictors are
Avg_Monthly_BC and ProductPromotion_BC.
The following interpretations are made holding all other variables constant.
Predictor Coefficient Interpretation
Avg_Monthly_BC 0.99101 At the 0.1% significance level, a one-unit increase in

Avg_Monthly_BC increases Qty_BC by 0.99101.
Promotion_BC -0.11270 Having a promotion in the BC channel in the month

decreases its Qty_BC by 0.11270 compared to that of
months without promotions in the BC channel.
76
ProductPromotion_ 2.46023 At the 0.1% significance level, having a promotion for a
BC product for the month increases Qty_BC by 2.46023
compared to products without a promotion for that
month.
Peak_Season_ 0.05866 Months that are within a peak sales season will have a
Sales_Period higher Qty_BC by 4.495202 compared to months that
are not.
FP Channel
Avg_Monthly_FP, Promotion_FP and Peak_Season_Sales_Period.
77
Avg_Monthly_FP 0.99429 At the 0.1% significance level, a one-unit increase in

Avg_Monthly_FP increases Qty_FP by 0.99429.
Promotion_FP -0.36635 At the 0.1% significance level, having a promotion in

the FP channel in the month decreases its Qty_FP by
0.36635 compared to that of months without promotions
in the FP channel.
ProductPromotion_F 0.42769 At the 10% significance level, having a promotion for a

P product for the month increases Qty_FP by 0.42769
compared to products without a promotion for that
month.
Peak_Season_ 0.25380 At the 0.1% significance level, months that are within a
Sales_Period peak sales season will have a higher Qty_FP by 0.25380
compared to months that are not.
Online Channel
78
Avg_Monthly_Online, Promotion_Online, ProductPromotion_Online and
Peak_Season_Sales_Period.
Avg_Monthly_ 0.98016 At the 0.1% significance level, a one-unit increase in

Online Avg_Monthly_Online increases Qty_Online by
0.98016.
Promotion_Online 1.89649 At the 0.1% significance level, having a promotion in

the online channel in the month increases its
Qty_Online by 1.89649 compared to months without
promotions in the online channel.
ProductPromotion_ 10.02323 At the 0.1% significance level, having a promotion for a

Online product for the month increases Qty_Online by
10.02323 compared to products without a promotion for
that month.
Peak_Season_ 3.73073 At the 0.1% significance level, months that are within a
Sales_Period peak sales season will have a higher Qty_Online by
3.73073 compared to months that are not.
Featured 1.15663 Featuring a product on the website for the month

increases Qty_Online by 1.15663 compared to products
which are not featured.
Launch_ -0.49658 A product that was just launched or relaunched that

Relaunches month will have a Qty_Online lower by 0.49658
compared to the older products.
79
Appendix T - Linear Regression Forecasted Results
Forecasted Units from Jan-17 to Jul-17

Forecast Jan-17 Feb-17 Mar-17 Apr-17 May-17 Jun-17 Jul-17
Units Sold
SKU Price B F Onli To B F Onli To B F Onli To B F Onli To B F Onli To B F Onli To B F Onli To
C P ne tal C P ne tal C P ne tal C P ne tal C P ne tal C P ne tal C P ne tal
1000 34 2 1 1 4 2 1 1 4 2 1 1 4 2 1 1 4 2 1 1 4 2 1 7 10 2 1 5 8
1001 50 2 0 1 3 2 0 1 3 2 0 1 3 2 0 1 3 2 0 1 3 2 0 7 9 2 1 5 8
1050 34 3 0 2 5 3 0 2 5 3 0 2 5 3 0 2 5 3 0 2 5 4 0 7 11 4 1 5 10
1051 50 3 0 2 5 3 0 2 5 3 0 2 5 3 0 2 5 3 0 2 5 3 0 7 10 3 1 5 9
1100 34 3 1 1 5 3 1 1 5 3 1 1 5 3 1 1 5 3 1 1 5 3 1 6 10 3 1 4 8
1101 50 4 1 4 9 4 1 4 9 4 1 4 9 4 1 4 9 4 1 4 9 4 0 10 14 4 1 8 13
1150 34 1 2 13 25 1 2 13 25 1 2 15 27 1 2 13 25 1 2 13 25 1 2 19 31 1 3 17 30
0 0 0 0 0 0 0
1151 50 7 1 10 18 7 1 10 18 7 1 11 19 7 1 10 18 7 1 10 18 7 1 16 24 7 2 14 23
6000 27 1 5 36 60 1 5 36 60 1 5 36 60 1 5 36 60 1 5 36 60 1 5 41 65 2 5 50 77
9 9 9 9 9 9 2
7600 36 8 3 10 21 8 3 10 21 8 3 10 21 8 3 10 21 8 3 10 21 8 2 16 26 8 3 14 25
7830 36 1 3 22 36 1 3 22 36 1 3 22 36 1 3 22 36 1 3 22 36 1 3 27 41 1 4 25 40
1 1 1 1 1 1 1
8500 34 2 1 2 5 2 1 2 5 2 1 2 5 4 1 13 18 2 1 2 5 2 1 8 11 2 2 6 10
8700 30 4 1 7 12 4 1 7 12 4 1 7 12 4 1 7 12 4 1 7 12 4 1 14 19 4 1 11 16
8710 20 2 0 1 3 2 0 1 3 2 0 1 3 2 0 1 3 2 0 1 3 3 0 8 11 3 0 5 8
9110 36 3 1 0 4 3 1 0 4 3 1 0 4 3 1 0 4 3 1 0 4 3 0 6 9 3 1 4 8
9150 36 1 1 2 4 1 1 2 4 1 1 2 4 1 1 2 4 1 1 2 4 1 0 7 8 1 1 5 7
1250 34 6 1 6 13 6 1 6 13 6 1 6 13 6 1 6 13 6 1 6 13 6 1 11 18 6 2 9 17
1350 34 2 4 29 53 2 4 29 53 2 5 40 67 2 4 29 53 2 4 29 53 2 4 35 59 2 5 33 58
0 0 2 0 0 0 0
7670 38 8 2 11 21 8 2 11 21 8 2 11 21 8 2 11 21 8 2 11 21 8 2 17 27 8 2 15 25
7780 38 1 3 26 45 1 3 26 45 1 3 26 45 1 3 26 45 1 3 26 45 1 2 32 50 1 3 30 49
6 6 6 6 6 6 6
8510 35 2 1 1 4 2 1 1 4 2 1 1 4 4 1 12 17 2 1 1 4 2 1 7 10 2 1 5 8
9120 34 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 5 6 1 0 3 4
9160 34 3 0 2 5 3 0 2 5 3 0 2 5 3 0 2 5 3 0 2 5 3 0 8 11 3 1 6 10
1900 43 1 2 12 24 1 2 12 24 1 2 12 24 1 2 12 24 1 2 12 24 1 2 18 30 1 2 16 28
0 0 0 0 0 0 0
80
2010 43 4 1 86 14 4 1 86 14 4 1 96 15 4 1 86 14 4 1 96 15 4 1 91 15 4 1 90 15
4 5 5 4 5 5 7 6 9 4 5 5 7 6 9 4 5 0 4 6 0
2040 43 1 4 18 37 1 4 18 37 1 4 18 37 1 4 18 37 1 4 18 37 1 4 24 43 1 4 22 41
5 5 5 5 5 5 5
2050 43 8 1 7 16 8 1 7 16 8 1 7 16 8 1 7 16 8 1 7 16 8 1 12 21 8 2 10 20
6200 41 1 2 20 33 1 2 20 33 1 2 20 33 1 2 20 33 1 2 20 33 1 2 25 38 1 3 33 50
1 1 1 1 1 1 4
6210 43 1 2 20 35 1 2 20 35 1 2 20 35 1 2 20 35 1 2 20 35 1 2 25 40 1 3 24 40
3 3 3 3 3 3 3
7650 55 5 1 7 13 5 1 7 13 5 1 7 13 5 1 7 13 5 1 7 13 5 1 12 18 5 1 11 17
7660 51 4 0 3 7 4 0 3 7 4 0 3 7 4 0 3 7 4 0 3 7 4 0 9 13 4 1 7 12
7730 61 1 3 23 40 1 3 23 40 1 3 23 40 1 3 23 40 1 3 23 40 1 3 28 45 1 4 27 45
4 4 4 4 4 4 4
7790 55 5 1 9 15 5 1 9 15 5 1 9 15 5 1 9 15 5 1 9 15 5 1 14 20 5 2 13 20
7820 48 2 4 36 61 2 4 36 61 2 4 36 61 2 4 36 61 2 4 36 61 2 4 42 67 2 4 40 65
1 1 1 1 1 1 1
8720 48 5 1 5 11 5 1 5 11 5 1 5 11 5 1 5 11 5 1 5 11 5 0 12 17 5 1 9 15
9100 40 4 1 5 10 4 1 5 10 4 1 5 10 4 1 5 10 4 1 5 10 4 1 11 16 4 2 9 15
3250 51 3 0 3 6 3 0 3 6 3 0 3 6 3 0 3 6 3 0 3 6 3 0 8 11 3 1 6 10
3350 51 3 1 5 9 3 1 5 9 3 1 6 10 3 1 5 9 3 1 5 9 4 1 11 16 6 2 19 27
3700 51 5 1 5 11 5 1 5 11 7 1 15 23 5 1 5 11 5 1 5 11 5 0 10 15 5 1 8 14
6100 29 6 2 11 19 6 2 11 19 6 2 11 19 6 2 11 19 6 2 11 19 6 2 17 25 6 2 16 24
6110 30 6 1 8 15 6 1 8 15 6 1 8 15 6 1 8 15 6 1 8 15 6 1 14 21 6 1 13 20
7620 41 2 0 2 4 2 0 3 5 2 0 2 4 2 0 2 4 2 0 2 4 2 0 8 10 2 1 6 9
7630 41 1 1 2 4 1 1 3 5 1 1 2 4 1 1 2 4 1 1 2 4 2 1 8 11 2 1 6 9
7640 55 5 2 7 14 5 2 7 14 5 2 7 14 5 2 7 14 5 2 7 14 5 2 12 19 5 2 10 17
7710 60 5 1 8 14 8 2 19 29 5 1 8 14 5 1 8 14 5 1 8 14 6 1 14 21 6 2 12 20
7720 53 5 1 8 14 5 1 8 14 5 1 8 14 5 1 8 14 5 1 8 14 5 1 13 19 5 1 12 18
7740 55 1 3 24 39 1 3 24 39 1 3 24 39 1 3 24 39 1 3 24 39 1 3 30 45 1 4 28 44
2 2 2 2 2 2 2
7770 68 2 7 56 91 2 7 44 77 2 7 44 77 2 7 44 77 2 7 54 89 2 7 50 83 2 7 48 81
8 6 6 6 8 6 6
7840 56 6 1 14 21 4 0 3 7 4 0 3 7 4 0 3 7 4 0 3 7 4 0 8 12 4 1 7 12
7850 88 5 0 4 9 5 0 4 9 5 0 4 9 5 0 4 9 5 0 5 10 5 0 10 15 5 1 8 14
7860 74 1 2 25 38 9 2 15 26 9 2 13 24 9 2 13 24 9 2 13 24 9 2 19 30 9 2 17 28
1
7870 76 8 1 18 27 8 1 18 27 5 1 7 13 5 1 7 13 8 1 17 26 5 0 13 18 5 1 11 17
7910 76 4 1 4 9 7 1 14 22 4 1 4 9 4 1 4 9 4 1 4 9 4 0 10 14 4 1 8 13
7960 68 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 5 5 0 0 3 3
7980 61 1 2 31 45 9 1 20 30 9 1 20 30 9 1 20 30 9 1 20 30 9 1 26 36 9 2 24 35
2
81
8010 88 1 1 14 25 1 2 25 39 1 1 14 25 1 1 14 25 1 1 14 25 1 1 20 31 1 1 18 29
0 2 0 0 0 0 0
1460 42 4 1 4 9 4 1 4 9 4 1 4 9 4 1 4 9 4 1 4 9 4 1 9 14 4 1 7 12
1560 42 6 2 10 18 6 2 10 18 6 2 11 19 6 2 10 18 6 2 10 18 6 1 16 23 6 2 14 22
1720 42 5 1 4 10 5 1 4 10 5 1 4 10 5 1 4 10 5 1 4 10 5 1 9 15 5 1 7 13
6130 48 6 1 7 14 6 1 7 14 6 1 7 14 6 1 7 14 6 1 7 14 6 1 13 20 6 1 11 18
7680 48 3 1 2 6 3 1 2 6 3 1 2 6 3 1 2 6 3 1 2 6 3 0 8 11 3 1 6 10
7760 48 1 2 21 37 1 2 21 37 1 2 21 37 1 2 21 37 1 2 21 37 1 2 27 43 1 2 25 41
4 4 4 4 4 4 4
7800 48 1 2 16 29 1 2 16 29 1 2 16 29 1 2 16 29 1 2 16 29 1 2 21 34 1 2 20 33
1 1 1 1 1 1 1
8730 36 3 0 3 6 3 0 3 6 3 0 3 6 3 0 3 6 3 0 3 6 3 0 10 13 3 1 7 11
9130 48 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 6 7 1 1 4 6
9170 48 2 1 2 5 2 1 2 5 2 1 2 5 2 1 2 5 2 1 2 5 2 1 7 10 2 1 5 8
1860 42 8 1 10 19 1 2 20 32 8 1 10 19 8 1 10 19 8 1 10 19 8 1 16 25 8 1 14 23
0
3400 42 1 4 24 41 1 4 34 54 1 4 25 42 1 4 24 41 1 4 24 41 1 4 29 46 1 4 28 45
3 6 3 3 3 3 3
3500 42 6 1 7 14 8 2 17 27 6 1 7 14 6 1 7 14 6 1 7 14 6 1 13 20 6 2 11 19
5570 48 1 0 0 1 4 1 10 15 1 0 0 1 1 0 0 1 1 0 0 1 1 0 5 6 1 1 3 5
7610 48 5 1 9 15 8 1 19 28 5 1 9 15 5 1 9 15 5 1 9 15 6 1 15 22 6 1 13 20
7810 48 5 1 6 12 8 1 16 25 5 1 6 12 5 1 6 12 5 1 6 12 5 1 12 18 5 1 10 16
7690 48 1 2 17 30 1 3 27 43 1 2 17 30 1 2 17 30 1 2 17 30 1 2 22 35 1 3 20 34
1 3 1 1 1 1 1
8520 42 3 0 1 4 5 1 11 17 3 0 1 4 5 0 12 17 3 0 1 4 3 0 6 9 3 1 4 8
8740 48 4 1 5 10 6 1 15 22 4 1 5 10 4 1 5 10 4 1 5 10 4 1 12 17 4 1 9 14
9140 48 2 1 2 5 5 1 12 18 2 1 2 5 2 1 2 5 2 1 2 5 2 1 8 11 2 1 6 9
9180 48 5 1 6 12 7 2 16 25 5 1 6 12 5 1 6 12 5 1 6 12 5 1 12 18 5 1 10 16
2750 37 3 0 4 7 3 0 4 7 3 0 5 8 3 0 4 7 3 0 4 7 3 0 9 12 3 1 7 11
2800 37 5 1 7 13 5 1 7 13 5 1 7 13 5 1 7 13 5 1 7 13 5 1 12 18 5 1 10 16
2760 58 1 0 2 3 1 0 2 3 1 0 2 3 1 0 2 3 1 0 2 3 2 0 7 9 2 1 5 8
7900 48 9 2 14 25 9 2 14 25 9 2 14 25 9 2 14 25 9 2 14 25 9 2 19 30 9 3 18 30
5500 21 2 0 1 3 2 0 1 3 2 0 1 3 2 0 1 3 2 0 1 3 2 0 7 9 2 0 5 7
2560 10 2 0 2 4 2 0 2 4 2 0 2 4 2 0 2 4 2 0 2 4 2 0 8 10 2 1 6 9
8750 10 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 5 5 0 0 2 2
5000 29 4 1 4 9 4 1 4 9 4 1 4 9 4 1 4 9 4 1 4 9 4 1 10 15 4 2 8 14
5200 29 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 5 6 1 1 3 5
8760 29 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 4 4 0 0 1 1
5700 45 7 3 13 23 7 3 13 23 7 3 13 23 7 3 13 23 7 3 13 23 7 3 19 29 7 3 17 27
5900 45 6 2 8 16 6 2 8 16 6 2 8 16 6 2 8 16 6 2 8 16 6 1 13 20 6 2 12 20
82
6240 41 5 1 8 14 5 1 8 14 5 1 8 14 5 1 8 14 5 1 8 14 5 1 14 20 5 2 12 19
2320 30 6 1 5 12 6 1 5 12 6 1 5 12 6 1 5 12 6 1 5 12 6 0 11 17 6 1 9 16
2330 41 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 5 6 1 0 3 4
5560 29 2 1 2 5 2 1 2 5 2 1 2 5 2 1 2 5 2 1 2 5 2 0 7 9 2 1 5 8
7880 41 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 5 6 1 0 3 4
5800 46 3 1 2 6 3 1 2 6 3 1 2 6 3 1 2 6 3 1 2 6 3 0 7 10 3 1 5 9
3600 36 6 1 9 16 6 1 9 16 6 1 9 16 6 1 9 16 6 1 9 16 6 1 14 21 6 1 12 19
9158 43 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
0
3100 25 5 1 4 10 5 1 4 10 5 1 4 10 5 1 4 10 5 1 4 10 5 1 10 16 5 1 8 14
9150 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9151 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9152 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9153 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9154 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9155 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9156 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9157 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9164 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9165 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9166 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9167 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
1
9206 65 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
3
9207 29 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
5
9207 29 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 4 5 1 0 3 4
6
9206 76 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
2
83
9053 22 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 4 4 0 0 2 2
0
9945 28 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 4 4 0 1 2 3
Forecasted Units from Aug-17 to Dec-17

Forecast Units Sold Aug-17 Sep-17 Oct-17 Nov-17 Dec-17
SKU Price BC FP Online Total BC FP Online Total BC FP Online Total BC FP Online Total BC FP Online Total
1000 34 2 1 7 10 2 1 2 5 2 0 3 5 2 1 7 10 2 1 5 8
1001 50 2 1 7 10 2 0 2 4 2 0 3 5 2 1 7 10 2 1 5 8
1050 34 4 1 7 12 3 0 2 5 3 0 3 6 4 1 7 12 4 1 5 10
1051 50 3 1 7 11 3 0 2 5 3 0 3 6 3 1 7 11 3 1 5 9
1100 34 3 1 6 10 3 1 1 5 3 0 2 5 3 1 6 10 3 1 4 8
1101 50 4 1 10 15 4 1 4 9 4 0 6 10 4 1 10 15 4 1 8 13
1150 34 10 3 19 32 10 2 13 25 10 2 15 27 10 3 19 32 10 3 17 30
1151 50 7 2 16 25 7 1 10 18 7 1 12 20 7 2 16 25 7 2 14 23
6000 27 19 5 41 65 19 5 36 60 19 4 38 61 19 5 41 65 19 5 40 64
7600 36 8 3 16 27 8 3 10 21 8 2 12 22 8 3 16 27 8 3 14 25
7830 36 11 4 27 42 11 3 22 36 11 3 23 37 13 4 37 54 11 4 25 40
8500 34 2 2 8 12 2 1 2 5 2 1 4 7 2 2 8 12 2 2 6 10
8700 30 4 1 12 17 4 1 7 12 4 1 9 14 4 1 12 17 4 1 11 16
8710 20 3 0 7 10 2 0 1 3 2 0 3 5 3 0 7 10 3 0 5 8
9110 36 3 1 6 10 3 1 0 4 3 0 2 5 3 1 6 10 3 1 4 8
9150 36 1 1 7 9 1 1 2 4 1 0 4 5 1 1 7 9 1 1 5 7
1250 34 6 2 11 19 6 1 6 13 5 1 8 14 6 2 11 19 6 2 9 17
1350 34 20 5 35 60 20 4 29 53 19 4 31 54 22 5 45 72 20 5 33 58
7670 38 8 2 17 27 8 2 11 21 8 2 13 23 8 2 17 27 8 2 15 25
7780 38 16 3 32 51 16 3 26 45 16 2 28 46 16 3 32 51 19 3 40 62
8510 35 2 1 7 10 2 1 1 4 2 0 3 5 2 1 7 10 2 1 5 8
9120 34 1 0 5 6 1 0 0 1 1 0 2 3 1 0 5 6 1 0 3 4
9160 34 3 1 8 12 5 1 12 18 2 0 4 6 3 1 8 12 3 1 6 10
1900 43 10 2 18 30 10 2 12 24 10 2 14 26 10 2 18 30 10 2 16 28
2010 43 44 16 91 151 44 15 86 145 44 15 88 147 47 16 102 165 47 16 100 163
84
2040 43 15 4 24 43 15 4 18 37 15 4 20 39 15 4 24 43 17 5 32 54
2050 43 8 2 12 22 8 1 7 16 8 1 9 18 8 2 12 22 8 2 10 20
6200 41 11 3 25 39 11 2 20 33 11 2 21 34 11 3 25 39 11 3 23 37
6210 43 13 3 25 41 13 2 20 35 13 2 22 37 13 3 25 41 13 3 24 40
7650 55 5 1 12 18 5 1 7 13 5 1 9 15 5 1 12 18 5 1 11 17
7660 51 4 1 9 14 4 0 3 7 4 0 5 9 4 1 9 14 4 1 7 12
7730 61 14 4 28 46 14 3 23 40 14 3 25 42 14 4 28 46 14 4 27 45
7790 55 5 2 14 21 5 1 9 15 5 1 11 17 5 2 14 21 5 2 13 20
7820 48 21 4 42 67 21 4 36 61 21 4 38 63 21 4 42 67 24 5 50 79
8720 48 5 1 11 17 5 1 5 11 4 0 7 11 5 1 11 17 5 1 9 15
9100 40 4 2 11 17 4 1 5 10 4 1 7 12 4 2 11 17 4 2 9 15
3250 51 3 1 8 12 3 0 3 6 3 0 5 8 3 1 8 12 3 1 6 10
3350 51 4 1 11 16 3 1 5 9 3 1 7 11 4 1 11 16 4 1 9 14
3700 51 5 1 10 16 5 1 5 11 5 0 6 11 5 1 10 16 5 1 8 14
6100 29 6 2 17 25 6 2 11 19 6 2 13 21 6 2 17 25 6 2 15 23
6110 30 6 1 14 21 6 1 8 15 6 0 10 16 6 1 14 21 6 1 12 19
7620 41 2 1 8 11 2 0 2 4 2 0 4 6 2 1 8 11 2 1 6 9
7630 41 2 1 8 11 1 1 2 4 1 0 4 5 2 1 8 11 2 1 6 9
7640 55 5 2 12 19 5 2 7 14 5 1 9 15 5 2 12 19 5 2 10 17
7710 60 6 2 14 22 5 1 8 14 5 1 10 16 6 2 14 22 6 2 12 20
7720 53 5 1 13 19 5 1 8 14 5 1 10 16 5 1 13 19 5 1 12 18
7740 55 12 4 30 46 15 4 34 53 12 3 26 41 15 4 40 59 15 4 38 57
7770 68 26 7 50 83 26 7 44 77 26 6 46 78 28 7 60 95 28 7 58 93
7840 56 4 1 8 13 4 0 3 7 4 0 5 9 4 1 8 13 4 1 7 12
7850 88 5 1 10 16 5 0 4 9 5 0 6 11 5 1 10 16 5 1 8 14
7860 74 9 2 19 30 9 2 13 24 9 1 15 25 9 2 19 30 11 2 27 40
7870 76 5 1 13 19 5 1 7 13 5 0 9 14 5 1 13 19 5 1 11 17
7910 76 4 1 10 15 4 1 4 9 4 0 6 10 4 1 10 15 7 1 18 26
7960 68 0 0 5 5 0 0 0 0 0 0 1 1 0 0 5 5 0 0 3 3
7980 61 9 2 26 37 9 1 20 30 9 1 22 32 9 2 26 37 9 2 24 35
8010 88 10 1 20 31 10 1 14 25 9 1 16 26 10 1 20 31 12 2 28 42
1460 42 4 1 9 14 4 1 4 9 4 0 6 10 4 1 9 14 6 1 17 24
1560 42 6 2 16 24 6 2 10 18 6 1 12 19 9 2 26 37 6 2 14 22
1720 42 5 1 9 15 5 1 4 10 5 0 6 11 5 1 9 15 5 1 7 13
6130 48 6 1 13 20 6 1 7 14 5 1 9 15 6 1 13 20 6 1 11 18
7680 48 3 1 8 12 3 1 2 6 3 0 4 7 3 1 8 12 3 1 6 10
7760 48 14 2 27 43 14 2 21 37 14 2 23 39 14 2 27 43 14 2 25 41
7800 48 11 2 21 34 11 2 16 29 11 2 18 31 11 2 21 34 11 2 20 33
85
8730 36 3 1 8 12 3 0 3 6 3 0 5 8 3 1 8 12 3 1 7 11
9130 48 1 1 6 8 1 0 0 1 1 0 2 3 1 1 6 8 1 1 4 6
9170 48 2 1 7 10 2 1 2 5 2 1 4 7 2 1 7 10 2 1 5 8
1860 42 8 1 16 25 8 1 10 19 8 1 12 21 8 1 16 25 8 1 14 23
3400 42 13 4 29 46 16 4 34 54 13 3 26 42 13 4 29 46 16 4 38 58
3500 42 6 2 13 21 6 1 8 15 5 1 9 15 6 2 13 21 6 2 11 19
5570 48 1 1 5 7 1 0 0 1 1 0 1 2 1 1 5 7 1 1 3 5
7610 48 6 1 15 22 5 1 9 15 5 1 11 17 6 1 15 22 8 2 23 33
7810 48 5 1 12 18 5 1 6 12 5 1 8 14 5 1 12 18 5 1 10 16
7690 48 11 3 22 36 11 2 17 30 11 2 18 31 11 3 22 36 11 3 20 34
8520 42 3 1 6 10 3 0 1 4 2 0 2 4 3 1 6 10 3 1 4 8
8740 48 4 1 11 16 4 1 5 10 4 0 7 11 4 1 11 16 4 1 9 14
9140 48 2 1 8 11 2 1 2 5 2 0 4 6 2 1 8 11 2 1 6 9
9180 48 5 1 12 18 5 1 6 12 5 1 8 14 5 1 12 18 5 1 10 16
2750 37 3 1 9 13 3 0 4 7 3 0 5 8 3 1 9 13 3 1 7 11
2800 37 5 1 12 18 5 1 7 13 5 1 9 15 5 1 12 18 5 1 10 16
2760 58 2 1 7 10 1 0 2 3 1 0 4 5 2 1 7 10 2 1 5 8
7900 48 9 3 19 31 9 2 14 25 9 2 16 27 9 3 19 31 9 3 18 30
5500 21 2 0 7 9 2 0 1 3 1 0 3 4 2 0 7 9 2 0 5 7
2560 10 2 1 8 11 2 0 2 4 2 0 4 6 2 1 8 11 2 1 6 9
8750 10 0 0 4 4 0 0 0 0 0 0 0 0 0 0 4 4 0 0 2 2
5000 29 4 2 10 16 4 1 4 9 4 1 7 12 4 2 10 16 4 2 8 14
5200 29 1 1 5 7 1 0 0 1 1 0 2 3 1 1 5 7 1 1 3 5
8760 29 0 0 3 3 0 0 0 0 0 0 1 1 0 0 3 3 0 0 1 1
5700 45 7 3 19 29 7 3 13 23 7 3 16 26 7 3 19 29 7 3 17 27
5900 45 6 2 13 21 6 2 8 16 6 1 11 18 6 2 13 21 6 2 12 20
6240 41 5 2 14 21 5 1 8 14 5 1 11 17 5 2 14 21 5 2 12 19
2320 30 6 1 11 18 6 1 5 12 5 0 8 13 6 1 11 18 6 1 9 16
2330 41 1 0 5 6 1 0 0 1 1 0 2 3 1 0 5 6 1 0 3 4
5560 29 2 1 7 10 2 1 2 5 2 0 5 7 2 1 7 10 2 1 5 8
7880 41 1 0 5 6 1 0 0 1 1 0 2 3 1 0 5 6 1 0 3 4
5800 46 3 1 7 11 3 1 2 6 3 0 5 8 3 1 7 11 3 1 5 9
3600 36 6 1 16 23 6 1 9 16 5 1 11 17 6 1 14 21 6 1 14 21
91580 43 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
3100 25 5 1 11 17 5 1 4 10 5 0 6 11 5 1 10 16 5 1 8 14
91501 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91511 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91521 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
86
91531 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91541 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91551 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91561 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91571 49 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91641 24 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91651 24 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91661 24 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
91671 24 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
92063 65 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
92075 29 0 0 5 5 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
92076 29 1 0 6 7 1 0 0 1 1 0 1 2 1 0 4 5 1 0 3 4
92062 76 0 0 4 4 0 0 0 0 0 0 0 0 0 0 3 3 0 0 1 1
90530 22 0 0 5 5 0 0 0 0 0 0 0 0 0 0 4 4 0 0 2 2
9945 28 0 1 4 5 0 0 0 0 0 0 0 0 0 1 4 5 0 1 2 3
Forecasted Units from Jan-18 to Jun-18

Forecast Units Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18
Sold
SKU Price B F Onlin Tot B F Onlin Tot B F Onlin Tot B F Onlin Tot B F Onlin Tot B F Onlin Tot
C P e al C P e al C P e al C P e al C P e al C P e al
1000 34 2 1 1 4 2 0 1 3 2 1 3 6 2 1 1 4 5 1 11 17 2 1 7 10
1001 50 2 0 1 3 2 0 1 3 2 0 3 5 2 0 1 3 5 1 11 17 2 0 7 9
1050 34 3 0 2 5 3 0 2 5 3 0 5 8 3 0 2 5 6 1 12 19 3 0 7 10
1051 50 3 0 2 5 3 0 2 5 3 0 5 8 3 0 2 5 5 1 12 18 3 0 7 10
1100 34 3 1 1 5 3 0 1 4 3 1 2 6 3 1 2 6 5 1 11 17 3 1 6 10
1101 50 4 1 4 9 4 0 4 8 4 1 6 11 4 1 5 10 7 1 14 22 4 0 10 14
1150 34 10 2 13 25 10 2 13 25 10 2 15 27 10 2 13 25 12 3 23 38 10 2 19 31
1151 50 7 1 10 18 7 1 10 18 7 1 12 20 7 1 10 18 9 2 20 31 7 1 16 24
6000 27 19 5 36 60 19 4 36 59 19 5 38 62 19 5 36 60 22 5 46 73 19 5 41 65
7600 36 8 3 10 21 8 2 10 20 8 3 12 23 8 3 10 21 11 3 20 34 8 2 16 26
7830 36 13 4 32 49 11 3 22 36 11 3 23 37 11 3 22 36 13 4 32 49 11 3 27 41
8500 34 2 1 2 5 2 1 2 5 2 1 4 7 2 1 2 5 4 2 12 18 2 1 8 11
8700 30 4 1 7 12 4 1 17 22 4 1 9 14 4 1 7 12 7 1 17 25 4 1 12 17
8710 20 2 0 1 3 2 0 11 13 2 0 3 5 2 0 1 3 5 1 11 17 2 0 7 9
87
9110 36 3 1 0 4 3 0 0 3 3 1 2 6 3 1 0 4 5 1 10 16 3 0 6 9
9150 36 1 1 2 4 1 0 2 3 1 1 4 6 1 1 2 4 4 1 12 17 1 0 7 8
1250 34 6 1 6 13 5 1 6 12 6 1 9 16 6 1 6 13 6 1 6 13 5 1 11 17
1350 34 20 4 29 53 19 4 29 52 20 4 31 55 20 4 29 53 20 4 29 53 20 4 35 59
7670 38 8 2 11 21 8 2 11 21 8 2 13 23 8 2 11 21 8 2 11 21 8 2 17 27
7780 38 19 3 36 58 16 2 26 44 16 3 28 47 16 3 26 45 16 3 26 45 16 2 32 50
8510 35 2 1 1 4 2 0 1 3 2 1 3 6 2 1 1 4 2 1 1 4 2 1 7 10
9120 34 1 0 0 1 1 0 0 1 1 0 2 3 1 0 0 1 1 0 0 1 1 0 5 6
9160 34 3 0 2 5 2 0 2 4 3 0 4 7 3 0 2 5 3 0 2 5 2 0 8 10
1900 43 10 2 12 24 10 2 12 24 10 2 14 26 10 2 12 24 10 2 12 24 10 2 18 30
2010 43 44 1 86 145 44 1 86 145 44 1 88 147 44 1 86 145 44 1 86 145 44 1 91 150
5 5 5 5 5 5
2040 43 15 4 18 37 15 4 18 37 15 4 20 39 15 4 18 37 15 4 18 37 15 4 24 43
2050 43 8 1 7 16 8 1 7 16 8 1 9 18 8 1 7 16 8 1 7 16 8 1 12 21
6200 41 11 2 20 33 11 2 20 33 11 2 21 34 11 2 20 33 11 2 20 33 11 2 25 38
6210 43 13 2 20 35 13 2 20 35 13 2 22 37 13 2 20 35 13 2 20 35 13 2 25 40
7650 55 5 1 7 13 5 1 7 13 5 1 9 15 5 1 7 13 5 1 7 13 5 1 12 18
7660 51 4 0 3 7 4 0 3 7 4 0 5 9 4 0 3 7 4 0 3 7 4 0 9 13
7730 61 14 3 23 40 14 3 23 40 14 3 25 42 14 3 23 40 14 3 23 40 14 3 28 45
7790 55 5 1 9 15 5 1 9 15 5 1 11 17 5 1 9 15 5 1 9 15 5 1 14 20
7820 48 21 4 36 61 21 4 36 61 21 4 38 63 21 4 36 61 21 4 36 61 21 4 42 67
8720 48 5 1 5 11 4 0 15 19 5 1 7 13 5 1 5 11 5 1 5 11 4 0 11 15
9100 40 4 1 5 10 4 1 5 10 4 1 7 12 4 1 5 10 4 1 5 10 4 1 11 16
3250 51 3 0 3 6 3 0 3 6 3 0 6 9 3 0 3 6 3 0 3 6 3 0 8 11
3350 51 3 1 5 9 3 1 5 9 3 1 7 11 3 1 5 9 3 1 5 9 3 1 11 15
3700 51 5 1 5 11 5 0 5 10 5 1 6 12 5 1 5 11 5 1 5 11 5 0 10 15
6100 29 6 2 11 19 6 2 11 19 6 2 13 21 6 2 11 19 6 2 11 19 6 2 17 25
6110 30 6 1 8 15 6 0 8 14 6 1 10 17 6 1 8 15 6 1 8 15 6 1 14 21
7620 41 2 0 2 4 2 0 2 4 2 0 4 6 2 0 2 4 2 0 2 4 2 0 8 10
7630 41 1 1 2 4 1 0 2 3 1 1 4 6 1 1 2 4 1 1 2 4 1 1 8 10
7640 55 5 2 7 14 5 1 7 13 5 2 9 16 5 2 7 14 5 2 7 14 5 2 12 19
7710 60 5 1 8 14 5 1 8 14 5 1 10 16 5 1 8 14 5 1 8 14 5 1 14 20
7720 53 5 1 8 14 5 1 8 14 8 2 10 20 5 1 8 14 5 1 8 14 5 1 13 19
7740 55 12 3 24 39 12 3 24 39 12 3 26 41 12 3 24 39 12 3 24 39 12 3 30 45
7770 68 26 7 44 77 26 6 44 76 26 7 46 79 26 7 44 77 26 7 44 77 26 7 50 83
7840 56 4 0 3 7 4 0 3 7 4 0 5 9 4 0 3 7 4 0 3 7 4 0 8 12
88
7850 88 5 0 4 9 5 0 4 9 5 0 6 11 5 0 4 9 5 0 4 9 5 0 10 15
7860 74 9 2 13 24 9 1 13 23 9 2 15 26 9 2 13 24 9 2 13 24 9 2 19 30
7870 76 5 1 7 13 5 0 7 12 5 1 9 15 5 1 7 13 5 1 7 13 5 0 13 18
7910 76 7 1 14 22 4 0 4 8 4 1 6 11 4 1 4 9 4 1 4 9 4 0 10 14
7960 68 0 0 0 0 0 0 1 1 0 0 1 1 0 0 0 0 0 0 0 0 0 0 5 5
7980 61 9 1 20 30 9 1 20 30 9 1 22 32 9 1 20 30 9 1 20 30 9 1 26 36
8010 88 10 1 14 25 9 1 14 24 10 1 16 27 10 1 14 25 10 1 14 25 10 1 20 31
1460 42 4 1 4 9 4 0 4 8 4 1 7 12 4 1 4 9 4 1 4 9 4 1 9 14
1560 42 6 2 10 18 6 1 10 17 6 2 12 20 6 2 10 18 6 2 10 18 6 1 16 23
1720 42 5 1 4 10 5 0 4 9 5 1 6 12 5 1 5 11 5 1 4 10 5 1 9 15
6130 48 6 1 7 14 5 1 7 13 6 1 9 16 6 1 7 14 6 1 7 14 6 1 13 20
7680 48 3 1 2 6 3 0 2 5 3 1 4 8 3 1 2 6 3 1 2 6 3 0 8 11
7760 48 14 2 21 37 14 2 21 37 14 2 23 39 14 2 21 37 14 2 21 37 14 2 27 43
7800 48 11 2 17 30 11 2 16 29 11 2 18 31 11 2 16 29 11 2 16 29 11 2 21 34
8730 36 3 0 3 6 3 0 13 16 3 0 5 8 3 0 3 6 3 0 3 6 3 0 8 11
9130 48 1 0 0 1 1 0 0 1 1 0 2 3 1 0 0 1 1 0 0 1 1 0 6 7
9170 48 2 1 2 5 2 1 2 5 2 1 4 7 2 1 2 5 2 1 2 5 2 1 7 10
1860 42 8 1 10 19 8 1 10 19 8 1 13 22 8 1 10 19 8 1 10 19 8 1 16 25
3400 42 13 4 24 41 13 3 24 40 13 4 26 43 13 4 24 41 13 4 24 41 13 4 29 46
3500 42 6 1 7 14 5 1 7 13 6 1 9 16 6 1 7 14 6 1 7 14 6 1 13 20
5570 48 1 0 0 1 1 0 0 1 1 0 1 2 1 0 0 1 1 0 0 1 1 0 5 6
7610 48 5 1 9 15 5 1 9 15 5 1 11 17 5 1 9 15 5 1 9 15 5 1 15 21
7810 48 5 1 6 12 5 1 6 12 5 1 8 14 5 1 6 12 5 1 6 12 5 1 12 18
7690 48 11 2 17 30 11 2 17 30 11 2 18 31 11 2 17 30 11 2 17 30 11 2 22 35
8520 42 3 0 1 4 2 0 1 3 3 0 2 5 3 0 1 4 3 0 1 4 2 0 6 8
8740 48 4 1 5 10 4 0 15 19 4 1 7 12 4 1 5 10 4 1 5 10 4 1 11 16
9140 48 2 1 2 5 2 0 2 4 2 1 4 7 2 1 2 5 2 1 2 5 2 1 8 11
9180 48 5 1 6 12 5 1 6 12 5 1 8 14 5 1 6 12 5 1 6 12 5 1 12 18
2750 37 3 0 4 7 3 0 4 7 3 0 5 8 3 0 4 7 3 0 4 7 3 0 9 12
2800 37 5 1 7 13 5 1 7 13 5 1 10 16 5 1 7 13 5 1 7 13 5 1 12 18
2760 58 1 0 2 3 1 0 3 4 1 0 4 5 1 0 2 3 1 0 2 3 1 0 7 8
7900 48 9 2 14 25 9 2 14 25 9 2 16 27 9 2 14 25 9 2 14 25 9 2 19 30
5500 21 2 0 1 3 1 0 1 2 2 0 3 5 2 0 1 3 2 0 1 3 2 0 7 9
2560 10 2 0 2 4 2 0 2 4 2 0 4 6 2 0 2 4 2 0 2 4 2 0 8 10
8750 10 0 0 0 0 0 0 9 9 0 0 0 0 0 0 0 0 0 0 0 0 0 0 4 4
5000 29 4 1 4 9 4 1 4 9 4 1 6 11 4 1 4 9 4 1 4 9 4 1 10 15
5200 29 1 0 0 1 1 0 0 1 1 0 1 2 1 0 0 1 1 0 0 1 1 0 5 6
8760 29 0 0 0 0 0 0 8 8 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
89
5700 45 7 3 13 23 7 3 13 23 7 3 15 25 7 3 13 23 7 3 13 23 7 3 19 29
5900 45 6 2 8 16 6 1 8 15 6 2 10 18 6 2 8 16 6 2 8 16 6 1 13 20
6240 41 5 1 8 14 5 1 8 14 5 1 10 16 5 1 8 14 5 1 8 14 5 1 14 20
2320 30 6 1 5 12 5 0 5 10 6 1 7 14 6 1 5 12 6 1 5 12 5 0 11 16
2330 41 1 0 0 1 1 0 0 1 1 0 1 2 1 0 0 1 1 0 0 1 1 0 5 6
5560 29 2 1 2 5 2 0 2 4 2 1 4 7 2 1 2 5 2 1 2 5 2 0 7 9
7880 41 1 0 0 1 1 0 0 1 1 0 1 2 1 0 0 1 1 0 0 1 1 0 5 6
5800 46 3 1 2 6 3 0 2 5 3 1 4 8 3 1 2 6 3 1 2 6 3 0 7 10
3600 36 6 1 9 16 5 1 9 15 6 1 11 18 6 1 9 16 6 1 10 17 6 1 14 21
91580 43 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
3100 25 5 1 4 10 5 0 4 9 5 1 6 12 5 1 4 10 5 1 5 11 5 1 10 16
91501 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91511 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91521 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91531 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91541 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91551 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91561 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91571 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91641 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91651 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91661 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
91671 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
92063 65 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
92075 29 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
92076 29 1 0 0 1 1 0 0 1 1 0 1 2 1 0 0 1 1 0 0 1 1 0 4 5
92062 76 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 3 3
90530 22 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 4 4
9945 28 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 5 5
Forecasted Revenue from Jan-17 to Jul-17

Forecast Jan-17 Feb-17 Mar-17 Apr-17 May-17 Jun-17 Jul-17
Revenues
SKU Pric B F Onl To B F Onl To B F Onl To B F Onl To B F Onl To B F Onl To B F Onl To
e C P ine tal C P ine tal C P ine tal C P ine tal C P ine tal C P ine tal C P ine tal
100 34 68 3 34 13 68 3 34 13 68 3 34 13 68 3 34 13 68 3 34 13 68 3 23 34 68 3 17 27
0 4 6 4 6 4 6 4 6 4 6 4 8 0 4 0 2
100 50 10 0 50 15 10 0 50 15 10 0 50 15 10 0 50 15 10 0 50 15 10 0 35 45 10 5 25 40
1 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
90
105 34 10 0 68 17 10 0 68 17 10 0 68 17 10 0 68 17 10 0 68 17 13 0 23 37 13 3 17 34
0 2 0 2 0 2 0 2 0 2 0 6 8 4 6 4 0 0
105 50 15 0 10 25 15 0 10 25 15 0 10 25 15 0 10 25 15 0 10 25 15 0 35 50 15 5 25 45
1 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
110 34 10 3 34 17 10 3 34 17 10 3 34 17 10 3 34 17 10 3 34 17 10 3 20 34 10 3 13 27
0 2 4 0 2 4 0 2 4 0 2 4 0 2 4 0 2 4 4 0 2 4 6 2
110 50 20 5 20 45 20 5 20 45 20 5 20 45 20 5 20 45 20 5 20 45 20 0 50 70 20 5 40 65
1 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
115 34 34 6 44 85 34 6 44 85 34 6 51 91 34 6 44 85 34 6 44 85 34 6 64 10 34 1 57 10
0 0 8 2 0 0 8 2 0 0 8 0 8 0 8 2 0 0 8 2 0 0 8 6 54 0 0 8 20
2
115 50 35 5 50 90 35 5 50 90 35 5 55 95 35 5 50 90 35 5 50 90 35 5 80 12 35 1 70 11
1 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 00 0 0 0 50
0
600 27 51 1 97 16 51 1 97 16 51 1 97 16 51 1 97 16 51 1 97 16 51 1 11 17 59 1 13 20
0 3 3 2 20 3 3 2 20 3 3 2 20 3 3 2 20 3 3 2 20 3 3 07 55 4 3 50 79
5 5 5 5 5 5 5
760 36 28 1 36 75 28 1 36 75 28 1 36 75 28 1 36 75 28 1 36 75 28 7 57 93 28 1 50 90
0 8 0 0 6 8 0 0 6 8 0 0 6 8 0 0 6 8 0 0 6 8 2 6 6 8 0 4 0
8 8 8 8 8 8
783 36 39 1 79 12 39 1 79 12 39 1 79 12 39 1 79 12 39 1 79 12 39 1 97 14 39 1 90 14
0 6 0 2 96 6 0 2 96 6 0 2 96 6 0 2 96 6 0 2 96 6 0 2 76 6 4 0 40
8 8 8 8 8 8 4
850 34 68 3 68 17 68 3 68 17 68 3 68 17 13 3 44 61 68 3 68 17 68 3 27 37 68 6 20 34
0 4 0 4 0 4 0 6 4 2 2 4 0 4 2 4 8 4 0
870 30 12 3 21 36 12 3 21 36 12 3 21 36 12 3 21 36 12 3 21 36 12 3 42 57 12 3 33 48
0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
871 20 40 0 20 60 40 0 20 60 40 0 20 60 40 0 20 60 40 0 20 60 60 0 16 22 60 0 10 16
0 0 0 0 0
911 36 10 3 0 14 10 3 0 14 10 3 0 14 10 3 0 14 10 3 0 14 10 0 21 32 10 3 14 28
0 8 6 4 8 6 4 8 6 4 8 6 4 8 6 4 8 6 4 8 6 4 8
915 36 36 3 72 14 36 3 72 14 36 3 72 14 36 3 72 14 36 3 72 14 36 0 25 28 36 3 18 25
0 6 4 6 4 6 4 6 4 6 4 2 8 6 0 2
125 34 20 3 20 44 20 3 20 44 20 3 20 44 20 3 20 44 20 3 20 44 20 3 37 61 20 6 30 57
0 4 4 4 2 4 4 4 2 4 4 4 2 4 4 4 2 4 4 4 2 4 4 4 2 4 8 6 8
135 34 68 1 98 18 68 1 98 18 74 1 13 22 68 1 98 18 68 1 98 18 68 1 11 20 68 1 11 19
0 0 3 6 02 0 3 6 02 8 7 60 78 0 3 6 02 0 3 6 02 0 3 90 06 0 7 22 72
6 6 0 6 6 6 0
767 38 30 7 41 79 30 7 41 79 30 7 41 79 30 7 41 79 30 7 41 79 30 7 64 10 30 7 57 95
0 4 6 8 8 4 6 8 8 4 6 8 8 4 6 8 8 4 6 8 8 4 6 6 26 4 6 0 0
778 38 60 1 98 17 60 1 98 17 60 1 98 17 60 1 98 17 60 1 98 17 60 7 12 19 60 1 11 18
0 8 1 8 10 8 1 8 10 8 1 8 10 8 1 8 10 8 1 8 10 8 6 16 00 8 1 40 62
4 4 4 4 4 4
91
851 35 70 3 35 14 70 3 35 14 70 3 35 14 14 3 42 59 70 3 35 14 70 3 24 35 70 3 17 28
0 5 0 5 0 5 0 0 5 0 5 5 0 5 5 0 5 5 0
912 34 34 0 0 34 34 0 0 34 34 0 0 34 34 0 0 34 34 0 0 34 34 0 17 20 34 0 10 13
0 0 4 2 6
916 34 10 0 68 17 10 0 68 17 10 0 68 17 10 0 68 17 10 0 68 17 10 0 27 37 10 3 20 34
0 2 0 2 0 2 0 2 0 2 0 2 2 4 2 4 4 0
190 43 43 8 51 10 43 8 51 10 43 8 51 10 43 8 51 10 43 8 51 10 43 8 77 12 43 8 68 12
0 0 6 6 32 0 6 6 32 0 6 6 32 0 6 6 32 0 6 6 32 0 6 4 90 0 6 8 04
201 43 18 6 36 62 18 6 36 62 20 6 41 68 18 6 36 62 20 6 41 68 18 6 39 64 18 6 38 64
0 92 4 98 35 92 4 98 35 21 8 28 37 92 4 98 35 21 8 28 37 92 4 13 50 92 8 70 50
5 5 8 5 8 5 8
204 43 64 1 77 15 64 1 77 15 64 1 77 15 64 1 77 15 64 1 77 15 64 1 10 18 64 1 94 17
0 5 7 4 91 5 7 4 91 5 7 4 91 5 7 4 91 5 7 4 91 5 7 32 49 5 7 6 63
2 2 2 2 2 2 2
205 43 34 4 30 68 34 4 30 68 34 4 30 68 34 4 30 68 34 4 30 68 34 4 51 90 34 8 43 86
0 4 3 1 8 4 3 1 8 4 3 1 8 4 3 1 8 4 3 1 8 4 3 6 3 4 6 0 0
620 41 45 8 82 13 45 8 82 13 45 8 82 13 45 8 82 13 45 8 82 13 45 8 10 15 57 1 13 20
0 1 2 0 53 1 2 0 53 1 2 0 53 1 2 0 53 1 2 0 53 1 2 25 58 4 2 53 50
3
621 43 55 8 86 15 55 8 86 15 55 8 86 15 55 8 86 15 55 8 86 15 55 8 10 17 55 1 10 17
0 9 6 0 05 9 6 0 05 9 6 0 05 9 6 0 05 9 6 0 05 9 6 75 20 9 2 32 20
9
765 55 27 5 38 71 27 5 38 71 27 5 38 71 27 5 38 71 27 5 38 71 27 5 66 99 27 5 60 93
0 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 0 0 5 5 5 5
766 51 20 0 15 35 20 0 15 35 20 0 15 35 20 0 15 35 20 0 15 35 20 0 45 66 20 5 35 61
0 4 3 7 4 3 7 4 3 7 4 3 7 4 3 7 4 9 3 4 1 7 2
773 61 85 1 14 24 85 1 14 24 85 1 14 24 85 1 14 24 85 1 14 24 85 1 17 27 85 2 16 27
0 4 8 03 40 4 8 03 40 4 8 03 40 4 8 03 40 4 8 03 40 4 8 08 45 4 4 47 45
3 3 3 3 3 3 4
779 55 27 5 49 82 27 5 49 82 27 5 49 82 27 5 49 82 27 5 49 82 27 5 77 11 27 1 71 11
0 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 0 00 5 1 5 00
0
782 48 10 1 17 29 10 1 17 29 10 1 17 29 10 1 17 29 10 1 17 29 10 1 20 32 10 1 19 31
0 08 9 28 28 08 9 28 28 08 9 28 28 08 9 28 28 08 9 28 28 08 9 16 16 08 9 20 20
2 2 2 2 2 2 2
872 48 24 4 24 52 24 4 24 52 24 4 24 52 24 4 24 52 24 4 24 52 24 0 57 81 24 4 43 72
0 0 8 0 8 0 8 0 8 0 8 0 8 0 8 0 8 0 8 0 8 0 6 6 0 8 2 0
910 40 16 4 20 40 16 4 20 40 16 4 20 40 16 4 20 40 16 4 20 40 16 4 44 64 16 8 36 60
0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
325 51 15 0 15 30 15 0 15 30 15 0 15 30 15 0 15 30 15 0 15 30 15 0 40 56 15 5 30 51
0 3 3 6 3 3 6 3 3 6 3 3 6 3 3 6 3 8 1 3 1 6 0
92
335 51 15 5 25 45 15 5 25 45 15 5 30 51 15 5 25 45 15 5 25 45 20 5 56 81 30 1 96 13
0 3 1 5 9 3 1 5 9 3 1 6 0 3 1 5 9 3 1 5 9 4 1 1 6 6 0 9 77
2
370 51 25 5 25 56 25 5 25 56 35 5 76 11 25 5 25 56 25 5 25 56 25 0 51 76 25 5 40 71
0 5 1 5 1 5 1 5 1 7 1 5 73 5 1 5 1 5 1 5 1 5 0 5 5 1 8 4
610 29 17 5 31 55 17 5 31 55 17 5 31 55 17 5 31 55 17 5 31 55 17 5 49 72 17 5 46 69
0 4 8 9 1 4 8 9 1 4 8 9 1 4 8 9 1 4 8 9 1 4 8 3 5 4 8 4 6
611 30 18 3 24 45 18 3 24 45 18 3 24 45 18 3 24 45 18 3 24 45 18 3 42 63 18 3 39 60
0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
762 41 82 0 82 16 82 0 12 20 82 0 82 16 82 0 82 16 82 0 82 16 82 0 32 41 82 4 24 36
0 4 3 5 4 4 4 8 0 1 6 9
763 41 41 4 82 16 41 4 12 20 41 4 82 16 41 4 82 16 41 4 82 16 82 4 32 45 82 4 24 36
0 1 4 1 3 5 1 4 1 4 1 4 1 8 1 1 6 9
764 55 27 1 38 77 27 1 38 77 27 1 38 77 27 1 38 77 27 1 38 77 27 1 66 10 27 1 55 93
0 5 1 5 0 5 1 5 0 5 1 5 0 5 1 5 0 5 1 5 0 5 1 0 45 5 1 0 5
0 0 0 0 0 0 0
771 60 30 6 48 84 48 1 11 17 30 6 48 84 30 6 48 84 30 6 48 84 36 6 84 12 36 1 72 12
0 0 0 0 0 0 2 40 40 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 60 0 2 0 00
0 0
772 53 26 5 42 74 26 5 42 74 26 5 42 74 26 5 42 74 26 5 42 74 26 5 68 10 26 5 63 95
0 5 3 4 2 5 3 4 2 5 3 4 2 5 3 4 2 5 3 4 2 5 3 9 07 5 3 6 4
774 55 66 1 13 21 66 1 13 21 66 1 13 21 66 1 13 21 66 1 13 21 66 1 16 24 66 2 15 24
0 0 6 20 45 0 6 20 45 0 6 20 45 0 6 20 45 0 6 20 45 0 6 50 75 0 2 40 20
5 5 5 5 5 5 0
777 68 19 4 38 61 17 4 29 52 17 4 29 52 17 4 29 52 19 4 36 60 17 4 34 56 17 4 32 55
0 04 7 08 88 68 7 92 36 68 7 92 36 68 7 92 36 04 7 72 52 68 7 00 44 68 7 64 08
6 6 6 6 6 6 6
784 56 33 5 78 11 22 0 16 39 22 0 16 39 22 0 16 39 22 0 16 39 22 0 44 67 22 5 39 67
0 6 6 4 76 4 8 2 4 8 2 4 8 2 4 8 2 4 8 2 4 6 2 2
785 88 44 0 35 79 44 0 35 79 44 0 35 79 44 0 35 79 44 0 44 88 44 0 88 13 44 8 70 12
0 0 2 2 0 2 2 0 2 2 0 2 2 0 0 0 0 0 20 0 8 4 32
786 74 81 1 18 28 66 1 11 19 66 1 96 17 66 1 96 17 66 1 96 17 66 1 14 22 66 1 12 20
0 4 4 50 12 6 4 10 24 6 4 2 76 6 4 2 76 6 4 2 76 6 4 06 20 6 4 58 72
8 8 8 8 8 8 8
787 76 60 7 13 20 60 7 13 20 38 7 53 98 38 7 53 98 60 7 12 19 38 0 98 13 38 7 83 12
0 8 6 68 52 8 6 68 52 0 6 2 8 0 6 2 8 8 6 92 76 0 8 68 0 6 6 92
791 76 30 7 30 68 53 7 10 16 30 7 30 68 30 7 30 68 30 7 30 68 30 0 76 10 30 7 60 98
0 4 6 4 4 2 6 64 72 4 6 4 4 4 6 4 4 4 6 4 4 4 0 64 4 6 8 8
796 68 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 34 34 0 0 20 20
0 0 0 4 4
798 61 73 1 18 27 54 6 12 18 54 6 12 18 54 6 12 18 54 6 12 18 54 6 15 21 54 1 14 21
0 2 2 91 45 9 1 20 30 9 1 20 30 9 1 20 30 9 1 20 30 9 1 86 96 9 2 64 35
2 2
93
801 88 88 8 12 22 10 1 22 34 88 8 12 22 88 8 12 22 88 8 12 22 88 8 17 27 88 8 15 25
0 0 8 32 00 56 7 00 32 0 8 32 00 0 8 32 00 0 8 32 00 0 8 60 28 0 8 84 52
6
146 42 16 4 16 37 16 4 16 37 16 4 16 37 16 4 16 37 16 4 16 37 16 4 37 58 16 4 29 50
0 8 2 8 8 8 2 8 8 8 2 8 8 8 2 8 8 8 2 8 8 8 2 8 8 8 2 4 4
156 42 25 8 42 75 25 8 42 75 25 8 46 79 25 8 42 75 25 8 42 75 25 4 67 96 25 8 58 92
0 2 4 0 6 2 4 0 6 2 4 2 8 2 4 0 6 2 4 0 6 2 2 2 6 2 4 8 4
172 42 21 4 16 42 21 4 16 42 21 4 16 42 21 4 16 42 21 4 16 42 21 4 37 63 21 4 29 54
0 0 2 8 0 0 2 8 0 0 2 8 0 0 2 8 0 0 2 8 0 0 2 8 0 0 2 4 6
613 48 28 4 33 67 28 4 33 67 28 4 33 67 28 4 33 67 28 4 33 67 28 4 62 96 28 4 52 86
0 8 8 6 2 8 8 6 2 8 8 6 2 8 8 6 2 8 8 6 2 8 8 4 0 8 8 8 4
768 48 14 4 96 28 14 4 96 28 14 4 96 28 14 4 96 28 14 4 96 28 14 0 38 52 14 4 28 48
0 4 8 8 4 8 8 4 8 8 4 8 8 4 8 8 4 4 8 4 8 8 0
776 48 67 9 10 17 67 9 10 17 67 9 10 17 67 9 10 17 67 9 10 17 67 9 12 20 67 9 12 19
0 2 6 08 76 2 6 08 76 2 6 08 76 2 6 08 76 2 6 08 76 2 6 96 64 2 6 00 68
780 48 52 9 76 13 52 9 76 13 52 9 76 13 52 9 76 13 52 9 76 13 52 9 10 16 52 9 96 15
0 8 6 8 92 8 6 8 92 8 6 8 92 8 6 8 92 8 6 8 92 8 6 08 32 8 6 0 84
873 36 10 0 10 21 10 0 10 21 10 0 10 21 10 0 10 21 10 0 10 21 10 0 36 46 10 3 25 39
0 8 8 6 8 8 6 8 8 6 8 8 6 8 8 6 8 0 8 8 6 2 6
913 48 48 0 0 48 48 0 0 48 48 0 0 48 48 0 0 48 48 0 0 48 48 0 28 33 48 4 19 28
0 8 6 8 2 8
917 48 96 4 96 24 96 4 96 24 96 4 96 24 96 4 96 24 96 4 96 24 96 4 33 48 96 4 24 38
0 8 0 8 0 8 0 8 0 8 0 8 6 0 8 0 4
186 42 33 4 42 79 42 8 84 13 33 4 42 79 33 4 42 79 33 4 42 79 33 4 67 10 33 4 58 96
0 6 2 0 8 0 4 0 44 6 2 0 8 6 2 0 8 6 2 0 8 6 2 2 50 6 2 8 6
340 42 54 1 10 17 67 1 14 22 54 1 10 17 54 1 10 17 54 1 10 17 54 1 12 19 54 1 11 18
0 6 6 08 22 2 6 28 68 6 6 50 64 6 6 08 22 6 6 08 22 6 6 18 32 6 6 76 90
8 8 8 8 8 8 8
350 42 25 4 29 58 33 8 71 11 25 4 29 58 25 4 29 58 25 4 29 58 25 4 54 84 25 8 46 79
0 2 2 4 8 6 4 4 34 2 2 4 8 2 2 4 8 2 2 4 8 2 2 6 0 2 4 2 8
557 48 48 0 0 48 19 4 48 72 48 0 0 48 48 0 0 48 48 0 0 48 48 0 24 28 48 4 14 24
0 2 8 0 0 0 8 8 4 0
761 48 24 4 43 72 38 4 91 13 24 4 43 72 24 4 43 72 24 4 43 72 28 4 72 10 28 4 62 96
0 0 8 2 0 4 8 2 44 0 8 2 0 0 8 2 0 0 8 2 0 8 8 0 56 8 8 4 0
781 48 24 4 28 57 38 4 76 12 24 4 28 57 24 4 28 57 24 4 28 57 24 4 57 86 24 4 48 76
0 0 8 8 6 4 8 8 00 0 8 8 6 0 8 8 6 0 8 8 6 0 8 6 4 0 8 0 8
769 48 52 9 81 14 62 1 12 20 52 9 81 14 52 9 81 14 52 9 81 14 52 9 10 16 52 1 96 16
0 8 6 6 40 4 4 96 64 8 6 6 40 8 6 6 40 8 6 6 40 8 6 56 80 8 4 0 32
4 4
852 42 12 0 42 16 21 4 46 71 12 0 42 16 21 0 50 71 12 0 42 16 12 0 25 37 12 4 16 33
0 6 8 0 2 2 4 6 8 0 4 4 6 8 6 2 8 6 2 8 6
874 48 19 4 24 48 28 4 72 10 19 4 24 48 19 4 24 48 19 4 24 48 19 4 57 81 19 4 43 67
0 2 8 0 0 8 8 0 56 2 8 0 0 2 8 0 0 2 8 0 0 2 8 6 6 2 8 2 2
94
914 48 96 4 96 24 24 4 57 86 96 4 96 24 96 4 96 24 96 4 96 24 96 4 38 52 96 4 28 43
0 8 0 0 8 6 4 8 0 8 0 8 0 8 4 8 8 8 2
918 48 24 4 28 57 33 9 76 12 24 4 28 57 24 4 28 57 24 4 28 57 24 4 57 86 24 4 48 76
0 0 8 8 6 6 6 8 00 0 8 8 6 0 8 8 6 0 8 8 6 0 8 6 4 0 8 0 8
275 37 11 0 14 25 11 0 14 25 11 0 18 29 11 0 14 25 11 0 14 25 11 0 33 44 11 3 25 40
0 1 8 9 1 8 9 1 5 6 1 8 9 1 8 9 1 3 4 1 7 9 7
280 37 18 3 25 48 18 3 25 48 18 3 25 48 18 3 25 48 18 3 25 48 18 3 44 66 18 3 37 59
0 5 7 9 1 5 7 9 1 5 7 9 1 5 7 9 1 5 7 9 1 5 7 4 6 5 7 0 2
276 58 58 0 11 17 58 0 11 17 58 0 11 17 58 0 11 17 58 0 11 17 11 0 40 52 11 5 29 46
0 6 4 6 4 6 4 6 4 6 4 6 6 2 6 8 0 4
790 48 43 9 67 12 43 9 67 12 43 9 67 12 43 9 67 12 43 9 67 12 43 9 91 14 43 1 86 14
0 2 6 2 00 2 6 2 00 2 6 2 00 2 6 2 00 2 6 2 00 2 6 2 40 2 4 4 40
4
550 21 42 0 21 63 42 0 21 63 42 0 21 63 42 0 21 63 42 0 21 63 42 0 14 18 42 0 10 14
0 7 9 5 7
256 10 20 0 20 40 20 0 20 40 20 0 20 40 20 0 20 40 20 0 20 40 20 0 80 10 20 1 60 90
0 0 0
875 10 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 50 50 0 0 20 20
0
500 29 11 2 11 26 11 2 11 26 11 2 11 26 11 2 11 26 11 2 11 26 11 2 29 43 11 5 23 40
0 6 9 6 1 6 9 6 1 6 9 6 1 6 9 6 1 6 9 6 1 6 9 0 5 6 8 2 6
520 29 29 0 0 29 29 0 0 29 29 0 0 29 29 0 0 29 29 0 0 29 29 0 14 17 29 2 87 14
0 5 4 9 5
876 29 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 11 11 0 0 29 29
0 6 6
570 45 31 1 58 10 31 1 58 10 31 1 58 10 31 1 58 10 31 1 58 10 31 1 85 13 31 1 76 12
0 5 3 5 35 5 3 5 35 5 3 5 35 5 3 5 35 5 3 5 35 5 3 5 05 5 3 5 15
5 5 5 5 5 5 5
590 45 27 9 36 72 27 9 36 72 27 9 36 72 27 9 36 72 27 9 36 72 27 4 58 90 27 9 54 90
0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 5 5 0 0 0 0 0
624 41 20 4 32 57 20 4 32 57 20 4 32 57 20 4 32 57 20 4 32 57 20 4 57 82 20 8 49 77
0 5 1 8 4 5 1 8 4 5 1 8 4 5 1 8 4 5 1 8 4 5 1 4 0 5 2 2 9
232 30 18 3 15 36 18 3 15 36 18 3 15 36 18 3 15 36 18 3 15 36 18 0 33 51 18 3 27 48
0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
233 41 41 0 0 41 41 0 0 41 41 0 0 41 41 0 0 41 41 0 0 41 41 0 20 24 41 0 12 16
0 5 6 3 4
556 29 58 2 58 14 58 2 58 14 58 2 58 14 58 2 58 14 58 2 58 14 58 0 20 26 58 2 14 23
0 9 5 9 5 9 5 9 5 9 5 3 1 9 5 2
788 41 41 0 0 41 41 0 0 41 41 0 0 41 41 0 0 41 41 0 0 41 41 0 20 24 41 0 12 16
0 5 6 3 4
580 46 13 4 92 27 13 4 92 27 13 4 92 27 13 4 92 27 13 4 92 27 13 0 32 46 13 4 23 41
0 8 6 6 8 6 6 8 6 6 8 6 6 8 6 6 8 2 0 8 6 0 4
95
360 36 21 3 32 57 21 3 32 57 21 3 32 57 21 3 32 57 21 3 32 57 21 3 50 75 21 3 43 68
0 6 6 4 6 6 6 4 6 6 6 4 6 6 6 4 6 6 6 4 6 6 6 4 6 6 6 2 4
915 43 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 12 12 0 0 43 43
80 9 9
310 25 12 2 10 25 12 2 10 25 12 2 10 25 12 2 10 25 12 2 10 25 12 2 25 40 12 2 20 35
0 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 0
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
01 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
11 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
21 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
31 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
41 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
51 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
61 7 7
915 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 14 14 0 0 49 49
71 7 7
916 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
41
916 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
51
916 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
61
916 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
71
920 65 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 19 19 0 0 65 65
63 5 5
920 29 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 87 87 0 0 29 29
75
920 29 29 0 0 29 29 0 0 29 29 0 0 29 29 0 0 29 29 0 0 29 29 0 11 14 29 0 87 11
76 6 5 6
920 76 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 22 22 0 0 76 76
62 8 8
905 22 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 88 88 0 0 44 44
30
994 28 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 11 11 0 2 56 84
5 2 2 8
96
Total 79216 85431 76445 75908 76959 100446 94756
Monthly
Sales
Forecasted Revenue from Aug-17 to Dec-17

Forecast Aug-17 Sep-17 Oct-17 Nov-17 Dec-17
Revenues
SKU Price BC FP Onlin Tota BC FP Onlin Tota BC FP Onlin Tota BC FP Onlin Tota BC FP Onlin Tota
e l e l e l e l e l
1000 34 68 34 238 340 68 34 68 170 68 0 102 170 68 34 238 340 68 34 170 272
1001 50 100 50 350 500 100 0 100 200 100 0 150 250 100 50 350 500 100 50 250 400
1050 34 136 34 238 408 102 0 68 170 102 0 102 204 136 34 238 408 136 34 170 340
1051 50 150 50 350 550 150 0 100 250 150 0 150 300 150 50 350 550 150 50 250 450
1100 34 102 34 204 340 102 34 34 170 102 0 68 170 102 34 204 340 102 34 136 272
1101 50 200 50 500 750 200 50 200 450 200 0 300 500 200 50 500 750 200 50 400 650
1150 34 340 10 646 108 340 68 442 850 340 68 510 918 340 10 646 108 340 10 578 102
2 8 2 8 2 0
1151 50 350 10 800 125 350 50 500 900 350 50 600 100 350 10 800 125 350 10 700 115
0 0 0 0 0 0 0
6000 27 513 13 1107 175 513 13 972 162 513 10 1026 164 513 13 1107 175 513 13 1080 172
5 5 5 0 8 7 5 5 5 8
7600 36 288 10 576 972 288 10 360 756 288 72 432 792 288 10 576 972 288 10 504 900
8 8 8 8
7830 36 396 14 972 151 396 10 792 129 396 10 828 133 468 14 1332 194 396 14 900 144
4 2 8 6 8 2 4 4 4 0
8500 34 68 68 272 408 68 34 68 170 68 34 136 238 68 68 272 408 68 68 204 340
8700 30 120 30 360 510 120 30 210 360 120 30 270 420 120 30 360 510 120 30 330 480
8710 20 60 0 140 200 40 0 20 60 40 0 60 100 60 0 140 200 60 0 100 160
9110 36 108 36 216 360 108 36 0 144 108 0 72 180 108 36 216 360 108 36 144 288
9150 36 36 36 252 324 36 36 72 144 36 0 144 180 36 36 252 324 36 36 180 252
1250 34 204 68 374 646 204 34 204 442 170 34 272 476 204 68 374 646 204 68 306 578
1350 34 680 17 1190 204 680 13 986 180 646 13 1054 183 748 17 1530 244 680 17 1122 197
0 0 6 2 6 6 0 8 0 2
7670 38 304 76 646 102 304 76 418 798 304 76 494 874 304 76 646 102 304 76 570 950
6 6
7780 38 608 11 1216 193 608 11 988 171 608 76 1064 174 608 11 1216 193 722 11 1520 235
4 8 4 0 8 4 8 4 6
8510 35 70 35 245 350 70 35 35 140 70 0 105 175 70 35 245 350 70 35 175 280
9120 34 34 0 170 204 34 0 0 34 34 0 68 102 34 0 170 204 34 0 102 136
9160 34 102 34 272 408 170 34 408 612 68 0 136 204 102 34 272 408 102 34 204 340
97
1900 43 430 86 774 129 430 86 516 103 430 86 602 111 430 86 774 129 430 86 688 120
0 2 8 0 4
2010 43 189 68 3913 649 189 64 3698 623 189 64 3784 632 202 68 4386 709 202 68 4300 700
2 8 3 2 5 5 2 5 1 1 8 5 1 8 9
2040 43 645 17 1032 184 645 17 774 159 645 17 860 167 645 17 1032 184 731 21 1376 232
2 9 2 1 2 7 2 9 5 2
2050 43 344 86 516 946 344 43 301 688 344 43 387 774 344 86 516 946 344 86 430 860
6200 41 451 12 1025 159 451 82 820 135 451 82 861 139 451 12 1025 159 451 12 943 151
3 9 3 4 3 9 3 7
6210 43 559 12 1075 176 559 86 860 150 559 86 946 159 559 12 1075 176 559 12 1032 172
9 3 5 1 9 3 9 0
7650 55 275 55 660 990 275 55 385 715 275 55 495 825 275 55 660 990 275 55 605 935
7660 51 204 51 459 714 204 0 153 357 204 0 255 459 204 51 459 714 204 51 357 612
7730 61 854 24 1708 280 854 18 1403 244 854 18 1525 256 854 24 1708 280 854 24 1647 274
4 6 3 0 3 2 4 6 4 5
7790 55 275 11 770 115 275 55 495 825 275 55 605 935 275 11 770 115 275 11 715 110
0 5 0 5 0 0
7820 48 100 19 2016 321 100 19 1728 292 100 19 1824 302 100 19 2016 321 115 24 2400 379
8 2 6 8 2 8 8 2 4 8 2 6 2 0 2
8720 48 240 48 528 816 240 48 240 528 192 0 336 528 240 48 528 816 240 48 432 720
9100 40 160 80 440 680 160 40 200 400 160 40 280 480 160 80 440 680 160 80 360 600
3250 51 153 51 408 612 153 0 153 306 153 0 255 408 153 51 408 612 153 51 306 510
3350 51 204 51 561 816 153 51 255 459 153 51 357 561 204 51 561 816 204 51 459 714
3700 51 255 51 510 816 255 51 255 561 255 0 306 561 255 51 510 816 255 51 408 714
6100 29 174 58 493 725 174 58 319 551 174 58 377 609 174 58 493 725 174 58 435 667
6110 30 180 30 420 630 180 30 240 450 180 0 300 480 180 30 420 630 180 30 360 570
7620 41 82 41 328 451 82 0 82 164 82 0 164 246 82 41 328 451 82 41 246 369
7630 41 82 41 328 451 41 41 82 164 41 0 164 205 82 41 328 451 82 41 246 369
7640 55 275 11 660 104 275 11 385 770 275 55 495 825 275 11 660 104 275 11 550 935
0 5 0 0 5 0
7710 60 360 12 840 132 300 60 480 840 300 60 600 960 360 12 840 132 360 12 720 120
0 0 0 0 0 0
7720 53 265 53 689 100 265 53 424 742 265 53 530 848 265 53 689 100 265 53 636 954
7 7
7740 55 660 22 1650 253 825 22 1870 291 660 16 1430 225 825 22 2200 324 825 22 2090 313
0 0 0 5 5 5 0 5 0 5
7770 68 176 47 3400 564 176 47 2992 523 176 40 3128 530 190 47 4080 646 190 47 3944 632
8 6 4 8 6 6 8 8 4 4 6 0 4 6 4
7840 56 224 56 448 728 224 0 168 392 224 0 280 504 224 56 448 728 224 56 392 672
7850 88 440 88 880 140 440 0 352 792 440 0 528 968 440 88 880 140 440 88 704 123
8 8 2
98
7860 74 666 14 1406 222 666 14 962 177 666 74 1110 185 666 14 1406 222 814 14 1998 296
8 0 8 6 0 8 0 8 0
7870 76 380 76 988 144 380 76 532 988 380 0 684 106 380 76 988 144 380 76 836 129
4 4 4 2
7910 76 304 76 760 114 304 76 304 684 304 0 456 760 304 76 760 114 532 76 1368 197
0 0 6
7960 68 0 0 340 340 0 0 0 0 0 0 68 68 0 0 340 340 0 0 204 204
7980 61 549 12 1586 225 549 61 1220 183 549 61 1342 195 549 12 1586 225 549 12 1464 213
2 7 0 2 2 7 2 5
8010 88 880 88 1760 272 880 88 1232 220 792 88 1408 228 880 88 1760 272 105 17 2464 369
8 0 8 8 6 6 6
1460 42 168 42 378 588 168 42 168 378 168 0 252 420 168 42 378 588 252 42 714 100
8
1560 42 252 84 672 100 252 84 420 756 252 42 504 798 378 84 1092 155 252 84 588 924
8 4
1720 42 210 42 378 630 210 42 168 420 210 0 252 462 210 42 378 630 210 42 294 546
6130 48 288 48 624 960 288 48 336 672 240 48 432 720 288 48 624 960 288 48 528 864
7680 48 144 48 384 576 144 48 96 288 144 0 192 336 144 48 384 576 144 48 288 480
7760 48 672 96 1296 206 672 96 1008 177 672 96 1104 187 672 96 1296 206 672 96 1200 196
4 6 2 4 8
7800 48 528 96 1008 163 528 96 768 139 528 96 864 148 528 96 1008 163 528 96 960 158
2 2 8 2 4
8730 36 108 36 288 432 108 0 108 216 108 0 180 288 108 36 288 432 108 36 252 396
9130 48 48 48 288 384 48 0 0 48 48 0 96 144 48 48 288 384 48 48 192 288
9170 48 96 48 336 480 96 48 96 240 96 48 192 336 96 48 336 480 96 48 240 384
1860 42 336 42 672 105 336 42 420 798 336 42 504 882 336 42 672 105 336 42 588 966
0 0
3400 42 546 16 1218 193 672 16 1428 226 546 12 1092 176 546 16 1218 193 672 16 1596 243
8 2 8 8 6 4 8 2 8 6
3500 42 252 84 546 882 252 42 336 630 210 42 378 630 252 84 546 882 252 84 462 798
5570 48 48 48 240 336 48 0 0 48 48 0 48 96 48 48 240 336 48 48 144 240
7610 48 288 48 720 105 240 48 432 720 240 48 528 816 288 48 720 105 384 96 1104 158
6 6 4
7810 48 240 48 576 864 240 48 288 576 240 48 384 672 240 48 576 864 240 48 480 768
7690 48 528 14 1056 172 528 96 816 144 528 96 864 148 528 14 1056 172 528 14 960 163
4 8 0 8 4 8 4 2
8520 42 126 42 252 420 126 0 42 168 84 0 84 168 126 42 252 420 126 42 168 336
8740 48 192 48 528 768 192 48 240 480 192 0 336 528 192 48 528 768 192 48 432 672
9140 48 96 48 384 528 96 48 96 240 96 0 192 288 96 48 384 528 96 48 288 432
9180 48 240 48 576 864 240 48 288 576 240 48 384 672 240 48 576 864 240 48 480 768
2750 37 111 37 333 481 111 0 148 259 111 0 185 296 111 37 333 481 111 37 259 407
99
2800 37 185 37 444 666 185 37 259 481 185 37 333 555 185 37 444 666 185 37 370 592
2760 58 116 58 406 580 58 0 116 174 58 0 232 290 116 58 406 580 116 58 290 464
7900 48 432 14 912 148 432 96 672 120 432 96 768 129 432 14 912 148 432 14 864 144
4 8 0 6 4 8 4 0
5500 21 42 0 147 189 42 0 21 63 21 0 63 84 42 0 147 189 42 0 105 147
2560 10 20 10 80 110 20 0 20 40 20 0 40 60 20 10 80 110 20 10 60 90
8750 10 0 0 40 40 0 0 0 0 0 0 0 0 0 0 40 40 0 0 20 20
5000 29 116 58 290 464 116 29 116 261 116 29 203 348 116 58 290 464 116 58 232 406
5200 29 29 29 145 203 29 0 0 29 29 0 58 87 29 29 145 203 29 29 87 145
8760 29 0 0 87 87 0 0 0 0 0 0 29 29 0 0 87 87 0 0 29 29
5700 45 315 13 855 130 315 13 585 103 315 13 720 117 315 13 855 130 315 13 765 121
5 5 5 5 5 0 5 5 5 5
5900 45 270 90 585 945 270 90 360 720 270 45 495 810 270 90 585 945 270 90 540 900
6240 41 205 82 574 861 205 41 328 574 205 41 451 697 205 82 574 861 205 82 492 779
2320 30 180 30 330 540 180 30 150 360 150 0 240 390 180 30 330 540 180 30 270 480
2330 41 41 0 205 246 41 0 0 41 41 0 82 123 41 0 205 246 41 0 123 164
5560 29 58 29 203 290 58 29 58 145 58 0 145 203 58 29 203 290 58 29 145 232
7880 41 41 0 205 246 41 0 0 41 41 0 82 123 41 0 205 246 41 0 123 164
5800 46 138 46 322 506 138 46 92 276 138 0 230 368 138 46 322 506 138 46 230 414
3600 36 216 36 576 828 216 36 324 576 180 36 396 612 216 36 504 756 216 36 504 756
91580 43 0 0 172 172 0 0 0 0 0 0 0 0 0 0 129 129 0 0 43 43
3100 25 125 25 275 425 125 25 100 250 125 0 150 275 125 25 250 400 125 25 200 350
91501 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91511 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91521 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91531 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91541 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91551 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91561 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91571 49 0 0 196 196 0 0 0 0 0 0 0 0 0 0 147 147 0 0 49 49
91641 24 0 0 96 96 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
91651 24 0 0 96 96 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
91661 24 0 0 96 96 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
91671 24 0 0 96 96 0 0 0 0 0 0 0 0 0 0 72 72 0 0 24 24
92063 65 0 0 260 260 0 0 0 0 0 0 0 0 0 0 195 195 0 0 65 65
92075 29 0 0 145 145 0 0 0 0 0 0 0 0 0 0 87 87 0 0 29 29
92076 29 29 0 174 203 29 0 0 29 29 0 29 58 29 0 116 145 29 0 87 116
92062 76 0 0 304 304 0 0 0 0 0 0 0 0 0 0 228 228 0 0 76 76
90530 22 0 0 110 110 0 0 0 0 0 0 0 0 0 0 88 88 0 0 44 44
100
9945 28 0 28 112 140 0 0 0 0 0 0 0 0 0 28 112 140 0 28 56 84
Total Monthly 103476 76349 80962 106088 101731
Sales
Forecasted Revenue from Jan-18 to Jun-18

Forecast Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18
Revenues
SKU Price BC F Onli Tot BC F Onli Tot BC F Onli Tot BC F Onli Tot BC F Onli Tot BC F Onli Tot
P ne al P ne al P ne al P ne al P ne al P ne al
1000 34 68 34 34 13 68 0 34 10 68 34 102 20 68 34 34 13 17 34 374 57 68 34 238 34
6 2 4 6 0 8 0
1001 50 10 0 50 15 10 0 50 15 10 0 150 25 10 0 50 15 25 50 550 85 10 0 350 45
0 0 0 0 0 0 0 0 0 0 0 0
1050 34 10 0 68 17 10 0 68 17 10 0 170 27 10 0 68 17 20 34 408 64 10 0 238 34
2 0 2 0 2 2 2 0 4 6 2 0
1051 50 15 0 100 25 15 0 100 25 15 0 250 40 15 0 100 25 25 50 600 90 15 0 350 50
0 0 0 0 0 0 0 0 0 0 0 0
1100 34 10 34 34 17 10 0 34 13 10 34 68 20 10 34 68 20 17 34 374 57 10 34 204 34
2 0 2 6 2 4 2 4 0 8 2 0
1101 50 20 50 200 45 20 0 200 40 20 50 300 55 20 50 250 50 35 50 700 11 20 0 500 70
0 0 0 0 0 0 0 0 0 00 0 0
1150 34 34 68 442 85 34 68 442 85 34 68 510 91 34 68 442 85 40 10 782 12 34 68 646 10
0 0 0 0 0 8 0 0 8 2 92 0 54
1151 50 35 50 500 90 35 50 500 90 35 50 600 10 35 50 500 90 45 10 100 15 35 50 800 12
0 0 0 0 0 00 0 0 0 0 0 50 0 00
6000 27 51 13 972 16 51 10 972 15 51 13 102 16 51 13 972 16 59 13 124 19 51 13 110 17
3 5 20 3 8 93 3 5 6 74 3 5 20 4 5 2 71 3 5 7 55
7600 36 28 10 360 75 28 72 360 72 28 10 432 82 28 10 360 75 39 10 720 12 28 72 576 93
8 8 6 8 0 8 8 8 8 8 6 6 8 24 8 6
7830 36 46 14 115 17 39 10 792 12 39 10 828 13 39 10 792 12 46 14 115 17 39 10 972 14
8 4 2 64 6 8 96 6 8 32 6 8 96 8 4 2 64 6 8 76
8500 34 68 34 68 17 68 34 68 17 68 34 136 23 68 34 68 17 13 68 408 61 68 34 272 37
0 0 8 0 6 2 4
8700 30 12 30 210 36 12 30 510 66 12 30 270 42 12 30 210 36 21 30 510 75 12 30 360 51
0 0 0 0 0 0 0 0 0 0 0 0
8710 20 40 0 20 60 40 0 220 26 40 0 60 10 40 0 20 60 10 20 220 34 40 0 140 18
0 0 0 0 0
9110 36 10 36 0 14 10 0 0 10 10 36 72 21 10 36 0 14 18 36 360 57 10 0 216 32
8 4 8 8 8 6 8 4 0 6 8 4
9150 36 36 36 72 14 36 0 72 10 36 36 144 21 36 36 72 14 14 36 432 61 36 0 252 28
4 8 6 4 4 2 8
101
1250 34 20 34 204 44 17 34 204 40 20 34 306 54 20 34 204 44 20 34 204 44 17 34 374 57
4 2 0 8 4 4 4 2 4 2 0 8
1350 34 68 13 986 18 64 13 986 17 68 13 105 18 68 13 986 18 68 13 986 18 68 13 119 20
0 6 02 6 6 68 0 6 4 70 0 6 02 0 6 02 0 6 0 06
7670 38 30 76 418 79 30 76 418 79 30 76 494 87 30 76 418 79 30 76 418 79 30 76 646 10
4 8 4 8 4 4 4 8 4 8 4 26
7780 38 72 11 136 22 60 76 988 16 60 11 106 17 60 11 988 17 60 11 988 17 60 76 121 19
2 4 8 04 8 72 8 4 4 86 8 4 10 8 4 10 8 6 00
8510 35 70 35 35 14 70 0 35 10 70 35 105 21 70 35 35 14 70 35 35 14 70 35 245 35
0 5 0 0 0 0
9120 34 34 0 0 34 34 0 0 34 34 0 68 10 34 0 0 34 34 0 0 34 34 0 170 20
2 4
9160 34 10 0 68 17 68 0 68 13 10 0 136 23 10 0 68 17 10 0 68 17 68 0 272 34
2 0 6 2 8 2 0 2 0 0
1900 43 43 86 516 10 43 86 516 10 43 86 602 11 43 86 516 10 43 86 516 10 43 86 774 12
0 32 0 32 0 18 0 32 0 32 0 90
2010 43 18 64 369 62 18 64 369 62 18 64 378 63 18 64 369 62 18 64 369 62 18 64 391 64
92 5 8 35 92 5 8 35 92 5 4 21 92 5 8 35 92 5 8 35 92 5 3 50
2040 43 64 17 774 15 64 17 774 15 64 17 860 16 64 17 774 15 64 17 774 15 64 17 103 18
5 2 91 5 2 91 5 2 77 5 2 91 5 2 91 5 2 2 49
2050 43 34 43 301 68 34 43 301 68 34 43 387 77 34 43 301 68 34 43 301 68 34 43 516 90
4 8 4 8 4 4 4 8 4 8 4 3
6200 41 45 82 820 13 45 82 820 13 45 82 861 13 45 82 820 13 45 82 820 13 45 82 102 15
1 53 1 53 1 94 1 53 1 53 1 5 58
6210 43 55 86 860 15 55 86 860 15 55 86 946 15 55 86 860 15 55 86 860 15 55 86 107 17
9 05 9 05 9 91 9 05 9 05 9 5 20
7650 55 27 55 385 71 27 55 385 71 27 55 495 82 27 55 385 71 27 55 385 71 27 55 660 99
5 5 5 5 5 5 5 5 5 5 5 0
7660 51 20 0 153 35 20 0 153 35 20 0 255 45 20 0 153 35 20 0 153 35 20 0 459 66
4 7 4 7 4 9 4 7 4 7 4 3
7730 61 85 18 140 24 85 18 140 24 85 18 152 25 85 18 140 24 85 18 140 24 85 18 170 27
4 3 3 40 4 3 3 40 4 3 5 62 4 3 3 40 4 3 3 40 4 3 8 45
7790 55 27 55 495 82 27 55 495 82 27 55 605 93 27 55 495 82 27 55 495 82 27 55 770 11
5 5 5 5 5 5 5 5 5 5 5 00
7820 48 10 19 172 29 10 19 172 29 10 19 182 30 10 19 172 29 10 19 172 29 10 19 201 32
08 2 8 28 08 2 8 28 08 2 4 24 08 2 8 28 08 2 8 28 08 2 6 16
8720 48 24 48 240 52 19 0 720 91 24 48 336 62 24 48 240 52 24 48 240 52 19 0 528 72
0 8 2 2 0 4 0 8 0 8 2 0
9100 40 16 40 200 40 16 40 200 40 16 40 280 48 16 40 200 40 16 40 200 40 16 40 440 64
0 0 0 0 0 0 0 0 0 0 0 0
3250 51 15 0 153 30 15 0 153 30 15 0 306 45 15 0 153 30 15 0 153 30 15 0 408 56
3 6 3 6 3 9 3 6 3 6 3 1
102
3350 51 15 51 255 45 15 51 255 45 15 51 357 56 15 51 255 45 15 51 255 45 15 51 561 76
3 9 3 9 3 1 3 9 3 9 3 5
3700 51 25 51 255 56 25 0 255 51 25 51 306 61 25 51 255 56 25 51 255 56 25 0 510 76
5 1 5 0 5 2 5 1 5 1 5 5
6100 29 17 58 319 55 17 58 319 55 17 58 377 60 17 58 319 55 17 58 319 55 17 58 493 72
4 1 4 1 4 9 4 1 4 1 4 5
6110 30 18 30 240 45 18 0 240 42 18 30 300 51 18 30 240 45 18 30 240 45 18 30 420 63
0 0 0 0 0 0 0 0 0 0 0 0
7620 41 82 0 82 16 82 0 82 16 82 0 164 24 82 0 82 16 82 0 82 16 82 0 328 41
4 4 6 4 4 0
7630 41 41 41 82 16 41 0 82 12 41 41 164 24 41 41 82 16 41 41 82 16 41 41 328 41
4 3 6 4 4 0
7640 55 27 11 385 77 27 55 385 71 27 11 495 88 27 11 385 77 27 11 385 77 27 11 660 10
5 0 0 5 5 5 0 0 5 0 0 5 0 0 5 0 45
7710 60 30 60 480 84 30 60 480 84 30 60 600 96 30 60 480 84 30 60 480 84 30 60 840 12
0 0 0 0 0 0 0 0 0 0 0 00
7720 53 26 53 424 74 26 53 424 74 42 10 530 10 26 53 424 74 26 53 424 74 26 53 689 10
5 2 5 2 4 6 60 5 2 5 2 5 07
7740 55 66 16 132 21 66 16 132 21 66 16 143 22 66 16 132 21 66 16 132 21 66 16 165 24
0 5 0 45 0 5 0 45 0 5 0 55 0 5 0 45 0 5 0 45 0 5 0 75
7770 68 17 47 299 52 17 40 299 51 17 47 312 53 17 47 299 52 17 47 299 52 17 47 340 56
68 6 2 36 68 8 2 68 68 6 8 72 68 6 2 36 68 6 2 36 68 6 0 44
7840 56 22 0 168 39 22 0 168 39 22 0 280 50 22 0 168 39 22 0 168 39 22 0 448 67
4 2 4 2 4 4 4 2 4 2 4 2
7850 88 44 0 352 79 44 0 352 79 44 0 528 96 44 0 352 79 44 0 352 79 44 0 880 13
0 2 0 2 0 8 0 2 0 2 0 20
7860 74 66 14 962 17 66 74 962 17 66 14 111 19 66 14 962 17 66 14 962 17 66 14 140 22
6 8 76 6 02 6 8 0 24 6 8 76 6 8 76 6 8 6 20
7870 76 38 76 532 98 38 0 532 91 38 76 684 11 38 76 532 98 38 76 532 98 38 0 988 13
0 8 0 2 0 40 0 8 0 8 0 68
7910 76 53 76 106 16 30 0 304 60 30 76 456 83 30 76 304 68 30 76 304 68 30 0 760 10
2 4 72 4 8 4 6 4 4 4 4 4 64
7960 68 0 0 0 0 0 0 68 68 0 0 68 68 0 0 0 0 0 0 0 0 0 0 340 34
0
7980 61 54 61 122 18 54 61 122 18 54 61 134 19 54 61 122 18 54 61 122 18 54 61 158 21
9 0 30 9 0 30 9 2 52 9 0 30 9 0 30 9 6 96
8010 88 88 88 123 22 79 88 123 21 88 88 140 23 88 88 123 22 88 88 123 22 88 88 176 27
0 2 00 2 2 12 0 8 76 0 2 00 0 2 00 0 0 28
1460 42 16 42 168 37 16 0 168 33 16 42 294 50 16 42 168 37 16 42 168 37 16 42 378 58
8 8 8 6 8 4 8 8 8 8 8 8
1560 42 25 84 420 75 25 42 420 71 25 84 504 84 25 84 420 75 25 84 420 75 25 42 672 96
2 6 2 4 2 0 2 6 2 6 2 6
103
1720 42 21 42 168 42 21 0 168 37 21 42 252 50 21 42 210 46 21 42 168 42 21 42 378 63
0 0 0 8 0 4 0 2 0 0 0 0
6130 48 28 48 336 67 24 48 336 62 28 48 432 76 28 48 336 67 28 48 336 67 28 48 624 96
8 2 0 4 8 8 8 2 8 2 8 0
7680 48 14 48 96 28 14 0 96 24 14 48 192 38 14 48 96 28 14 48 96 28 14 0 384 52
4 8 4 0 4 4 4 8 4 8 4 8
7760 48 67 96 100 17 67 96 100 17 67 96 110 18 67 96 100 17 67 96 100 17 67 96 129 20
2 8 76 2 8 76 2 4 72 2 8 76 2 8 76 2 6 64
7800 48 52 96 816 14 52 96 768 13 52 96 864 14 52 96 768 13 52 96 768 13 52 96 100 16
8 40 8 92 8 88 8 92 8 92 8 8 32
8730 36 10 0 108 21 10 0 468 57 10 0 180 28 10 0 108 21 10 0 108 21 10 0 288 39
8 6 8 6 8 8 8 6 8 6 8 6
9130 48 48 0 0 48 48 0 0 48 48 0 96 14 48 0 0 48 48 0 0 48 48 0 288 33
4 6
9170 48 96 48 96 24 96 48 96 24 96 48 192 33 96 48 96 24 96 48 96 24 96 48 336 48
0 0 6 0 0 0
1860 42 33 42 420 79 33 42 420 79 33 42 546 92 33 42 420 79 33 42 420 79 33 42 672 10
6 8 6 8 6 4 6 8 6 8 6 50
3400 42 54 16 100 17 54 12 100 16 54 16 109 18 54 16 100 17 54 16 100 17 54 16 121 19
6 8 8 22 6 6 8 80 6 8 2 06 6 8 8 22 6 8 8 22 6 8 8 32
3500 42 25 42 294 58 21 42 294 54 25 42 378 67 25 42 294 58 25 42 294 58 25 42 546 84
2 8 0 6 2 2 2 8 2 8 2 0
5570 48 48 0 0 48 48 0 0 48 48 0 48 96 48 0 0 48 48 0 0 48 48 0 240 28
8
7610 48 24 48 432 72 24 48 432 72 24 48 528 81 24 48 432 72 24 48 432 72 24 48 720 10
0 0 0 0 0 6 0 0 0 0 0 08
7810 48 24 48 288 57 24 48 288 57 24 48 384 67 24 48 288 57 24 48 288 57 24 48 576 86
0 6 0 6 0 2 0 6 0 6 0 4
7690 48 52 96 816 14 52 96 816 14 52 96 864 14 52 96 816 14 52 96 816 14 52 96 105 16
8 40 8 40 8 88 8 40 8 40 8 6 80
8520 42 12 0 42 16 84 0 42 12 12 0 84 21 12 0 42 16 12 0 42 16 84 0 252 33
6 8 6 6 0 6 8 6 8 6
8740 48 19 48 240 48 19 0 720 91 19 48 336 57 19 48 240 48 19 48 240 48 19 48 528 76
2 0 2 2 2 6 2 0 2 0 2 8
9140 48 96 48 96 24 96 0 96 19 96 48 192 33 96 48 96 24 96 48 96 24 96 48 384 52
0 2 6 0 0 8
9180 48 24 48 288 57 24 48 288 57 24 48 384 67 24 48 288 57 24 48 288 57 24 48 576 86
0 6 0 6 0 2 0 6 0 6 0 4
2750 37 11 0 148 25 11 0 148 25 11 0 185 29 11 0 148 25 11 0 148 25 11 0 333 44
1 9 1 9 1 6 1 9 1 9 1 4
2800 37 18 37 259 48 18 37 259 48 18 37 370 59 18 37 259 48 18 37 259 48 18 37 444 66
5 1 5 1 5 2 5 1 5 1 5 6
104
2760 58 58 0 116 17 58 0 174 23 58 0 232 29 58 0 116 17 58 0 116 17 58 0 406 46
4 2 0 4 4 4
7900 48 43 96 672 12 43 96 672 12 43 96 768 12 43 96 672 12 43 96 672 12 43 96 912 14
2 00 2 00 2 96 2 00 2 00 2 40
5500 21 42 0 21 63 21 0 21 42 42 0 63 10 42 0 21 63 42 0 21 63 42 0 147 18
5 9
2560 10 20 0 20 40 20 0 20 40 20 0 40 60 20 0 20 40 20 0 20 40 20 0 80 10
0
8750 10 0 0 0 0 0 0 90 90 0 0 0 0 0 0 0 0 0 0 0 0 0 0 40 40
5000 29 11 29 116 26 11 29 116 26 11 29 174 31 11 29 116 26 11 29 116 26 11 29 290 43
6 1 6 1 6 9 6 1 6 1 6 5
5200 29 29 0 0 29 29 0 0 29 29 0 29 58 29 0 0 29 29 0 0 29 29 0 145 17
4
8760 29 0 0 0 0 0 0 232 23 0 0 0 0 0 0 0 0 0 0 0 0 0 0 87 87
2
5700 45 31 13 585 10 31 13 585 10 31 13 675 11 31 13 585 10 31 13 585 10 31 13 855 13
5 5 35 5 5 35 5 5 25 5 5 35 5 5 35 5 5 05
5900 45 27 90 360 72 27 45 360 67 27 90 450 81 27 90 360 72 27 90 360 72 27 45 585 90
0 0 0 5 0 0 0 0 0 0 0 0
6240 41 20 41 328 57 20 41 328 57 20 41 410 65 20 41 328 57 20 41 328 57 20 41 574 82
5 4 5 4 5 6 5 4 5 4 5 0
2320 30 18 30 150 36 15 0 150 30 18 30 210 42 18 30 150 36 18 30 150 36 15 0 330 48
0 0 0 0 0 0 0 0 0 0 0 0
2330 41 41 0 0 41 41 0 0 41 41 0 41 82 41 0 0 41 41 0 0 41 41 0 205 24
6
5560 29 58 29 58 14 58 0 58 11 58 29 116 20 58 29 58 14 58 29 58 14 58 0 203 26
5 6 3 5 5 1
7880 41 41 0 0 41 41 0 0 41 41 0 41 82 41 0 0 41 41 0 0 41 41 0 205 24
6
5800 46 13 46 92 27 13 0 92 23 13 46 184 36 13 46 92 27 13 46 92 27 13 0 322 46
8 6 8 0 8 8 8 6 8 6 8 0
3600 36 21 36 324 57 18 36 324 54 21 36 396 64 21 36 324 57 21 36 360 61 21 36 504 75
6 6 0 0 6 8 6 6 6 2 6 6
91580 43 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 129 12
9
3100 25 12 25 100 25 12 0 100 22 12 25 150 30 12 25 100 25 12 25 125 27 12 25 250 40
5 0 5 5 5 0 5 0 5 5 5 0
91501 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91511 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91521 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
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91531 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91541 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91551 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91561 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91571 49 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 147 14
7
91641 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72
91651 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72
91661 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72
91671 24 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 72 72
92063 65 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 195 19
5
92075 29 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 87 87
92076 29 29 0 0 29 29 0 0 29 29 0 29 58 29 0 0 29 29 0 0 29 29 0 116 14
5
92062 76 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 228 22
8
90530 22 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 88 88
9945 28 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 140 14
0
Total Monthly 76463 74944 82932 74591 82243 99687
Sales
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Appendix U - Stock Purchasing and Replenishment Models
The goal of inventory management is to meet demand and achieve a high service level while
minimising purchasing and inventory holding costs. Robust purchasing and replenishment models
will help PC attain customer satisfaction, reduce operational costs and obtain higher efficiencies.
We will be working under the following constraints and assumptions to build and obtain results
from our the Stock Purchasing and Replenishment Models to supply the BC, FP and Online
channels:
1) There is a Minimum Purchase Quantity (MPQ) for each SKU.

2) Maximum purchase order value is 50% of trailing three (3) months sales moving average
(3SMA) of retail sales.
3) Single trip for replenishment.
4) No space constraints.
5) Profit margin of 50%.
6) Total safety stock for each SKU in will be obtained by summing the required safety stock
for that SKU in each of the three channels. The safety stock for each channel will be
calculated based on the formula:
SSChannel = 𝜎 𝑖𝑛 𝑃𝑎𝑠𝑡 𝑆𝑎𝑙𝑒𝑠 × √𝐿𝑒𝑎𝑑 𝑇𝑖𝑚𝑒 ×ZService Level where Channel = BC, FP or
Online
Total Safety Stock, SS = SSBC + SSFP + SSOnline
Standard deviation in past sales for each channel will be based on their 2016 sales data for
each month. Service level is 90% which is the industry average for retail stores.
In Appendix G, we have recommended the discontinuation of certain products. Therefore, our

Stock Purchasing Models explained below will not be applied for these products. In addition to
the SKUs that have been chosen for discontinuation due to poor profitability, we have also
suggested several SKUs with a calculated safety stock of zero that should be discontinued as their
low forecasted demand does not justify keeping them. These will be SKUs 91641, 91651, 91661
and 91671.
Test Stock Purchasing Model 1
Our aim for our purchasing model is to help PC decide the required amount of stock that should
be ordered to keep inventory levels at or above the SS level regardless of fluctuating demand. For
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this first test model, we will attempt to comply with both the MPQ and 3SMA constraints and
maximize service level if unable.
PC purchases stock at fixed intervals at the end of each month and has a 3-month lead time. This
means that orders locked in on 31 January 2017 will arrive end April 2017 and will be available
to meet demand for May 2017. Due to unexpected lags in distribution time for the products, the
receipt of goods at the stores might be delayed to the beginning of May 2017. We will take this
into account for our model and assume that quantities ordered at end January 2017 will be received
at the beginning of May 2017.
This means that the purchased quantity of one SKU that is ordered at the end of Month X, PQX,
will be received at the beginning of Month X+4. The diagram below summarises the expected
inventory flows in this time frame.
Situation at the end of Month X (Need to find optimal PQX):
Terms:
AILN = Actual Inventory Level at end of Month N and beginning of Month N+1
EILN = Expected Inventory Level at end of Month N and beginning of Month N+1
PQN = Purchase Quantity ordered at end of Month N and received at beginning of Month N+4
FDN = Forecasted Demand (No. of units expected to be sold in Month N)
ASN = Actual Sales (No. of units actually sold in Month N)
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To find the Expected Inventory Level at the end Month N, we add the ending (Expected or
Actual) Inventory Level of Month N-1 with the Purchase Quantity received at the start of Month
N and subtract the expected number of units forecasted to be sold during the Month N.
EILN = 𝛼 + PQN-4 - FDN

where 𝛼 = EILN-1 or AILN-1
Step 1: Determining Need for Purchase
As goods will only be received at the beginning of Month X+4, our model will not be concerned
with meeting the demands and maintaining safety stock for Months X+1 to X+3. The analysis for
this would have been done in the prior months before Month X.
To meet demand and maintain safety stock for Month X+4,
Minimum Number of Units Needed at beginning of Month X+4 = SS + FDX+4
Total Number of Units in stock at the beginning of Month X+4 will be the sum of the ending
inventory of Month X+3 and the quantity received at the beginning of Month X+4, PQX, which is
the quantity ordered at the end of Month X. Therefore:
If need to purchase, EILX+3 + PQX ≥ SS + FDX+4 --- Requirement (1)

unless unable to comply with both Requirements (2) and (3)
PQX ≥ MPQ --- Requirement (2)

Cost ×PQX ≤ 50% × 3SMA --- Requirement (3)
EILX+3 can be determined by taking the actual inventory level at end of Month X, adding the
number of purchased units that are expected to be received during the lead time and subtracting
the number of units expected to be sold during the lead time.
EILX+3 = AILX + PQX-3 - FDX+1 + PQX-2 - FDX+2 + PQX-1 - FDX+1 --- Equation (1)
So, substituting in Equation (1), if,
EILX+3 = AILX + PQX-3 - FDX+1 + PQX-2 - FDX+2 + PQX-1 - FDX+1 ≥ SS + FDX+4,
there will be no need to purchase. PQX = 0.
But if EILX+3 = AILX + PQX-3 - FDX+1 + PQX-2 - FDX+2 + PQX-1 - FDX+1 < SS + FDX+4,
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there will be a need to purchase.
Step 2: Determining Ideal Quantity to Purchase, IQX
Ideally, we will want to purchase just enough stock to maintain safety stock and meet forecasted
demand for the Month X+4.
If there is no need to purchase = IQX = PQX = 0
If there is a need to purchase, since Requirement (1) is for EILX+3 + PQX ≥ SS + FDX+4,
IQX = (SS + FDX+4) - EILX+3
Substituting Equation (1),
IQX= (SS + FDX+4) - (AILX + PQX-3 - FDX+1 + PQX-2 - FDX+2 + PQX-1 - FDX+1)
Step 3A: Subject to MPQ Constraint - Determining Adjusted Quantity to Purchase, AQX
After obtaining the Ideal Quantity to purchase, we will adjust this quantity to take into account
the MPQ and obtain the Adjusted Quantity.
If there is no need to purchase, AQX = PQX = 0
If there is a need to purchase, to meet Requirement (2), test if IQX ≥ MPQ.
If IQX ≥ MPQ, AQX = IQX

If IQX < MPQ, AQX = MPQ
Step 4: Subject to 3SMA Constraint - Determining Required Quantity to Purchase, RQX
We will now check whether the Adjusted Quantity complies with Requirement (3) and obtain the
Required Quantity that needs to be purchased under the 3SMA constraint. If the Adjusted Quantity
does not meet Requirement (3), we will obtain the Required Quantity by calculating the maximum
quantity that can be purchased while complying with the 3SMA constraint. This is to make sure
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that we buy as much stock as we can under the 3SMA constraint to keep the service level as high
as possible.
If there is no need to purchase, RQX = PQX = 0
If there is a need to purchase, to meet Requirement (3), test if Cost ×AQX > 50% × 3SMA.
If Cost ×AQX ≤ 50% × 3SMA, RQX = AQX

If Cost ×AQX > 50% × 3SMA, RQX = 50% ×3SMA ÷ Price, which is the maximum quantity
that can be purchased while complying with the 3SMA constraint
Step 5: Determining Purchase Quantity, PQX, and Whether Purchase Can Be Made Subject to
Both MPQ and 3SMA Constraints
As we may have obtained the Required Quantity to purchase under the 3SMA constraint by merely
dividing the 3SMA with the Price, we will need to check again whether it is possible to buy the
Required Quantity while complying with the MPQ constraint.
If there is no need to purchase, PQX = 0
If there is a need to purchase, to meet both Requirements (2) and (3), test if RQX ≥ MPQ
If RQX ≥ MPQ, PQX = RQX

If RQX < MPQ, this means that that there are no possible purchase quantities for the SKU that can
satisfy both Requirements (2) and (3). Even if Requirement 1 is not complied with, all possible
quantities will be below MPQ or it will exceed the 3SMA constraint. Purchase cannot be made.
PQX = 0 unless constraints are lifted for the SKU.
In summary:
To determine PQX:
If EILX+3 ≥ SS + FDX+4, there is no need to purchase else need to purchase.
If no need to purchase, PQx = 0.
If need to purchase, find PQx that satisfies
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EILX+3 + PQX ≥ SS + FDX+4 --- Requirement (1)
unless unable to comply with both Requirements (2) and (3) then, PQx = 0

From Requirement (1), obtain IQX = (SS + FDX+4) - EILX+3
To meet Requirement (2), test if IQX ≥ MPQ and obtain AQx where:
if IQX ≥ MPQ, AQX = IQX

if IQX < MPQ, AQX = MPQ
To adjust for Requirement (3), test if Cost ×AQX > 50% × 3SMA and obtain RQx where:
if Cost ×AQX > 50% × 3SMA, RQX = 50% × 3SMA ÷ Price

if Cost ×AQX ≤ 50% × 3SMA, RQX = AQX
To check if both Requirements (2) and (3) are complied with, test if RQX ≥ MPQ and obtain PQx
where:
if RQX ≥ MPQ, PQX = RQX

if RQX < MPQ, this means that there are no possible purchase quantities for the SKU that can
satisfy both Requirements (2) and (3). Purchase cannot be made. PQX = 0 unless constraints are
lifted for the SKU.
Application of Test Stock Purchasing Model 1
We used our Test Stock Purchasing Model 1 to determine the quantity to purchase at the end of
January 2017 to meet demand and maintain safety stock for May 2017. The forecast demand
values are based on the sales forecast figures using our predictive model in Appendix R. The
ending inventory for January 2017 is based on the ending inventory as at December 2016
adjusted for the incoming purchases and predicted sales during January 2017. Due to the lack of
information regarding the incoming purchases that are scheduled to arrive at the beginning of
January 2017, February 2017 and March 2017, we have assumed for our calculations that there is
only one batch of purchases that will arrive in January 2017 and there are no other relevant stock
inflow during the lead time. This hypothetical purchase order that arrived at the beginning of
January 2017 will be for all SKUs and have been placed at their MPQs. The 3SMA data is based
112
on the retail sales data for November and December 2016 and the predicted retail sales of
January 2017. The results of our calculations are found in Appendix V1.
From our analysis we found a number of SKUs which need more than three times the stock level
of the 3SMA sales (Appendix V2). The top 10 SKUs are shown below:
No SKU Minimum Number of Units 3 Times of 3SMA Stock Difference

Needed (SS + FDX+4) Level
1 2010 325 232 93
2 7980 110 46 64
3 7770 173 117 56
4 7740 104 56 48
5 3400 96 50 46
6 7730 86 44 42
7 7820 127 85 42
8 6000 123 83 40
9 7780 93 54 39
10 6200 78 39 39
There are other SKUs which cannot satisfy both the MPQ and 3SMA constraints and thus, no
purchases can be made for them if these rules are strictly applied. We suspect that this has occurred
because of four reasons:
(1) The 3SMA is based on retail sales while our purchasing model has to meet the demand for
both the retail and online stores.
(2) Using the 3SMA of historical sales as a constraint in placing orders for future months does
not take into account expected increases in demand due to promotions that have been
planned for those future months.
(3) The MPQ is much higher than what the 3SMA constraint allows for some SKUs.
(4) We used data from PC to calculate the 3SMA We also made assumptions regarding the
incoming purchases that arrived at the beginning of Month X (January 2017) and during
the lead time at the beginnings of Months X+1 to X+3 (February to April 2017). Our
assumptions may have caused the inventory levels at the end of Month X+3 and beginning
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of Month X+4 to be very low. Therefore, the required quantity needed to purchase to
maintain safety stock and fulfil forecasted demand for the Month X+4 has resulted in an
order value that is much higher than 50% of the 3SMA.
In light of the above, we believe that the 3SMA constraint should not be strictly applied for the
purchasing model as it will lead to PC not placing orders for many products. This will lead to stock
outs that will adversely affect service levels, decrease customer satisfaction and ultimately cause
PC to lose sales and customers. Thus, we believe that while the 3SMA figure might be useful for
PC to gauge the sales performance of their products, it should not be used as a constraint in their
purchasing model.
If the 3SMA constraint is not applied, the purchasing model will be different and stop before Step
4. Step 3A of the process will be replaced by Step 3B below:
Step 3B: Subject to MPQ Constraint - Determining Purchase Quantity, PQX
If there is no need to purchase, PQX = 0
If there is a need to purchase, to meet Requirement (2), test if IQX ≥ MPQ.
If IQX ≥ MPQ, PQX = IQX

If IQX < MPQ, PQX = MPQ
So the Test Stock Purchasing Model without the 3SMA constraint will be:
Test Stock Purchasing Model 2 (no 3SMA constraint)
To determine PQX:
EILX+3 + PQX ≥ SS + FDX+4 --- Requirement (1) and
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From Requirement (1), obtain IQX = (SS + FDX+4) - EILX+3
To meet Requirement (2), test if IQX ≥ MPQ.
if IQX ≥ MPQ, PQX = IQX

if IQX < MPQ, PQX = MPQ
Application of Test Stock Purchasing Model 2
We used our Test Stock Purchasing Model 2 to determine the quantity to purchase at the end of
January 2017 to meet demand and maintain safety stock for May 2017. The forecast demand values
are based on the sales forecast figures using our predictive model in Appendix R. The ending
inventory for January 2017 is based on the ending inventory as at December 2016 adjusted for the
incoming purchases and predicted sales during January 2017. Our results are found in Appendix
W.
Comparing the calculated figures and planned purchase schedules for end January 2017 using the
Test Stock Purchasing Models 1 and 2 in Appendices V1 and W, it can be seen that applying the
3SMA strictly will lead to many orders not being placed. This will adversely affect PC’s service
level as there will be insufficient stock for PC to meet the forecasted demands.
However, we are aware that it may not be practical for PC to use Stock Purchasing Model 2 and
not apply an upper limit to the order value like the 3SMA constraint. This could be due to
limitations in the credit or funds available to PC to make total purchase orders above 50% of the
3SMA.
Therefore, if the Test Stock Purchasing Model 2 fails to give a purchasing plan that is within PC’s
budget, we have developed Test Stock Purchasing Model 3 which aims to comply with both the
MOQ constraint and the 3SMA constraint while allowing for more purchases to be made than Test
Stock Purchasing Model 1. Instead of enforcing the 3SMA constraint on each individual SKU
(order value of each SKU cannot exceed its own individual 3SMA), we will view the limit of 50%
of the 3SMA as the available amount of funds PC has to make the purchase orders. This means
that there is no longer an upper limit as to the quantity of units of an SKU that can be bought so
long as the total order value of all the SKUs combined does not exceed 50% of their total 3SMAs.
Given this, there will be a need to decide which SKUs to place an order for to meet the expected
115
demand and which SKU’s sales to be foregone. Our Test Stock Purchasing Model 3 will aim to
do this by trying to find the optimal SKUs and quantities to purchase to maximize the profits PC
can earn in the Month X+4. However, the service level and safety stocks will not be able to be
maintained optimally as in Test Stock Purchasing Model 2 due to this budget constraint.
Step 1: Find Needed Additional Quantity to Meet Forecasted Demand, NAQx
As we are interested in maximizing profits in this scenario, we will need to set safety stocks aside
and find the number of units PC actually needs to purchase in order to meet the Forecasted Demand
for Month X+4, FDX+4. If PC already has enough stock in the beginning inventories to meet the
forecasted demand, they should not purchase more units of that SKU just to increase the safety
stocks. Instead, the funds should be diverted to meet the demand for other SKUs with insufficient
stocks to increase expected profits.
To find the Needed Additional Quantity actually required to meet the forecasted demand, we will
subtract the expected ending inventory at the end of Month X+3 from the forecasted demand.
NAQX = FDX+4 - EILX+3
Step 2: Find Additional Profits Generated from Needed Additional Quantity, APX+4
Next, we will find the profits that PC can expect to earn if they procure the Needed Additional
Quantity of the SKU to meet the forecasted demand. Assuming a profit margin of 50%,
APX+4 = 50% x Price x NAQX
Step 3: Find Updated Quantity to Purchase, UQX
To comply with the MOQ constraint, we will determine for it the Updated Quantity to purchase
with the following formula:
If NAQX < MOQ, UQX = MOQ

If NAQX ≥MOQ, UQX = NAQX
Step 4: Rank the SKUs by their APX+4 and Find Purchase Quantity, PQX
We will then rank each SKU by their APX+4 values, the expected profit that they can bring to PC
if a purchase order is made for them. Then, we will calculate their order values and starting from
the most profitable SKU, attempt to buy as many as possible at their updated quantities UQX until
the cumulative purchase order value hits the limit of 50% of the combined 3SMA.
116
After allocating the budget and determining the PQx for the highest-ranking SKUs, there will be
insufficient funds to purchase the next most profitable SKU at its UQX. However, there may still
be available funds left to purchase that SKU or the other less profitable SKUs at their MOQ. Even
if not enough units can be bought to meet all the forecasted demand, at least some more profits
can be generated if we buy some at their MOQ to meet some of the demand. Therefore, if there
are remaining funds still available, we will attempt to purchase as many units as possible and we
will find the number of units we can buy by dividing the remaining budget over the cost of the
SKU.
Order Value = UQX x Cost
If Order Value + Total Order Values of Previous SKUs ≤50% x 3SMA

PQX = UQX and repeat for next SKU until end
If Order Value + Total Order Values of Previous SKUs >50% x 3SMA,
if [ (50% x 3SMA - Total Order Values of Previous SKUs)÷Cost ] < MOQ

PQX = 0
if [ (50% x 3SMA - Total Order Values of Previous SKUs)÷Cost ] ≥ MOQ
PQX = (50% x 3SMA - Total Order Values of Previous SKUs)÷Cost
and repeat for next SKU until end
In summary,
Test Stock Purchasing Model 3 (with 3SMA constraint as budget)
To determine PQX:
Total PQX x Cost for all SKUs ≤50% x Total 3SMA --- Requirement (1) and
117

Rank each SKU by APX+4

Starting with SKU with highest APX+4,
If Order Value + Total Order Values of Previous SKUs ≤50% x Total 3SMA
If Order Value + Total Order Values of Previous SKUs >50% x Total 3SMA, then
if [ (50% x Total 3SMA - Total Order Values of Previous SKUs)÷Cost ] < MOQ
PQX = 0 and no order will be made for that SKU
if [ (50% x Total 3SMA - Total Order Values of Previous SKUs)÷Cost ] ≥ MOQ
PQX = (50% x Total 3SMA - Total Order Values of Previous SKUs)÷Cost
Final Stock Purchasing Model
We will recommend PC to apply Test Stock Purchasing Model 2 and in the event of it producing
unfeasible purchase plans, use Test Stock Purchasing Model 3 to maximize profits under the
constraints.
Final Stock Purchasing Model
To determine PQX:
Total PQX x Cost for all SKUs ≤50% x Total 3SMA --- Requirement (1) and
118
Obtain IQX = (SS + FDX+4) - EILX+3
To meet Requirement (2), test if IQX ≥ MPQ.
if IQX ≥ MPQ, Provisional PQX = IQX

if IQX < MPQ, Provisional PQX = MPQ
To meet Requirement (1), test if Total Provisional PQX x Cost for all SKUs ≤50% x Total
3SMA
if Total (Provisional PQX x Cost) for all SKUs ≤50% x Total 3SMA
PQX = Provisional PQX
if Total (Provisional PQX x Cost) for all SKUs > 50% x Total 3SMA, find for each SKU, NAQX,
UQX, APX+4 and Order Value where

Rank each SKU by their APX+4

Starting with SKU with highest APX+4,
If Order Value + Total Order Values of Previous SKUs ≤50% x Total 3SMA
If Order Value + Total Order Values of Previous SKUs >50% x Total 3SMA,
if [ (50% x Total 3SMA - Total Order Values of Previous SKUs)÷Cost ] < MOQ
PQX = 0
if [ (50% x Total 3SMA - Total Order Values of Previous SKUs)÷Cost ] ≥ MOQ
PQX = (50% x Total 3SMA - Total Order Values of Previous SKUs)÷Cost
119
Application of Test Stock Purchasing Model 3 and Final Purchasing Model
As our purchasing plan for end January 2017 produced by Test Stock Purchasing Model 2 in
Appendix W does not meet the 3SMA constraint that the total order value across all SKUs should
not exceed 50% of the combined total 3SMA, we have obtained new purchase quantities for end
January 2017 using Test Stock Purchasing Model 3 in accordance to our proposed Final
Purchasing Model. Our results for this can be found in Appendix X.
Stock Replenishment Model
When goods ordered at the end of Month X are received at the beginning of Month X+4, there will
be a need for PC to decide how to distribute the stock to the different channels. Due to (1) the need
to meet the MPQ and 3SMA constraints when making purchases, (2) differences between actual
sales and forecasted demand during the lead time and (3) changes in forecasted sales figures for
the Month X+4 over time, the PQX may be larger or smaller than what PC actually required to
maintain safety stock and meet expected demand for the month. The actual inventory level at the
beginning of Month X+4, AILX+3, is likely to be different from what was expected, EILX+3.
Therefore, there is a need to establish rules for PC to decide how to distribute any additional or
limited quantities in cases of surplus or shortage respectively. Thus, our Stock Replenishment
Model has been designed to help PC make replenishment decisions while taking these concerns
into account.
Our Stock Replenishment Model will follow from the scenario explained for the earlier Stock
Purchasing Model. We will now assume that we are at the beginning of Month X+4. We will
distribute the purchase quantity, PQx, that was ordered at the end of Month X into the three
channels (Beauty Collective retail store, Front Porch retail store and Online store).
Situation at Beginning of Month X+4 (need to find optimal PQX BC, PQX FP and PQX Online)
New Terms:
AILX+3 Channel = Actual Inventory Level at end of Month X+3 and beginning of Month X+4 at
given channel
PQX Channel = Purchase Quantity received at beginning of Month X+4 at given channel
NILX+3 = Combined New Inventory Level at beginning of Month X+4 across all channels
NILX+3 Channel = New Inventory Level at beginning of Month X+4 after replenishment at given
channel
FDX+4 Channel = Forecasted demand for the given channel for Month X+4 (No. of units expected to
be sold in that channel for the month)
120
Where AILX+3 = AILX+3 BC + AILX+3 FP + AILX+3 Online
PQX = PQX BC + PQX FP + PQX Online and
NILX+3 Channel = AILX+3 Channel + PQChannel
NILX+3 = NILX+3 BC + NILX+3 FP + NILX+3 Online
PQx should first be distributed to each channel to meet ensure that each channel meets their
required SS level, SSChannel, taking into account the current inventory levels in each channel,
AILX+3 Channel. The remaining PQx would then be distributed based on the demand proportion for
the three channels.
Step 1: Determining Make up Quantity Needed in Each Channel to Meet SS Levels, MQX Channel
To provide each channel with sufficient safety stock, we need to fulfill:
NILX+3 Channel ≥SSChannel --- Requirement (1)
To ensure this, we will find the required MQX Channel to make up the inventory levels up to SS levels
for each channel.
If AILX+3 Channel ≥ SSChannel then MQX Channel = 0

If AILX+3 Channel < SSChannel then MQX Channel = SSChannel - AILX+3 Channel
If PQX ≥ MQX BC + MQX FP +MQX Online, there is sufficient stock to make up the inventory levels
in all the channels to their required SS levels. Move on to Step 2.
121
However, it is possible that there might be insufficient stock to make up the inventory levels to SS
levels for all channels for some SKUs. This may be due to higher than expected sales during the
lead time (Months X+1 to X+3). In such situations, we will distribute the limited amount of stock
we have based on the how much forecasted demand each channel has in order to maximize their
service levels.
Using the forecast models we have built for each channel, we have obtained the forecasted demand
(expected number of units to be sold) for each channel for the Month X+4, FDX+4 Channel, We will
use this data to find the proportion of each channel’s forecasted demand to the total forecasted
demand for Month X+4, FDX+4, and distribute the stock accordingly.
So If PQX < MQX BC + MQX FP + MQX Online
PQX Channel = (FDX+4 Channel ÷ FDX+4 ) x PQx. The process will end here without proceeding to Step
2.
Step 2: Determining Leftover Quantity, LQx and Extra Quantity, EQX Channel, to Distribute to Each
Channel Based on Demand
After setting aside quantities to meet SS levels, the remaining units will be known as the Leftover
Quantity, LQX, which is obtained by subtracting the Makeup Quantities for each channel from it.
LQx = PQx - MQX BC - MQX FP - MQX Online
We will divide out the LQX to the three channels based on how the proportion each channel’s
forecasted demand contributed to the total forecasted demand for Month X+4, FDX+4. This will
help us find the Extra Quantity to distribute to each channel, EQX Channel.
(FDX+4 Channel ÷ FDX+4 ) x LQx = EQX Channel
Step 3: Determining Purchase Quantity to distribute to each channel, PQX Channel
The quantity to be distributed to each channel will be obtained by adding the channel’s required
Makeup Quantity and Extra Quantity calculated in the previous steps.
PQX Channel = MQX Channel + EQX Channel
PQx BC, PQx FP and PQx Online would then be distributed into the BC, FP and Online channels
respectively. The final inventory levels to be held at each location are NILX+3 BC, NILX+3 FP and
NILX+3 Online respectively.
122
In summary,
NILX+3 Channel = AILX+3 Channel + PQX Channel ≥ SSChannel --- Requirement (1)
To determine PQx Channel:
If AILX+3 Channel ≥ SSChannel then MQX Channel = 0

If AILX+3 Channel < SSChannel then MQX Channel = SSChannel - AILX+3 Channel
If PQX < MQX BC + MQX FP + MQX Online, Requirement (1) cannot be satisfied
PQX Channel = (FDX+4 Channel ÷ FDX+4 ) x PQx
If PQX ≥ MQX BC + MQX FP +MQX Online, Requirement (1) can be satisfied, obtain LQX and EQX
Channel where
LQx = PQx - MQX BC - MQX FP - MQX Online

(FDX+4 Channel ÷ FDX+4 ) x LQx = EQX Channel
Finally, obtain PQX Channel where
PQX Channel = MQX Channel + EQX Channel
Application of Stock Replenishment Model
Based on our purchasing schedule that we obtained from our Final Stock Purchasing Model in
Appendix X , we have applied our Stock Replenishment Model for the purchases ordered at the
end of January 2017 and received on May 2017. For our calculations, we have assumed that there
was no difference between the actual inventory levels and expected inventory levels at the
beginning of May 2017. Since we only have information regarding the beginning inventory levels
combined and not by individual channels, we assumed that the actual inventory levels for each
channel at the beginning of May 2017 would be evenly split. The replenishment schedule can be
found in Appendix Y.
123
Appendix V1 – Test Stock Purchasing Model 1
M Month X+1 Month X+2 Month X+3 Month

o X+4
n
t
h
X
J Feb-17 Mar-17 Apr-17 May-17
a
n
-
1
7
S E B Inco For E B Inco For E B Inco For E B For S Minimu Nee Id M Adj Or Exc Re Chec Wil Pur
K n e min eca n e min eca n e min eca n e eca af m d to ea ee ust de eed quir k l cha
U d g g sted d g g sted d g g sted d g sted et Numbe Pur l t ed r 50% ed Again Pu se
I I Pur De I I Pur De I I Pur De I I De y r of cha Q M Qu V of Qu - rch Qu
n n cha man n n cha man n n cha man n n man St Units se? ua O anti al 3SM anti Meet as anti
v v ses d v v ses d v v ses d v v d oc Neede nti Q ty ue A? ty MOQ e? ty
k d ty ? ?
1 3 3 0 4 3 3 0 4 2 2 0 4 2 2 4 14 18 No 0 - 0 0 - 0 - No 0
0 5 5 1 1 7 7 3 3
0
0
1 3 3 0 3 3 3 0 3 2 2 0 3 2 2 3 12 15 No 0 - 0 0 - 0 - No 0
0 3 3 0 0 7 7 4 4
0
1
1 5 5 0 5 5 5 0 5 4 4 0 5 4 4 5 12 17 No 0 - 0 0 - 0 - No 0
0 7 7 2 2 7 7 2 2
5
0
1 5 5 0 5 5 5 0 5 4 4 0 5 4 4 5 16 21 No 0 - 0 0 - 0 - No 0
0 5 5 0 0 5 5 0 0
5
1
1 5 5 0 5 4 4 0 5 4 4 0 5 3 3 5 13 18 No 0 - 0 0 - 0 - No 0
1 2 2 7 7 2 2 7 7
0
0
124
1 1 1 0 9 1 1 0 9 1 1 0 9 1 1 9 15 24 No 0 - 0 0 - 0 - No 0
1 6 6 5 5 5 5 4 4
0 8 8 9 9 0 0 1 1
1
1 1 1 0 25 8 8 0 27 5 5 0 25 3 3 25 32 57 Yes 23 N 36 61 Yes 5 No No 0
1 1 1 6 6 9 9 4 4 o 2
5 1 1
0
1 1 1 0 18 1 1 0 19 1 1 0 18 9 9 18 28 46 No 0 - 0 0 - 0 - No 0
1 5 5 3 3 1 1 9 9
5 4 4 6 6 7 7
1
6 1 1 0 60 4 4 0 60 0 0 0 60 0 0 60 63 123 Yes 12 Y 123 16 Yes 13 No No 0
0 0 0 9 9 3 es 60
0 9 9 .5
0
7 1 1 0 21 8 8 0 21 6 6 0 21 4 4 21 24 45 Yes 5 N 48 86 Yes 4 No No 0
6 0 0 2 2 1 1 0 0 o 4
0 3 3
0
7 5 5 0 36 1 1 0 36 0 0 0 36 0 0 36 51 87 Yes 87 Y 87 15 Yes 9 No No 0
8 3 3 7 7 es 66
3
0
8 7 7 0 5 6 6 0 5 6 6 0 18 4 4 5 17 22 No 0 - 0 0 - 0 - No 0
5 3 3 8 8 3 3 5 5
0
0
8 9 9 0 12 8 8 0 12 7 7 0 12 6 6 12 22 34 No 0 - 0 0 - 0 - No 0
7 7 7 5 5 3 3 1 1
0
0
8 9 9 0 3 9 9 0 3 9 9 0 3 8 8 3 15 18 No 0 - 0 0 - 0 - No 0
7 7 7 4 4 1 1 8 8
1
0
9 9 9 0 4 9 9 0 4 8 8 0 4 8 8 4 12 16 No 0 - 0 0 - 0 - No 0
1 5 5 1 1 7 7 3 3
1
0
9 6 6 0 4 6 6 0 4 6 6 0 4 5 5 4 15 19 No 0 - 0 0 - 0 - No 0
1 8 8 4 4 0 0 6 6
5
0
125
1 1 1 0 13 1 1 0 13 9 9 0 13 8 8 13 22 35 No 0 - 0 0 - 0 - No 0
2 2 2 1 1 8 8 5 5
5 4 4 1 1
0
1 1 1 0 53 7 7 0 67 6 6 0 53 0 0 53 51 104 Yes 10 Y 104 17 Yes 12 No No 0
3 2 2 3 3 4 es 68
5 6 6
0
7 1 1 0 21 1 1 0 21 1 1 0 21 1 1 21 29 50 No 0 - 0 0 - 0 - No 0
6 9 9 7 7 4 4 2 2
7 1 1 0 0 9 9 8 8
0
7 1 1 0 45 1 1 0 45 9 9 0 45 4 4 45 48 93 Yes 48 Y 48 91 Yes 9 No No 0
7 8 8 3 3 0 0 5 5 es 2
8 0 0 5 5
0
8 1 1 0 4 1 1 0 4 1 1 0 17 1 1 4 12 16 No 0 - 0 0 - 0 - No 0
5 2 2 2 2 1 1 0 0
1 6 6 2 2 8 8 1 1
0
9 6 6 0 1 6 6 0 1 6 6 0 1 6 6 1 7 8 No 0 - 0 0 - 0 - No 0
1 6 6 5 5 4 4 3 3
2
0
9 9 9 0 5 9 9 0 5 8 8 0 5 8 8 5 15 20 No 0 - 0 0 - 0 - No 0
1 5 5 0 0 5 5 0 0
6
0
1 1 1 0 24 1 1 0 24 1 1 0 24 1 1 24 22 46 No 0 - 0 0 - 0 - No 0
9 8 8 5 5 3 3 1 1
0 2 2 8 8 4 4 0 0
0
2 1 1 0 145 1 1 0 159 0 0 0 145 0 0 159 16 325 Yes 32 Y 325 69 Yes 38 Yes Ye 38
0 6 6 8 8 6 5 es 87 s
1 3 3 .5
0
2 9 9 0 37 5 5 0 37 1 1 0 37 0 0 37 42 79 Yes 79 Y 79 16 Yes 8 No No 0
0 0 0 3 3 6 6 es 98
4 .5
0
2 9 9 0 16 8 8 0 16 6 6 0 16 4 4 16 30 46 No 0 - 0 0 - 0 - No 0
0 6 6 0 0 4 4 8 8
5
0
126
6 4 4 0 33 1 1 0 33 0 0 0 33 0 0 33 45 78 Yes 78 Y 78 15 Yes 6 No No 0
2 6 6 3 3 es 99
0
0
6 1 1 0 35 8 8 0 35 4 4 0 35 1 1 35 40 75 Yes 63 Y 63 13 Yes 6 No No 0
2 1 1 2 2 7 7 2 2 es 54
1 7 7 .5
0
7 9 9 0 13 7 7 0 13 6 6 0 13 5 5 13 20 33 No 0 - 0 0 - 0 - No 0
6 2 2 9 9 6 6 3 3
5
0
7 7 7 0 7 7 7 0 7 6 6 0 7 5 5 7 23 30 No 0 - 0 0 - 0 - No 0
6 7 7 0 0 3 3 6 6
6
0
7 2 2 0 40 2 2 0 40 1 1 0 40 1 1 40 46 86 No 0 - 0 0 - 0 - No 0
7 6 6 2 2 8 8 4 4
3 1 1 1 1 1 1 1 1
0
7 1 1 0 15 0 0 0 15 0 0 0 15 0 0 15 32 47 Yes 47 Y 47 12 Yes 2 No No 0
7 0 0 es 92
9 .5
0
7 7 7 0 61 1 1 0 61 0 0 0 61 0 0 61 66 127 Yes 12 Y 127 30 Yes 14 No No 0
8 1 1 0 0 7 es 48
2
0
8 1 1 0 11 1 1 0 11 9 9 0 11 8 8 11 14 25 No 0 - 0 0 - 0 - No 0
7 2 2 1 1 9 9 8 8
2 1 1 0 0
0
9 5 5 0 10 4 4 0 10 3 3 0 10 2 2 10 19 29 Yes 5 N 35 70 Yes 2 No No 0
1 4 4 4 4 4 4 4 4 o 0
0
0
3 2 2 0 6 2 2 0 6 2 2 0 6 2 2 6 13 19 No 0 - 0 0 - 0 - No 0
2 9 9 8 8 7 7 7 7
5 0 0 4 4 8 8 2 2
0
3 2 2 0 9 2 2 0 10 2 2 0 9 2 2 9 19 28 No 0 - 0 0 - 0 - No 0
3 9 9 8 8 7 7 6 6
5 4 4 5 5 5 5 6 6
0
127
3 1 1 0 11 1 1 0 23 8 8 0 11 7 7 11 17 28 No 0 - 0 0 - 0 - No 0
7 1 1 0 0 5 5 4 4
0 9 9 8 8
0
6 1 1 0 19 1 1 0 19 1 1 0 19 1 1 19 32 51 No 0 - 0 0 - 0 - No 0
1 6 6 4 4 2 2 0 0
0 3 3 4 4 5 5 6 6
0
6 1 1 0 15 1 1 0 15 1 1 0 15 9 9 15 34 49 No 0 - 0 0 - 0 - No 0
1 3 3 2 2 0 0 0 0
1 5 5 0 0 5 5
0
7 1 1 0 5 1 1 0 4 9 9 0 4 9 9 4 12 16 No 0 - 0 0 - 0 - No 0
6 0 0 0 0 9 9 5 5
2 8 8 3 3
0
7 2 2 0 5 1 1 0 4 1 1 0 4 1 1 4 13 17 No 0 - 0 0 - 0 - No 0
6 0 0 9 9 9 9 8 8
3 0 0 5 5 1 1 7 7
0
7 1 1 0 14 1 1 0 14 1 1 0 14 1 1 14 23 37 No 0 - 0 0 - 0 - No 0
6 6 6 5 5 4 4 2 2
4 8 8 4 4 0 0 6 6
0
7 6 6 0 29 3 3 0 14 1 1 0 14 3 3 14 23 37 Yes 34 Y 34 10 Yes 3 No No 0
7 0 0 1 1 7 7 es 20
1
0
7 1 1 0 14 1 1 0 14 1 1 0 14 1 1 14 21 35 No 0 - 0 0 - 0 - No 0
7 8 8 7 7 5 5 4 4
2 5 5 1 1 7 7 3 3
0
7 2 2 0 39 1 1 0 39 1 1 0 39 1 1 39 65 104 No 0 - 0 0 - 0 - No 0
7 3 3 9 9 6 6 2 2
4 8 8 9 9 0 0 1 1
0
7 5 5 0 77 0 0 0 77 0 0 0 77 0 0 89 84 173 Yes 17 Y 173 58 Yes 19 No No 0
7 3 3 3 es 82
7
0
7 5 5 0 7 5 5 0 7 4 4 0 7 3 3 7 15 22 No 0 - 0 0 - 0 - No 0
8 7 7 0 0 3 3 6 6
4
0
128
7 1 1 0 9 1 1 0 9 1 1 0 9 1 1 10 17 27 No 0 - 0 0 - 0 - No 0
8 6 6 5 5 4 4 3 3
5 0 0 1 1 2 2 3 3
0
7 1 1 0 26 0 0 0 24 0 0 0 24 0 0 24 39 63 Yes 63 Y 63 23 Yes 8 No No 0
8 9 9 es 31
6
0
7 4 4 0 27 1 1 0 13 4 4 0 13 0 0 26 21 47 Yes 47 Y 47 17 Yes 3 No No 0
8 4 4 7 7 es 86
7
0
7 9 9 0 22 6 6 0 9 5 5 0 9 5 5 9 24 33 No 0 - 0 0 - 0 - No 0
9 0 0 8 8 9 9 0 0
1
0
7 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 25 25 No 0 - 0 0 - 0 - No 0
9 4 4 4 4 4 4 4 4
6 6 6 6 6 6 6 6 6
0
7 1 1 0 30 1 1 0 30 9 9 0 30 6 6 30 80 110 Yes 44 Y 44 13 Yes 7 No No 0
9 5 5 2 2 6 6 6 6 es 42
8 6 6 6 6
0
8 4 4 0 39 1 1 0 25 0 0 0 25 0 0 25 33 58 Yes 58 Y 58 25 Yes 5 No No 0
0 0 0 es 52
1
0
1 8 8 0 9 7 7 0 9 6 6 0 9 5 5 9 14 23 No 0 - 0 0 - 0 - No 0
4 4 4 5 5 6 6 7 7
6
0
1 1 1 0 18 9 9 0 19 7 7 0 18 5 5 18 22 40 No 0 - 0 0 - 0 - No 0
5 1 1 4 4 5 5 7 7
6 2 2
0
1 4 4 0 10 3 3 0 10 2 2 0 10 1 1 10 27 37 Yes 27 N 48 10 Yes 2 No No 0
7 0 0 0 0 0 0 0 0 o 08
2
0
6 1 1 0 14 9 9 0 14 7 7 0 14 6 6 14 27 41 No 0 - 0 0 - 0 - No 0
1 0 0 0 0 6 6 2 2
3 4 4
0
129
7 5 5 0 6 4 4 0 6 3 3 0 6 3 3 6 15 21 No 0 - 0 0 - 0 - No 0
6 0 0 4 4 8 8 2 2
8
0
7 7 7 0 37 0 0 0 37 0 0 0 37 0 0 37 48 85 Yes 85 Y 85 20 Yes 10 No No 0
7 es 40
6
0
7 6 6 0 29 4 4 0 29 1 1 0 29 0 0 29 39 68 Yes 68 Y 68 16 Yes 6 No No 0
8 9 9 0 0 1 1 es 32
0
0
8 9 9 0 6 8 8 0 6 8 8 0 6 7 7 6 14 20 No 0 - 0 0 - 0 - No 0
7 5 5 9 9 3 3 7 7
3
0
9 7 7 0 1 7 7 0 1 7 7 0 1 7 7 1 12 13 No 0 - 0 0 - 0 - No 0
1 8 8 7 7 6 6 5 5
3
0
9 1 1 0 5 1 1 0 5 1 1 0 5 9 9 5 17 22 No 0 - 0 0 - 0 - No 0
1 1 1 0 0 0 0 6 6
7 1 1 6 6 1 1
0
1 5 5 0 32 2 2 0 19 8 8 0 19 0 0 19 29 48 Yes 48 Y 48 10 Yes 4 No No 0
8 9 9 7 7 es 08
6
0
3 4 4 0 54 0 0 0 42 0 0 0 41 0 0 41 55 96 Yes 96 Y 96 20 Yes 8 No No 0
4 7 7 es 16
0
0
3 9 9 0 27 6 6 0 14 4 4 0 14 3 3 14 24 38 Yes 3 N 48 10 Yes 3 No No 0
5 0 0 3 3 9 9 5 5 o 08
0
0
5 6 6 0 15 5 5 0 1 5 5 0 1 4 4 1 10 11 No 0 - 0 0 - 0 - No 0
5 6 6 1 1 0 0 9 9
7
0
7 8 8 0 28 5 5 0 15 4 4 0 15 2 2 15 41 56 Yes 27 N 35 84 Yes 5 No No 0
6 7 7 9 9 4 4 9 9 o 0
1
0
130
7 8 8 0 25 5 5 0 12 4 4 0 12 3 3 12 28 40 Yes 5 N 24 57 Yes 4 No No 0
8 4 4 9 9 7 7 5 5 o 6
1
0
7 7 7 0 43 3 3 0 30 5 5 0 30 0 0 30 36 66 Yes 66 Y 66 15 Yes 6 No No 0
6 8 8 5 5 es 84
9
0
8 1 1 0 17 8 8 0 4 8 8 0 17 6 6 4 12 16 No 0 - 0 0 - 0 - No 0
5 0 0 4 4 0 0 3 3
2 1 1
0
8 7 7 0 22 5 5 0 10 4 4 0 10 3 3 10 22 32 Yes 2 N 24 57 Yes 2 No No 0
7 2 2 0 0 0 0 0 0 o 6
4
0
9 6 6 0 18 5 5 0 5 4 4 0 5 4 4 5 15 20 No 0 - 0 0 - 0 - No 0
1 8 8 0 0 5 5 0 0
4
0
9 8 8 0 25 5 5 0 12 4 4 0 12 3 3 12 23 35 Yes 4 N 48 11 Yes 3 No No 0
1 0 0 5 5 3 3 1 1 o 52
8
0
2 1 1 0 7 1 1 0 8 1 1 0 7 1 1 7 14 21 No 0 - 0 0 - 0 - No 0
7 7 7 7 7 6 6 5 5
5 7 7 0 0 2 2 5 5
0
2 1 1 0 13 9 9 0 13 8 8 0 13 7 7 13 19 32 No 0 - 0 0 - 0 - No 0
8 1 1 8 8 5 5 2 2
0 1 1
0
2 4 4 0 3 4 4 0 3 3 3 0 3 3 3 3 30 33 No 0 - 0 0 - 0 - No 0
7 5 5 2 2 9 9 6 6
6
0
7 1 1 0 25 1 1 0 25 9 9 0 25 7 7 25 26 51 No 0 - 0 0 - 0 - No 0
9 4 4 2 2 6 6 1 1
0 6 6 1 1
0
5 7 7 0 3 7 7 0 3 6 6 0 3 6 6 3 14 17 No 0 - 0 0 - 0 - No 0
5 3 3 0 0 7 7 4 4
0
0
131
2 3 3 0 4 2 2 0 4 2 2 0 4 1 1 4 17 21 Yes 2 N 10 50 Yes 1 No No 0
5 1 1 7 7 3 3 9 9 o
6
0
8 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 6 6 No 0 - 0 0 - 0 - No 0
7 8 8 8 8 8 8 8 8
5
0
5 8 8 0 9 7 7 0 9 6 6 0 9 5 5 9 17 26 No 0 - 0 0 - 0 - No 0
0 5 5 6 6 7 7 8 8
0
0
5 7 7 0 1 7 7 0 1 7 7 0 1 7 7 1 8 9 No 0 - 0 0 - 0 - No 0
2 7 7 6 6 5 5 4 4
0
0
5 8 8 0 23 6 6 0 23 4 4 0 23 1 1 23 33 56 Yes 38 N 48 10 Yes 6 No No 0
7 7 7 4 4 1 1 8 8 o 80
0
0
5 1 1 0 16 8 8 0 16 7 7 0 16 5 5 16 24 40 No 0 - 0 0 - 0 - No 0
9 0 0 6 6 0 0 4 4
0 2 2
0
6 1 1 0 14 1 1 0 14 1 1 0 14 8 8 14 29 43 No 0 - 0 0 - 0 - No 0
2 3 3 1 1 0 0 8 8
4 0 0 6 6 2 2
0
2 1 1 0 12 1 1 0 12 1 1 0 12 1 1 12 20 32 No 0 - 0 0 - 0 - No 0
3 7 7 5 5 4 4 3 3
2 1 1 9 9 7 7 5 5
0
2 9 9 0 1 9 9 0 1 9 9 0 1 9 9 1 8 9 No 0 - 0 0 - 0 - No 0
3 5 5 4 4 3 3 2 2
3
0
5 9 9 0 5 8 8 0 5 8 8 0 5 7 7 5 12 17 No 0 - 0 0 - 0 - No 0
5 3 3 8 8 3 3 8 8
6
0
7 9 9 0 1 9 9 0 1 8 8 0 1 8 8 1 11 12 No 0 - 0 0 - 0 - No 0
8 1 1 0 0 9 9 8 8
8
0
132
5 9 9 0 6 8 8 0 6 8 8 0 6 7 7 6 16 22 No 0 - 0 0 - 0 - No 0
8 3 3 7 7 1 1 5 5
0
0
3 1 1 0 16 1 1 0 16 1 1 0 16 8 8 16 22 38 No 0 - 0 0 - 0 - No 0
6 3 3 1 1 0 0 6 6
0 4 4 8 8 2 2
0
3 8 8 0 10 7 7 0 10 6 6 0 10 5 5 10 15 25 No 0 - 0 0 - 0 - No 0
1 1 1 1 1 1 1 1 1
0
0
9 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 5 5 No 0 - 0 0 - 0 - No 0
2 0 0 0 0 0 0 0 0
0
7
5
9 1 1 0 1 1 1 0 1 1 1 0 1 9 9 1 7 8 No 0 - 0 0 - 0 - No 0
2 2 2 1 1 0 0
0
7
6
9 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 4 4 No 0 - 0 0 - 0 - No 0
2 5 5 5 5 5 5 5 5
0
6
2
9 2 2 0 0 2 2 0 0 2 2 0 0 2 2 0 7 7 No 0 - 0 0 - 0 - No 0
0 0 0 0 0 0 0 0 0
5
3
0
9 4 4 0 0 4 4 0 0 4 4 0 0 4 4 0 6 6 No 0 - 0 0 - 0 - No 0
9 0 0 0 0 0 0 0 0
4
5
133
Appendix V2 – SKUs which need more than three times the stock level of the 3SMA sales using Test Stock Purchasing Model 1
SKU Minimum Number of Units Stock Level 3 times of Minimum Number of Units Needed Exceed Stock Level of 3 times of Difference
Needed 3SMA 3SMA?
2010 325 232 Yes 93
7980 110 46 Yes 64
7770 173 117 Yes 56
7740 104 56 Yes 48
3400 96 50 Yes 46
7730 86 44 Yes 42
7820 127 85 Yes 42
6000 123 83 Yes 40
7780 93 54 Yes 39
6200 78 39 Yes 39
6210 75 39 Yes 36
7830 87 55 Yes 32
7790 47 16 Yes 31
6110 49 18 Yes 31
7800 68 37 Yes 31
2760 33 2 Yes 31
1350 104 76 Yes 28
8010 58 30 Yes 28
2040 79 52 Yes 27
2050 46 19 Yes 27
6100 51 24 Yes 27
7870 47 21 Yes 26
1720 37 12 Yes 25
7690 66 41 Yes 25
6240 43 18 Yes 25
6130 41 17 Yes 24
7610 56 32 Yes 24
7900 51 28 Yes 23
1150 57 35 Yes 22
1151 46 25 Yes 21
134
7640 37 16 Yes 21
7760 85 64 Yes 21
3700 28 9 Yes 19
7710 37 18 Yes 19
1860 48 29 Yes 19
7670 50 32 Yes 18
5900 40 22 Yes 18
5800 22 4 Yes 18
3350 28 11 Yes 17
7850 27 10 Yes 17
7910 33 16 Yes 17
7600 45 29 Yes 16
3500 38 22 Yes 16
8740 32 16 Yes 16
9180 35 19 Yes 16
2800 32 16 Yes 16
2320 32 16 Yes 16
7660 30 15 Yes 15
9100 29 14 Yes 15
7720 35 20 Yes 15
7960 25 10 Yes 15
1560 40 25 Yes 15
2560 21 6 Yes 15
5700 56 41 Yes 15
8500 22 8 Yes 14
8710 18 4 Yes 14
7650 33 19 Yes 14
7860 63 49 Yes 14
7810 40 26 Yes 14
7630 17 4 Yes 13
7680 21 8 Yes 13
2750 21 8 Yes 13
3600 38 25 Yes 13
135
9150 19 7 Yes 12
1900 46 34 Yes 12
1460 23 11 Yes 12
5000 26 14 Yes 12
1051 21 10 Yes 11
8700 34 23 Yes 11
9160 20 9 Yes 11
8720 25 14 Yes 11
5500 17 6 Yes 11
7880 12 1 Yes 11
3100 25 14 Yes 11
1001 15 5 Yes 10
1100 18 8 Yes 10
1101 24 14 Yes 10
3250 19 9 Yes 10
7620 16 6 Yes 10
8520 16 6 Yes 10
9140 20 10 Yes 10
5560 17 7 Yes 10
7840 22 13 Yes 9
9170 22 14 Yes 8
9110 16 9 Yes 7
1250 35 28 Yes 7
5200 9 2 Yes 7
90530 7 0 Yes 7
1050 17 11 Yes 6
8510 16 10 Yes 6
8730 20 14 Yes 6
8750 6 0 Yes 6
2330 9 3 Yes 6
9945 6 0 Yes 6
9130 13 8 Yes 5
9120 8 4 Yes 4
136
92075 5 1 Yes 4
92062 4 0 Yes 4
1000 18 16 Yes 2
5570 11 9 Yes 2
92076 8 6 Yes 2
137
Appendix W – Test Stock Purchasing Model 2
M Month X+1 Month X+2 Month X+3 Month X+4
on
th
X
Ja Feb-17 Mar-17 Apr-17 May-17
n-
17
S E B Incom Forec E B Incom Forec E B Incom Forec E B Forec Saf Minimum Need Idea Me Purc Ord
K nd e ing asted n e ing asted n e ing asted n e asted ety Number of to l et hase er
U In g Purch Dema d g Purch Dema d g Purch Dema d g Dema Sto Units Purch Qua MO Quan Val
v In ases nd In In ases nd In In ases nd In In nd ck Needed ase? ntity Q? tity ue
v v v v v v v
1 35 3 0 4 3 3 0 4 2 2 0 4 2 2 4 14 18 No 0 - 0 0
0 5 1 1 7 7 3 3
0
0
1 33 3 0 3 3 3 0 3 2 2 0 3 2 2 3 12 15 No 0 - 0 0
0 3 0 0 7 7 4 4
0
1
1 57 5 0 5 5 5 0 5 4 4 0 5 4 4 5 12 17 No 0 - 0 0
0 7 2 2 7 7 2 2
5
0
1 55 5 0 5 5 5 0 5 4 4 0 5 4 4 5 16 21 No 0 - 0 0
0 5 0 0 5 5 0 0
5
1
1 52 5 0 5 4 4 0 5 4 4 0 5 3 3 5 13 18 No 0 - 0 0
1 2 7 7 2 2 7 7
0
0
1 16 1 0 9 1 1 0 9 1 1 0 9 1 1 9 15 24 No 0 - 0 0
1 8 6 5 5 5 5 4 4
0 8 9 9 0 0 1 1
1
1 11 1 0 25 8 8 0 27 5 5 0 25 3 3 25 32 57 Yes 23 No 36 612
1 1 1 6 6 9 9 4 4
5 1
0
138
1 15 1 0 18 1 1 0 19 1 1 0 18 9 9 18 28 46 No 0 - 0 0
1 4 5 3 3 1 1 9 9
5 4 6 6 7 7
1
6 10 1 0 60 4 4 0 60 0 0 0 60 0 0 60 63 123 Yes 123 Yes 123 166
0 9 0 9 9 0.5
0 9
0
7 10 1 0 21 8 8 0 21 6 6 0 21 4 4 21 24 45 Yes 5 No 48 864
6 3 0 2 2 1 1 0 0
0 3
0
7 53 5 0 36 1 1 0 36 0 0 0 36 0 0 36 51 87 Yes 87 Yes 87 156
8 3 7 7 6
3
0
8 73 7 0 5 6 6 0 5 6 6 0 18 4 4 5 17 22 No 0 - 0 0
5 3 8 8 3 3 5 5
0
0
8 97 9 0 12 8 8 0 12 7 7 0 12 6 6 12 22 34 No 0 - 0 0
7 7 5 5 3 3 1 1
0
0
8 97 9 0 3 9 9 0 3 9 9 0 3 8 8 3 15 18 No 0 - 0 0
7 7 4 4 1 1 8 8
1
0
9 95 9 0 4 9 9 0 4 8 8 0 4 8 8 4 12 16 No 0 - 0 0
1 5 1 1 7 7 3 3
1
0
9 68 6 0 4 6 6 0 4 6 6 0 4 5 5 4 15 19 No 0 - 0 0
1 8 4 4 0 0 6 6
5
0
1 12 1 0 13 1 1 0 13 9 9 0 13 8 8 13 22 35 No 0 - 0 0
2 4 2 1 1 8 8 5 5
5 4 1 1
0
1 12 1 0 53 7 7 0 67 6 6 0 53 0 0 53 51 104 Yes 104 Yes 104 176
3 6 2 3 3 8
5 6
0
139
7 19 1 0 21 1 1 0 21 1 1 0 21 1 1 21 29 50 No 0 - 0 0
6 1 9 7 7 4 4 2 2
7 1 0 0 9 9 8 8
0
7 18 1 0 45 1 1 0 45 9 9 0 45 4 4 45 48 93 Yes 48 Yes 48 912
7 0 8 3 3 0 0 5 5
8 0 5 5
0
8 12 1 0 4 1 1 0 4 1 1 0 17 1 1 4 12 16 No 0 - 0 0
5 6 2 2 2 1 1 0 0
1 6 2 2 8 8 1 1
0
9 66 6 0 1 6 6 0 1 6 6 0 1 6 6 1 7 8 No 0 - 0 0
1 6 5 5 4 4 3 3
2
0
9 95 9 0 5 9 9 0 5 8 8 0 5 8 8 5 15 20 No 0 - 0 0
1 5 0 0 5 5 0 0
6
0
1 18 1 0 24 1 1 0 24 1 1 0 24 1 1 24 22 46 No 0 - 0 0
9 2 8 5 5 3 3 1 1
0 2 8 8 4 4 0 0
0
2 16 1 0 145 1 1 0 159 0 0 0 145 0 0 159 166 325 Yes 325 Yes 325 698
0 3 6 8 8 7.5
1 3
0
2 90 9 0 37 5 5 0 37 1 1 0 37 0 0 37 42 79 Yes 79 Yes 79 169
0 0 3 3 6 6 8.5
4
0
2 96 9 0 16 8 8 0 16 6 6 0 16 4 4 16 30 46 No 0 - 0 0
0 6 0 0 4 4 8 8
5
0
6 46 4 0 33 1 1 0 33 0 0 0 33 0 0 33 45 78 Yes 78 Yes 78 159
2 6 3 3 9
0
0
6 11 1 0 35 8 8 0 35 4 4 0 35 1 1 35 40 75 Yes 63 Yes 63 135
2 7 1 2 2 7 7 2 2 4.5
1 7
0
140
7 92 9 0 13 7 7 0 13 6 6 0 13 5 5 13 20 33 No 0 - 0 0
6 2 9 9 6 6 3 3
5
0
7 77 7 0 7 7 7 0 7 6 6 0 7 5 5 7 23 30 No 0 - 0 0
6 7 0 0 3 3 6 6
6
0
7 26 2 0 40 2 2 0 40 1 1 0 40 1 1 40 46 86 No 0 - 0 0
7 1 6 2 2 8 8 4 4
3 1 1 1 1 1 1 1
0
7 10 1 0 15 0 0 0 15 0 0 0 15 0 0 15 32 47 Yes 47 Yes 47 129
7 0 2.5
9
0
7 71 7 0 61 1 1 0 61 0 0 0 61 0 0 61 66 127 Yes 127 Yes 127 304
8 1 0 0 8
2
0
8 12 1 0 11 1 1 0 11 9 9 0 11 8 8 11 14 25 No 0 - 0 0
7 1 2 1 1 9 9 8 8
2 1 0 0
0
9 54 5 0 10 4 4 0 10 3 3 0 10 2 2 10 19 29 Yes 5 No 35 700
1 4 4 4 4 4 4 4
0
0
3 29 2 0 6 2 2 0 6 2 2 0 6 2 2 6 13 19 No 0 - 0 0
2 0 9 8 8 7 7 7 7
5 0 4 4 8 8 2 2
0
3 29 2 0 9 2 2 0 10 2 2 0 9 2 2 9 19 28 No 0 - 0 0
3 4 9 8 8 7 7 6 6
5 4 5 5 5 5 6 6
0
3 11 1 0 11 1 1 0 23 8 8 0 11 7 7 11 17 28 No 0 - 0 0
7 9 1 0 0 5 5 4 4
0 9 8 8
0
6 16 1 0 19 1 1 0 19 1 1 0 19 1 1 19 32 51 No 0 - 0 0
1 3 6 4 4 2 2 0 0
0 3 4 4 5 5 6 6
0
141
6 13 1 0 15 1 1 0 15 1 1 0 15 9 9 15 34 49 No 0 - 0 0
1 5 3 2 2 0 0 0 0
1 5 0 0 5 5
0
7 10 1 0 5 1 1 0 4 9 9 0 4 9 9 4 12 16 No 0 - 0 0
6 8 0 0 0 9 9 5 5
2 8 3 3
0
7 20 2 0 5 1 1 0 4 1 1 0 4 1 1 4 13 17 No 0 - 0 0
6 0 0 9 9 9 9 8 8
3 0 5 5 1 1 7 7
0
7 16 1 0 14 1 1 0 14 1 1 0 14 1 1 14 23 37 No 0 - 0 0
6 8 6 5 5 4 4 2 2
4 8 4 4 0 0 6 6
0
7 60 6 0 29 3 3 0 14 1 1 0 14 3 3 14 23 37 Yes 34 Yes 34 102
7 0 1 1 7 7 0
1
0
7 18 1 0 14 1 1 0 14 1 1 0 14 1 1 14 21 35 No 0 - 0 0
7 5 8 7 7 5 5 4 4
2 5 1 1 7 7 3 3
0
7 23 2 0 39 1 1 0 39 1 1 0 39 1 1 39 65 104 No 0 - 0 0
7 8 3 9 9 6 6 2 2
4 8 9 9 0 0 1 1
0
7 53 5 0 77 0 0 0 77 0 0 0 77 0 0 89 84 173 Yes 173 Yes 173 588
7 3 2
7
0
7 57 5 0 7 5 5 0 7 4 4 0 7 3 3 7 15 22 No 0 - 0 0
8 7 0 0 3 3 6 6
4
0
7 16 1 0 9 1 1 0 9 1 1 0 9 1 1 10 17 27 No 0 - 0 0
8 0 6 5 5 4 4 3 3
5 0 1 1 2 2 3 3
0
7 19 1 0 26 0 0 0 24 0 0 0 24 0 0 24 39 63 Yes 63 Yes 63 233
8 9 1
6
0
142
7 44 4 0 27 1 1 0 13 4 4 0 13 0 0 26 21 47 Yes 47 Yes 47 178
8 4 7 7 6
7
0
7 90 9 0 22 6 6 0 9 5 5 0 9 5 5 9 24 33 No 0 - 0 0
9 0 8 8 9 9 0 0
1
0
7 14 1 0 0 1 1 0 0 1 1 0 0 1 1 0 25 25 No 0 - 0 0
9 6 4 4 4 4 4 4 4
6 6 6 6 6 6 6 6
0
7 15 1 0 30 1 1 0 30 9 9 0 30 6 6 30 80 110 Yes 44 Yes 44 134
9 6 5 2 2 6 6 6 6 2
8 6 6 6
0
8 40 4 0 39 1 1 0 25 0 0 0 25 0 0 25 33 58 Yes 58 Yes 58 255
0 0 2
1
0
1 84 8 0 9 7 7 0 9 6 6 0 9 5 5 9 14 23 No 0 - 0 0
4 4 5 5 6 6 7 7
6
0
1 11 1 0 18 9 9 0 19 7 7 0 18 5 5 18 22 40 No 0 - 0 0
5 2 1 4 4 5 5 7 7
6 2
0
1 40 4 0 10 3 3 0 10 2 2 0 10 1 1 10 27 37 Yes 27 No 48 100
7 0 0 0 0 0 0 0 8
2
0
6 10 1 0 14 9 9 0 14 7 7 0 14 6 6 14 27 41 No 0 - 0 0
1 4 0 0 0 6 6 2 2
3 4
0
7 50 5 0 6 4 4 0 6 3 3 0 6 3 3 6 15 21 No 0 - 0 0
6 0 4 4 8 8 2 2
8
0
7 7 7 0 37 0 0 0 37 0 0 0 37 0 0 37 48 85 Yes 85 Yes 85 204
7 0
6
0
143
7 69 6 0 29 4 4 0 29 1 1 0 29 0 0 29 39 68 Yes 68 Yes 68 163
8 9 0 0 1 1 2
0
0
8 95 9 0 6 8 8 0 6 8 8 0 6 7 7 6 14 20 No 0 - 0 0
7 5 9 9 3 3 7 7
3
0
9 78 7 0 1 7 7 0 1 7 7 0 1 7 7 1 12 13 No 0 - 0 0
1 8 7 7 6 6 5 5
3
0
9 11 1 0 5 1 1 0 5 1 1 0 5 9 9 5 17 22 No 0 - 0 0
1 1 1 0 0 0 0 6 6
7 1 6 6 1 1
0
1 59 5 0 32 2 2 0 19 8 8 0 19 0 0 19 29 48 Yes 48 Yes 48 100
8 9 7 7 8
6
0
3 47 4 0 54 0 0 0 42 0 0 0 41 0 0 41 55 96 Yes 96 Yes 96 201
4 7 6
0
0
3 90 9 0 27 6 6 0 14 4 4 0 14 3 3 14 24 38 Yes 3 No 48 100
5 0 3 3 9 9 5 5 8
0
0
5 66 6 0 15 5 5 0 1 5 5 0 1 4 4 1 10 11 No 0 - 0 0
5 6 1 1 0 0 9 9
7
0
7 87 8 0 28 5 5 0 15 4 4 0 15 2 2 15 41 56 Yes 27 No 35 840
6 7 9 9 4 4 9 9
1
0
7 84 8 0 25 5 5 0 12 4 4 0 12 3 3 12 28 40 Yes 5 No 24 576
8 4 9 9 7 7 5 5
1
0
7 78 7 0 43 3 3 0 30 5 5 0 30 0 0 30 36 66 Yes 66 Yes 66 158
6 8 5 5 4
9
0
144
8 10 1 0 17 8 8 0 4 8 8 0 17 6 6 4 12 16 No 0 - 0 0
5 1 0 4 4 0 0 3 3
2 1
0
8 72 7 0 22 5 5 0 10 4 4 0 10 3 3 10 22 32 Yes 2 No 24 576
7 2 0 0 0 0 0 0
4
0
9 68 6 0 18 5 5 0 5 4 4 0 5 4 4 5 15 20 No 0 - 0 0
1 8 0 0 5 5 0 0
4
0
9 80 8 0 25 5 5 0 12 4 4 0 12 3 3 12 23 35 Yes 4 No 48 115
1 0 5 5 3 3 1 1 2
8
0
2 17 1 0 7 1 1 0 8 1 1 0 7 1 1 7 14 21 No 0 - 0 0
7 7 7 7 7 6 6 5 5
5 7 0 0 2 2 5 5
0
2 11 1 0 13 9 9 0 13 8 8 0 13 7 7 13 19 32 No 0 - 0 0
8 1 1 8 8 5 5 2 2
0 1
0
2 45 4 0 3 4 4 0 3 3 3 0 3 3 3 3 30 33 No 0 - 0 0
7 5 2 2 9 9 6 6
6
0
7 14 1 0 25 1 1 0 25 9 9 0 25 7 7 25 26 51 No 0 - 0 0
9 6 4 2 2 6 6 1 1
0 6 1 1
0
5 73 7 0 3 7 7 0 3 6 6 0 3 6 6 3 14 17 No 0 - 0 0
5 3 0 0 7 7 4 4
0
0
2 31 3 0 4 2 2 0 4 2 2 0 4 1 1 4 17 21 Yes 2 No 10 50
5 1 7 7 3 3 9 9
6
0
8 58 5 0 0 5 5 0 0 5 5 0 0 5 5 0 6 6 No 0 - 0 0
7 8 8 8 8 8 8 8
5
0
145
5 85 8 0 9 7 7 0 9 6 6 0 9 5 5 9 17 26 No 0 - 0 0
0 5 6 6 7 7 8 8
0
0
5 77 7 0 1 7 7 0 1 7 7 0 1 7 7 1 8 9 No 0 - 0 0
2 7 6 6 5 5 4 4
0
0
5 87 8 0 23 6 6 0 23 4 4 0 23 1 1 23 33 56 Yes 38 No 48 108
7 7 4 4 1 1 8 8 0
0
0
5 10 1 0 16 8 8 0 16 7 7 0 16 5 5 16 24 40 No 0 - 0 0
9 2 0 6 6 0 0 4 4
0 2
0
6 13 1 0 14 1 1 0 14 1 1 0 14 8 8 14 29 43 No 0 - 0 0
2 0 3 1 1 0 0 8 8
4 0 6 6 2 2
0
2 17 1 0 12 1 1 0 12 1 1 0 12 1 1 12 20 32 No 0 - 0 0
3 1 7 5 5 4 4 3 3
2 1 9 9 7 7 5 5
0
2 95 9 0 1 9 9 0 1 9 9 0 1 9 9 1 8 9 No 0 - 0 0
3 5 4 4 3 3 2 2
3
0
5 93 9 0 5 8 8 0 5 8 8 0 5 7 7 5 12 17 No 0 - 0 0
5 3 8 8 3 3 8 8
6
0
7 91 9 0 1 9 9 0 1 8 8 0 1 8 8 1 11 12 No 0 - 0 0
8 1 0 0 9 9 8 8
8
0
5 93 9 0 6 8 8 0 6 8 8 0 6 7 7 6 16 22 No 0 - 0 0
8 3 7 7 1 1 5 5
0
0
3 13 1 0 16 1 1 0 16 1 1 0 16 8 8 16 22 38 No 0 - 0 0
6 4 3 1 1 0 0 6 6
0 4 8 8 2 2
0
146
3 81 8 0 10 7 7 0 10 6 6 0 10 5 5 10 15 25 No 0 - 0 0
1 1 1 1 1 1 1 1
0
0
9 50 5 0 0 5 5 0 0 5 5 0 0 5 5 0 5 5 No 0 - 0 0
2 0 0 0 0 0 0 0
0
7
5
9 12 1 0 1 1 1 0 1 1 1 0 1 9 9 1 7 8 No 0 - 0 0
2 2 1 1 0 0
0
7
6
9 15 1 0 0 1 1 0 0 1 1 0 0 1 1 0 4 4 No 0 - 0 0
2 5 5 5 5 5 5 5
0
6
2
9 20 2 0 0 2 2 0 0 2 2 0 0 2 2 0 7 7 No 0 - 0 0
0 0 0 0 0 0 0 0
5
3
0
9 40 4 0 0 4 4 0 0 4 4 0 0 4 4 0 6 6 No 0 - 0 0
9 0 0 0 0 0 0 0
4
5
Total 535
Order 45.
Value 5
147
Appendix X – Test Stock Purchasing Model 3
M Month X+1 Month X+2 Month X+3 Month
o X+4
nt
h
X
J Feb-17 Mar-17 Apr-17 May-17
a
n-
1
7
S E B Inco Fore E B Inco Fore E B Inco Fore E B Fore Sa Minimu Nee Ide M Provisi Provi NA Prof R
K n e ming cast n e ming cast n e ming cast n e cast fet m d to al ee onal siona Q its a
U d g Purc ed d g Purc ed d g Purc ed d g ed y Number Purc Qu t Purcha l to Fro n
In In hase Dem In In hase Dem In In hase Dem In In Dem St of Units has ant M se Order Me m ki
v v s and v v s and v v s and v v and oc Needed e? ity O Quantit Value et NA n
k Q? y FD Q g
1 3 3 0 4 3 3 0 4 2 2 0 4 2 2 4 14 18 No 0 - 0 0 0 0 -
0 5 5 1 1 7 7 3 3
0
0
1 3 3 0 3 3 3 0 3 2 2 0 3 2 2 3 12 15 No 0 - 0 0 0 0 -
0 3 3 0 0 7 7 4 4
0
1
1 5 5 0 5 5 5 0 5 4 4 0 5 4 4 5 12 17 No 0 - 0 0 0 0 -
0 7 7 2 2 7 7 2 2
5
0
1 5 5 0 5 5 5 0 5 4 4 0 5 4 4 5 16 21 No 0 - 0 0 0 0 -
0 5 5 0 0 5 5 0 0
5
1
1 5 5 0 5 4 4 0 5 4 4 0 5 3 3 5 13 18 No 0 - 0 0 0 0 -
1 2 2 7 7 2 2 7 7
0
0
1 1 1 0 9 1 1 0 9 1 1 0 9 1 1 9 15 24 No 0 - 0 0 0 0 -
1 6 6 5 5 5 5 4 4
0 8 8 9 9 0 0 1 1
1
148
1 1 1 0 25 8 8 0 27 5 5 0 25 3 3 25 32 57 Yes 23 No 36 612 0 0 2
1 1 1 6 6 9 9 4 4 1
5 1 1
0
1 1 1 0 18 1 1 0 19 1 1 0 18 9 9 18 28 46 No 0 - 0 0 0 0 -
1 5 5 3 3 1 1 9 9
5 4 4 6 6 7 7
1
6 1 1 0 60 4 4 0 60 0 0 0 60 0 0 60 63 123 Yes 12 Ye 123 1660. 60 810 1
0 0 0 9 9 3 s 5 0
0 9 9
0
7 1 1 0 21 8 8 0 21 6 6 0 21 4 4 21 24 45 Yes 5 No 48 864 0 0 2
6 0 0 2 2 1 1 0 0 1
0 3 3
0
7 5 5 0 36 1 1 0 36 0 0 0 36 0 0 36 51 87 Yes 87 Ye 87 1566 36 648 1
8 3 3 7 7 s 5
3
0
8 7 7 0 5 6 6 0 5 6 6 0 18 4 4 5 17 22 No 0 - 0 0 0 0 -
5 3 3 8 8 3 3 5 5
0
0
8 9 9 0 12 8 8 0 12 7 7 0 12 6 6 12 22 34 No 0 - 0 0 0 0 -
7 7 7 5 5 3 3 1 1
0
0
8 9 9 0 3 9 9 0 3 9 9 0 3 8 8 3 15 18 No 0 - 0 0 0 0 -
7 7 7 4 4 1 1 8 8
1
0
9 9 9 0 4 9 9 0 4 8 8 0 4 8 8 4 12 16 No 0 - 0 0 0 0 -
1 5 5 1 1 7 7 3 3
1
0
9 6 6 0 4 6 6 0 4 6 6 0 4 5 5 4 15 19 No 0 - 0 0 0 0 -
1 8 8 4 4 0 0 6 6
5
0
1 1 1 0 13 1 1 0 13 9 9 0 13 8 8 13 22 35 No 0 - 0 0 0 0 -
2 2 2 1 1 8 8 5 5
5 4 4 1 1
0
149
1 1 1 0 53 7 7 0 67 6 6 0 53 0 0 53 51 104 Yes 10 Ye 104 1768 53 901 6
3 2 2 3 3 4 s
5 6 6
0
7 1 1 0 21 1 1 0 21 1 1 0 21 1 1 21 29 50 No 0 - 0 0 0 0 -
6 9 9 7 7 4 4 2 2
7 1 1 0 0 9 9 8 8
0
7 1 1 0 45 1 1 0 45 9 9 0 45 4 4 45 48 93 Yes 48 Ye 48 912 0 0 2
7 8 8 3 3 0 0 5 5 s 1
8 0 0 5 5
0
8 1 1 0 4 1 1 0 4 1 1 0 17 1 1 4 12 16 No 0 - 0 0 0 0 -
5 2 2 2 2 1 1 0 0
1 6 6 2 2 8 8 1 1
0
9 6 6 0 1 6 6 0 1 6 6 0 1 6 6 1 7 8 No 0 - 0 0 0 0 -
1 6 6 5 5 4 4 3 3
2
0
9 9 9 0 5 9 9 0 5 8 8 0 5 8 8 5 15 20 No 0 - 0 0 0 0 -
1 5 5 0 0 5 5 0 0
6
0
1 1 1 0 24 1 1 0 24 1 1 0 24 1 1 24 22 46 No 0 - 0 0 0 0 -
9 8 8 5 5 3 3 1 1
0 2 2 8 8 4 4 0 0
0
2 1 1 0 145 1 1 0 159 0 0 0 145 0 0 159 16 325 Yes 32 Ye 325 6987. 159 341 1
0 6 6 8 8 6 5 s 5 8.5
1 3 3
0
2 9 9 0 37 5 5 0 37 1 1 0 37 0 0 37 42 79 Yes 79 Ye 79 1698. 37 795 1
0 0 0 3 3 6 6 s 5 .5 1
4
0
2 9 9 0 16 8 8 0 16 6 6 0 16 4 4 16 30 46 No 0 - 0 0 0 0 -
0 6 6 0 0 4 4 8 8
5
0
6 4 4 0 33 1 1 0 33 0 0 0 33 0 0 33 45 78 Yes 78 Ye 78 1599 33 676 1
2 6 6 3 3 s .5 4
0
0
150
6 1 1 0 35 8 8 0 35 4 4 0 35 1 1 35 40 75 Yes 63 Ye 63 1354. 23 494 1
2 1 1 2 2 7 7 2 2 s 5 .5 6
1 7 7
0
7 9 9 0 13 7 7 0 13 6 6 0 13 5 5 13 20 33 No 0 - 0 0 0 0 -
6 2 2 9 9 6 6 3 3
5
0
7 7 7 0 7 7 7 0 7 6 6 0 7 5 5 7 23 30 No 0 - 0 0 0 0 -
6 7 7 0 0 3 3 6 6
6
0
7 2 2 0 40 2 2 0 40 1 1 0 40 1 1 40 46 86 No 0 - 0 0 0 0 -
7 6 6 2 2 8 8 4 4
3 1 1 1 1 1 1 1 1
0
7 1 1 0 15 0 0 0 15 0 0 0 15 0 0 15 32 47 Yes 47 Ye 47 1292. 15 412 1
7 0 0 s 5 .5 7
9
0
7 7 7 0 61 1 1 0 61 0 0 0 61 0 0 61 66 127 Yes 12 Ye 127 3048 61 146 3
8 1 1 0 0 7 s 4
2
0
8 1 1 0 11 1 1 0 11 9 9 0 11 8 8 11 14 25 No 0 - 0 0 0 0 -
7 2 2 1 1 9 9 8 8
2 1 1 0 0
0
9 5 5 0 10 4 4 0 10 3 3 0 10 2 2 10 19 29 Yes 5 No 35 700 0 0 2
1 4 4 4 4 4 4 4 4 1
0
0
3 2 2 0 6 2 2 0 6 2 2 0 6 2 2 6 13 19 No 0 - 0 0 0 0 -
2 9 9 8 8 7 7 7 7
5 0 0 4 4 8 8 2 2
0
3 2 2 0 9 2 2 0 10 2 2 0 9 2 2 9 19 28 No 0 - 0 0 0 0 -
3 9 9 8 8 7 7 6 6
5 4 4 5 5 5 5 6 6
0
3 1 1 0 11 1 1 0 23 8 8 0 11 7 7 11 17 28 No 0 - 0 0 0 0 -
7 1 1 0 0 5 5 4 4
0 9 9 8 8
0
151
6 1 1 0 19 1 1 0 19 1 1 0 19 1 1 19 32 51 No 0 - 0 0 0 0 -
1 6 6 4 4 2 2 0 0
0 3 3 4 4 5 5 6 6
0
6 1 1 0 15 1 1 0 15 1 1 0 15 9 9 15 34 49 No 0 - 0 0 0 0 -
1 3 3 2 2 0 0 0 0
1 5 5 0 0 5 5
0
7 1 1 0 5 1 1 0 4 9 9 0 4 9 9 4 12 16 No 0 - 0 0 0 0 -
6 0 0 0 0 9 9 5 5
2 8 8 3 3
0
7 2 2 0 5 1 1 0 4 1 1 0 4 1 1 4 13 17 No 0 - 0 0 0 0 -
6 0 0 9 9 9 9 8 8
3 0 0 5 5 1 1 7 7
0
7 1 1 0 14 1 1 0 14 1 1 0 14 1 1 14 23 37 No 0 - 0 0 0 0 -
6 6 6 5 5 4 4 2 2
4 8 8 4 4 0 0 6 6
0
7 6 6 0 29 3 3 0 14 1 1 0 14 3 3 14 23 37 Yes 34 Ye 34 1020 11 330 1
7 0 0 1 1 7 7 s 9
1
0
7 1 1 0 14 1 1 0 14 1 1 0 14 1 1 14 21 35 No 0 - 0 0 0 0 -
7 8 8 7 7 5 5 4 4
2 5 5 1 1 7 7 3 3
0
7 2 2 0 39 1 1 0 39 1 1 0 39 1 1 39 65 104 No 0 - 0 0 0 0 -
7 3 3 9 9 6 6 2 2
4 8 8 9 9 0 0 1 1
0
7 5 5 0 77 0 0 0 77 0 0 0 77 0 0 89 84 173 Yes 17 Ye 173 5882 89 302 2
7 3 3 3 s 6
7
0
7 5 5 0 7 5 5 0 7 4 4 0 7 3 3 7 15 22 No 0 - 0 0 0 0 -
8 7 7 0 0 3 3 6 6
4
0
7 1 1 0 9 1 1 0 9 1 1 0 9 1 1 10 17 27 No 0 - 0 0 0 0 -
8 6 6 5 5 4 4 3 3
5 0 0 1 1 2 2 3 3
0
152
7 1 1 0 26 0 0 0 24 0 0 0 24 0 0 24 39 63 Yes 63 Ye 63 2331 24 888 7
8 9 9 s
6
0
7 4 4 0 27 1 1 0 13 4 4 0 13 0 0 26 21 47 Yes 47 Ye 47 1786 26 988 5
8 4 4 7 7 s
7
0
7 9 9 0 22 6 6 0 9 5 5 0 9 5 5 9 24 33 No 0 - 0 0 0 0 -
9 0 0 8 8 9 9 0 0
1
0
7 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 25 25 No 0 - 0 0 0 0 -
9 4 4 4 4 4 4 4 4
6 6 6 6 6 6 6 6 6
0
7 1 1 0 30 1 1 0 30 9 9 0 30 6 6 30 80 110 Yes 44 Ye 44 1342 0 0 2
9 5 5 2 2 6 6 6 6 s 1
8 6 6 6 6
0
8 4 4 0 39 1 1 0 25 0 0 0 25 0 0 25 33 58 Yes 58 Ye 58 2552 25 110 4
0 0 0 s 0
1
0
1 8 8 0 9 7 7 0 9 6 6 0 9 5 5 9 14 23 No 0 - 0 0 0 0 -
4 4 4 5 5 6 6 7 7
6
0
1 1 1 0 18 9 9 0 19 7 7 0 18 5 5 18 22 40 No 0 - 0 0 0 0 -
5 1 1 4 4 5 5 7 7
6 2 2
0
1 4 4 0 10 3 3 0 10 2 2 0 10 1 1 10 27 37 Yes 27 No 48 1008 0 0 2
7 0 0 0 0 0 0 0 0 1
2
0
6 1 1 0 14 9 9 0 14 7 7 0 14 6 6 14 27 41 No 0 - 0 0 0 0 -
1 0 0 0 0 6 6 2 2
3 4 4
0
7 5 5 0 6 4 4 0 6 3 3 0 6 3 3 6 15 21 No 0 - 0 0 0 0 -
6 0 0 4 4 8 8 2 2
8
0
153
7 7 7 0 37 0 0 0 37 0 0 0 37 0 0 37 48 85 Yes 85 Ye 85 2040 37 888 8
7 s
6
0
7 6 6 0 29 4 4 0 29 1 1 0 29 0 0 29 39 68 Yes 68 Ye 68 1632 29 696 1
8 9 9 0 0 1 1 s 3
0
0
8 9 9 0 6 8 8 0 6 8 8 0 6 7 7 6 14 20 No 0 - 0 0 0 0 -
7 5 5 9 9 3 3 7 7
3
0
9 7 7 0 1 7 7 0 1 7 7 0 1 7 7 1 12 13 No 0 - 0 0 0 0 -
1 8 8 7 7 6 6 5 5
3
0
9 1 1 0 5 1 1 0 5 1 1 0 5 9 9 5 17 22 No 0 - 0 0 0 0 -
1 1 1 0 0 0 0 6 6
7 1 1 6 6 1 1
0
1 5 5 0 32 2 2 0 19 8 8 0 19 0 0 19 29 48 Yes 48 Ye 48 1008 19 399 1
8 9 9 7 7 s 8
6
0
3 4 4 0 54 0 0 0 42 0 0 0 41 0 0 41 55 96 Yes 96 Ye 96 2016 41 861 9
4 7 7 s
0
0
3 9 9 0 27 6 6 0 14 4 4 0 14 3 3 14 24 38 Yes 3 No 48 1008 0 0 2
5 0 0 3 3 9 9 5 5 1
0
0
5 6 6 0 15 5 5 0 1 5 5 0 1 4 4 1 10 11 No 0 - 0 0 0 0 -
5 6 6 1 1 0 0 9 9
7
0
7 8 8 0 28 5 5 0 15 4 4 0 15 2 2 15 41 56 Yes 27 No 35 840 0 0 2
6 7 7 9 9 4 4 9 9 1
1
0
7 8 8 0 25 5 5 0 12 4 4 0 12 3 3 12 28 40 Yes 5 No 24 576 0 0 2
8 4 4 9 9 7 7 5 5 1
1
0
154
7 7 7 0 43 3 3 0 30 5 5 0 30 0 0 30 36 66 Yes 66 Ye 66 1584 30 720 1
6 8 8 5 5 s 2
9
0
8 1 1 0 17 8 8 0 4 8 8 0 17 6 6 4 12 16 No 0 - 0 0 0 0 -
5 0 0 4 4 0 0 3 3
2 1 1
0
8 7 7 0 22 5 5 0 10 4 4 0 10 3 3 10 22 32 Yes 2 No 24 576 0 0 2
7 2 2 0 0 0 0 0 0 1
4
0
9 6 6 0 18 5 5 0 5 4 4 0 5 4 4 5 15 20 No 0 - 0 0 0 0 -
1 8 8 0 0 5 5 0 0
4
0
9 8 8 0 25 5 5 0 12 4 4 0 12 3 3 12 23 35 Yes 4 No 48 1152 0 0 2
1 0 0 5 5 3 3 1 1 1
8
0
2 1 1 0 7 1 1 0 8 1 1 0 7 1 1 7 14 21 No 0 - 0 0 0 0 -
7 7 7 7 7 6 6 5 5
5 7 7 0 0 2 2 5 5
0
2 1 1 0 13 9 9 0 13 8 8 0 13 7 7 13 19 32 No 0 - 0 0 0 0 -
8 1 1 8 8 5 5 2 2
0 1 1
0
2 4 4 0 3 4 4 0 3 3 3 0 3 3 3 3 30 33 No 0 - 0 0 0 0 -
7 5 5 2 2 9 9 6 6
6
0
7 1 1 0 25 1 1 0 25 9 9 0 25 7 7 25 26 51 No 0 - 0 0 0 0 -
9 4 4 2 2 6 6 1 1
0 6 6 1 1
0
5 7 7 0 3 7 7 0 3 6 6 0 3 6 6 3 14 17 No 0 - 0 0 0 0 -
5 3 3 0 0 7 7 4 4
0
0
2 3 3 0 4 2 2 0 4 2 2 0 4 1 1 4 17 21 Yes 2 No 10 50 0 0 2
5 1 1 7 7 3 3 9 9 1
6
0
155
8 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 6 6 No 0 - 0 0 0 0 -
7 8 8 8 8 8 8 8 8
5
0
5 8 8 0 9 7 7 0 9 6 6 0 9 5 5 9 17 26 No 0 - 0 0 0 0 -
0 5 5 6 6 7 7 8 8
0
0
5 7 7 0 1 7 7 0 1 7 7 0 1 7 7 1 8 9 No 0 - 0 0 0 0 -
2 7 7 6 6 5 5 4 4
0
0
5 8 8 0 23 6 6 0 23 4 4 0 23 1 1 23 33 56 Yes 38 No 48 1080 5 112 2
7 7 7 4 4 1 1 8 8 .5 0
0
0
5 1 1 0 16 8 8 0 16 7 7 0 16 5 5 16 24 40 No 0 - 0 0 0 0 -
9 0 0 6 6 0 0 4 4
0 2 2
0
6 1 1 0 14 1 1 0 14 1 1 0 14 8 8 14 29 43 No 0 - 0 0 0 0 -
2 3 3 1 1 0 0 8 8
4 0 0 6 6 2 2
0
2 1 1 0 12 1 1 0 12 1 1 0 12 1 1 12 20 32 No 0 - 0 0 0 0 -
3 7 7 5 5 4 4 3 3
2 1 1 9 9 7 7 5 5
0
2 9 9 0 1 9 9 0 1 9 9 0 1 9 9 1 8 9 No 0 - 0 0 0 0 -
3 5 5 4 4 3 3 2 2
3
0
5 9 9 0 5 8 8 0 5 8 8 0 5 7 7 5 12 17 No 0 - 0 0 0 0 -
5 3 3 8 8 3 3 8 8
6
0
7 9 9 0 1 9 9 0 1 8 8 0 1 8 8 1 11 12 No 0 - 0 0 0 0 -
8 1 1 0 0 9 9 8 8
8
0
5 9 9 0 6 8 8 0 6 8 8 0 6 7 7 6 16 22 No 0 - 0 0 0 0 -
8 3 3 7 7 1 1 5 5
0
0
156
3 1 1 0 16 1 1 0 16 1 1 0 16 8 8 16 22 38 No 0 - 0 0 0 0 -
6 3 3 1 1 0 0 6 6
0 4 4 8 8 2 2
0
3 8 8 0 10 7 7 0 10 6 6 0 10 5 5 10 15 25 No 0 - 0 0 0 0 -
1 1 1 1 1 1 1 1 1
0
0
9 5 5 0 0 5 5 0 0 5 5 0 0 5 5 0 5 5 No 0 - 0 0 0 0 -
2 0 0 0 0 0 0 0 0
0
7
5
9 1 1 0 1 1 1 0 1 1 1 0 1 9 9 1 7 8 No 0 - 0 0 0 0 -
2 2 2 1 1 0 0
0
7
6
9 1 1 0 0 1 1 0 0 1 1 0 0 1 1 0 4 4 No 0 - 0 0 0 0 -
2 5 5 5 5 5 5 5 5
0
6
2
9 2 2 0 0 2 2 0 0 2 2 0 0 2 2 0 7 7 No 0 - 0 0 0 0 -
0 0 0 0 0 0 0 0 0
5
3
0
9 4 4 0 0 4 4 0 0 4 4 0 0 4 4 0 6 6 No 0 - 0 0 0 0 -
9 0 0 0 0 0 0 0 0
4
5
Total Pending Order Value 53545.50
3SMA for Month X 36656.33

Exceed 50% of 3SMA? Yes
Can Purchase Using Model 2? No
=> Proceed to Use Model 3
157
Rank SKU Updated Cost Order Cumulative Exceed Remainder Can Purchase Final Cumulative
Quantity Value Order 50% of Buy At Quantity Order % of 3SMA
Value 3SMA? Least Value
MPQ?
1 2010 159 21.5 3418.5 3418.5 No 14909.67 - 159 3418.5 9%
2 7770 89 34 3026 6444.5 No 11883.67 - 89 3026 18%
3 7820 99 24 2376 8820.5 No 9507.667 - 99 2376 24%
4 8010 25 44 1100 9920.5 No 8407.667 - 25 1100 27%
5 7870 36 38 1368 11288.5 No 7039.667 - 36 1368 31%
6 1350 53 17 901 12189.5 No 6138.667 - 53 901 33%
7 7860 36 37 1332 13521.5 No 4806.667 - 36 1332 37%
8 7760 37 24 888 14409.5 No 3918.667 - 37 888 39%
9 3400 48 21 1008 15417.5 No 2910.667 - 48 1008 42%
10 6000 60 13.5 810 16227.5 No 2100.667 - 60 810 44%
11 2040 37 21.5 795.5 17023 No 1305.167 - 37 795.5 46%
12 7690 35 24 840 17863 No 465.1667 - 35 840 49%
13 7800 48 24 1152 19015 Yes 0 No 0 0 49%
14 6200 35 20.5 717.5 19732.5 Yes 0 No 0 0 49%
15 7830 48 18 864 20596.5 Yes 0 No 0 0 49%
16 6210 35 21.5 752.5 21349 Yes 0 No 0 0 49%
17 7790 24 27.5 660 22009 Yes 0 No 0 0 49%
18 1860 48 21 1008 23017 Yes 0 No 0 0 49%
19 7710 24 30 720 23737 Yes 0 No 0 0 49%
20 5700 48 22.5 1080 24817 Yes 0 No 0 0 49%
21 1150 36 17 612 25429 Yes 0 No 0 0 49%
158
Appendix Y – Stock Replenishment Model
S Purc AI AI AI S S S Mak Mak Make Ca FD FD FD F PQ PQ PQ Left E E E Fi Fi Fin
K hase Lx Lx Lx S S S eup eup up n Prop Prop Prop D BC (if FP (if Online ove Q Q Q na na al
U Quan +3 + +3 B F O Qua Qua Quan Me ortio ortio ortion T canno canno (if r B F O l l PQ
tity B 3 On C P nli ntity ntity tity - et n for n for for ot t meet t meet cannot Qu C P nli P P Onl
PQx C F lin n - BC - FP Onlin SS BC FP Onlin al SS) SS) meet anti n Q Q ine
P e e e ? e SS) ty e B FP
C
1 0 8 7 8 5 3 6 0 0 0 Ye 2 1 1 4 - - - 0 0 0 0 0 0 0
0 s
0
0
1 0 8 8 8 4 2 6 0 0 0 Ye 2 0 1 3 - - - 0 0 0 0 0 0 0
0 s
0
1
1 0 14 14 14 5 2 5 0 0 0 Ye 3 0 2 5 - - - 0 0 0 0 0 0 0
0 s
5
0
1 0 13 13 14 7 2 7 0 0 0 Ye 3 0 2 5 - - - 0 0 0 0 0 0 0
0 s
5
1
1 0 12 12 13 5 2 6 0 0 0 Ye 3 1 1 5 - - - 0 0 0 0 0 0 0
1 s
0
0
1 0 47 47 47 5 2 8 0 0 0 Ye 4 1 4 9 - - - 0 0 0 0 0 0 0
1 s
0
1
1 0 11 11 12 9 5 1 0 0 6 No 10 2 13 2 0 0 0 - - - - 0 0 0
1 8 5
5
0
1 0 33 33 33 8 4 1 0 0 0 Ye 7 1 10 1 - - - 0 0 0 0 0 0 0
1 6 s 8
5
1
6 60 0 0 0 1 8 4 13 8 42 No 19 5 36 6 19 5 36 - - - - 19 5 36
0 3 2 0
159
0
0
7 0 13 13 14 7 5 1 0 0 0 Ye 8 3 10 2 - - - 0 0 0 0 0 0 0
6 2 s 1
0
0
7 0 0 0 0 1 5 3 13 5 33 No 11 3 22 3 0 0 0 - - - - 0 0 0
8 3 3 6
3
0
8 0 15 15 15 5 4 8 0 0 0 Ye 2 1 2 5 - - - 0 0 0 0 0 0 0
5 s
0
0
8 0 20 20 21 5 3 1 0 0 0 Ye 4 1 7 1 - - - 0 0 0 0 0 0 0
7 4 s 2
0
0
8 0 29 29 30 6 2 7 0 0 0 Ye 2 0 1 3 - - - 0 0 0 0 0 0 0
7 s
1
0
9 0 28 27 28 4 3 5 0 0 0 Ye 3 1 0 4 - - - 0 0 0 0 0 0 0
1 s
1
0
9 0 19 18 19 4 2 9 0 0 0 Ye 1 1 2 4 - - - 0 0 0 0 0 0 0
1 s
5
0
1 0 28 28 29 7 3 1 0 0 0 Ye 6 1 6 1 - - - 0 0 0 0 0 0 0
2 2 s 3
5
0
1 53 0 0 0 1 6 3 12 6 33 Ye 20 4 29 5 - - - 2 1 0 1 13 6 34
3 2 3 s 3
5
0
7 0 43 42 43 6 5 1 0 0 0 Ye 8 2 11 2 - - - 0 0 0 0 0 0 0
6 8 s 1
7
0
7 0 15 15 15 1 4 2 0 0 14 No 16 3 26 4 0 0 0 - - - - 0 0 0
7 5 9 5
160
8
0
8 0 34 33 34 3 2 7 0 0 0 Ye 2 1 1 4 - - - 0 0 0 0 0 0 0
5 s
1
0
9 0 21 21 21 2 1 4 0 0 0 Ye 1 0 0 1 - - - 0 0 0 0 0 0 0
1 s
2
0
9 0 27 26 27 4 2 9 0 0 0 Ye 3 0 2 5 - - - 0 0 0 0 0 0 0
1 s
6
0
1 0 37 36 37 7 5 1 0 0 0 Ye 10 2 12 2 - - - 0 0 0 0 0 0 0
9 0 s 4
0
0
2 159 0 0 0 3 1 1 34 16 116 No 44 15 86 1 48 15 94 - - - - 48 15 94
0 4 6 1 4
1 6 5
0
2 37 0 0 0 1 7 2 11 7 24 No 15 4 18 3 15 4 18 - - - - 15 4 18
0 1 4 7
4
0
2 0 16 16 16 1 4 1 0 0 0 Ye 8 1 7 1 - - - 0 0 0 0 0 0 0
0 3 3 s 6
5
0
6 0 0 0 0 1 4 3 10 4 31 No 11 2 20 3 0 0 0 - - - - 0 0 0
2 0 1 3
0
0
6 0 4 4 4 1 3 2 13 0 16 No 13 2 20 3 0 0 0 - - - - 0 0 0
2 7 0 5
1
0
7 0 18 17 18 5 3 1 0 0 0 Ye 5 1 7 1 - - - 0 0 0 0 0 0 0
6 2 s 3
5
0
7 0 19 18 19 8 2 1 0 0 0 Ye 4 0 3 7 - - - 0 0 0 0 0 0 0
6 3 s
161
6
0
7 0 47 47 47 1 7 2 0 0 0 Ye 14 3 23 4 - - - 0 0 0 0 0 0 0
7 0 9 s 0
3
0
7 0 0 0 0 7 4 2 7 4 21 No 5 1 9 1 0 0 0 - - - - 0 0 0
7 1 5
9
0
7 99 0 0 0 1 6 4 14 6 46 Ye 21 4 36 6 - - - 33 1 2 2 25 8 66
8 4 6 s 1 1 0
2
0
8 0 29 29 30 5 2 7 0 0 0 Ye 5 1 5 1 - - - 0 0 0 0 0 0 0
7 s 1
2
0
9 0 8 8 8 6 4 9 0 0 1 No 4 1 5 1 0 0 0 - - - - 0 0 0
1 0
0
0
3 0 91 90 91 5 2 6 0 0 0 Ye 3 0 3 6 - - - 0 0 0 0 0 0 0
2 s
5
0
3 0 89 88 89 6 2 1 0 0 0 Ye 3 1 5 9 - - - 0 0 0 0 0 0 0
3 1 s
5
0
3 0 25 24 25 6 2 9 0 0 0 Ye 5 1 5 1 - - - 0 0 0 0 0 0 0
7 s 1
0
0
6 0 35 35 36 7 6 1 0 0 0 Ye 6 2 11 1 - - - 0 0 0 0 0 0 0
1 9 s 9
0
0
6 0 30 30 30 1 2 2 0 0 0 Ye 6 1 8 1 - - - 0 0 0 0 0 0 0
1 1 1 s 5
1
0
7 0 32 31 32 4 2 6 0 0 0 Ye 2 0 2 4 - - - 0 0 0 0 0 0 0
6 s
162
2
0
7 0 62 62 63 4 2 7 0 0 0 Ye 1 1 2 4 - - - 0 0 0 0 0 0 0
6 s
3
0
7 0 42 42 42 8 3 1 0 0 0 Ye 5 2 7 1 - - - 0 0 0 0 0 0 0
6 2 s 4
4
0
7 0 1 1 1 5 3 1 4 2 14 No 5 1 8 1 0 0 0 - - - - 0 0 0
7 5 4
1
0
7 0 48 47 48 6 3 1 0 0 0 Ye 5 1 8 1 - - - 0 0 0 0 0 0 0
7 2 s 4
2
0
7 0 40 40 41 1 6 4 0 0 4 No 12 3 24 3 0 0 0 - - - - 0 0 0
7 4 5 9
4
0
7 89 0 0 0 1 1 5 15 10 59 Ye 28 7 56 9 - - - 5 2 0 3 17 10 62
7 5 0 9 s 1
7
0
7 0 12 12 12 5 2 8 0 0 0 Ye 6 1 14 2 - - - 0 0 0 0 0 0 0
8 s 1
4
0
7 0 44 44 45 6 2 9 0 0 0 Ye 5 0 4 9 - - - 0 0 0 0 0 0 0
8 s
5
0
7 36 0 0 0 1 4 2 11 4 24 No 11 2 25 3 10 2 24 - - - - 10 2 24
8 1 4 8
6
0
7 36 0 0 0 5 2 1 5 2 14 Ye 8 1 18 2 - - - 15 4 1 1 9 3 24
8 4 s 7 0
7
0
7 0 17 16 17 9 4 1 0 0 0 Ye 4 1 4 9 - - - 0 0 0 0 0 0 0
9 1 s
163
1
0
7 0 49 48 49 5 2 1 0 0 0 Ye 0 0 0 0 - - - 0 0 0 0 0 0 0
9 8 s
6
0
7 0 22 22 22 2 6 5 0 0 30 No 12 2 31 4 0 0 0 - - - - 0 0 0
9 2 2 5
8
0
8 25 0 0 0 1 3 2 10 3 20 No 10 1 14 2 10 1 14 - - - - 10 1 14
0 0 0 5
1
0
1 0 19 19 19 4 3 7 0 0 0 Ye 4 1 4 9 - - - 0 0 0 0 0 0 0
4 s
6
0
1 0 19 19 19 5 3 1 0 0 0 Ye 6 2 10 1 - - - 0 0 0 0 0 0 0
5 4 s 8
6
0
1 0 3 3 4 1 3 1 8 0 9 No 5 1 4 1 0 0 0 - - - - 0 0 0
7 1 3 0
2
0
6 0 21 20 21 9 3 1 0 0 0 Ye 6 1 7 1 - - - 0 0 0 0 0 0 0
1 5 s 4
3
0
7 0 11 10 11 6 2 7 0 0 0 Ye 3 1 2 6 - - - 0 0 0 0 0 0 0
6 s
8
0
7 37 0 0 0 1 3 3 12 3 33 No 14 2 21 3 14 2 21 - - - - 14 2 21
7 2 3 7
6
0
7 0 0 0 0 1 4 2 11 4 24 No 11 2 16 2 0 0 0 - - - - 0 0 0
8 1 4 9
0
0
8 0 26 25 26 4 2 8 0 0 0 Ye 3 0 3 6 - - - 0 0 0 0 0 0 0
7 s
164
3
0
9 0 25 25 25 4 2 6 0 0 0 Ye 1 0 0 1 - - - 0 0 0 0 0 0 0
1 s
3
0
9 0 32 32 32 5 3 9 0 0 0 Ye 2 1 2 5 - - - 0 0 0 0 0 0 0
1 s
7
0
1 0 0 0 0 1 3 1 10 3 16 No 8 1 10 1 0 0 0 - - - - 0 0 0
8 0 6 9
6
0
3 48 0 0 0 1 5 3 14 5 36 No 13 4 24 4 15 5 28 - - - - 15 5 28
4 4 6 1
0
0
3 0 12 11 12 9 3 1 0 0 0 Ye 6 1 7 1 - - - 0 0 0 0 0 0 0
5 2 s 4
0
0
5 0 16 16 17 4 2 4 0 0 0 Ye 1 0 0 1 - - - 0 0 0 0 0 0 0
5 s
7
0
7 0 10 9 10 1 3 2 2 0 16 No 5 1 9 1 0 0 0 - - - - 0 0 0
6 2 6 5
1
0
7 0 12 11 12 1 3 1 0 0 3 No 5 1 6 1 0 0 0 - - - - 0 0 0
8 0 5 2
1
0
7 35 0 0 0 1 3 2 12 3 21 No 11 2 17 3 13 2 20 - - - - 13 2 20
6 2 1 0
9
0
8 0 21 21 21 5 2 5 0 0 0 Ye 3 0 1 4 - - - 0 0 0 0 0 0 0
5 s
2
0
8 0 10 10 10 6 3 1 0 0 3 No 4 1 5 1 0 0 0 - - - - 0 0 0
7 3 0
165
4
0
9 0 13 13 14 5 2 8 0 0 0 Ye 2 1 2 5 - - - 0 0 0 0 0 0 0
1 s
4
0
9 0 10 10 11 8 3 1 0 0 1 No 5 1 6 1 0 0 0 - - - - 0 0 0
1 2 2
8
0
2 0 52 51 52 4 2 8 0 0 0 Ye 3 0 4 7 - - - 0 0 0 0 0 0 0
7 s
5
0
2 0 24 24 24 7 3 9 0 0 0 Ye 5 1 7 1 - - - 0 0 0 0 0 0 0
8 s 3
0
0
2 0 12 12 12 9 2 1 0 0 7 No 1 0 2 3 0 0 0 - - - - 0 0 0
7 9
6
0
7 0 24 23 24 6 4 1 0 0 0 Ye 9 2 14 2 - - - 0 0 0 0 0 0 0
9 6 s 5
0
0
5 0 21 21 22 4 1 9 0 0 0 Ye 2 0 1 3 - - - 0 0 0 0 0 0 0
5 s
0
0
2 0 6 6 7 4 3 1 0 0 3 No 2 0 2 4 0 0 0 - - - - 0 0 0
5 0
6
0
8 0 19 19 20 2 0 4 0 0 0 Ye 0 0 0 0 - - - 0 0 0 0 0 0 0
7 s
5
0
5 0 19 19 20 6 3 8 0 0 0 Ye 4 1 4 9 - - - 0 0 0 0 0 0 0
0 s
0
0
5 0 25 24 25 2 2 4 0 0 0 Ye 1 0 0 1 - - - 0 0 0 0 0 0 0
2 s
166
0
0
5 0 6 6 6 6 6 2 0 0 15 No 7 3 13 2 0 0 0 - - - - 0 0 0
7 1 3
0
0
5 0 18 18 18 7 4 1 0 0 0 Ye 6 2 8 1 - - - 0 0 0 0 0 0 0
9 3 s 6
0
0
6 0 29 29 30 6 4 1 0 0 0 Ye 5 1 8 1 - - - 0 0 0 0 0 0 0
2 9 s 4
4
0
2 0 45 45 45 8 2 1 0 0 0 Ye 6 1 5 1 - - - 0 0 0 0 0 0 0
3 0 s 2
2
0
2 0 31 30 31 2 2 4 0 0 0 Ye 1 0 0 1 - - - 0 0 0 0 0 0 0
3 s
3
0
5 0 26 26 26 3 2 7 0 0 0 Ye 2 1 2 5 - - - 0 0 0 0 0 0 0
5 s
6
0
7 0 29 29 30 4 1 6 0 0 0 Ye 1 0 0 1 - - - 0 0 0 0 0 0 0
8 s
8
0
5 0 25 25 25 5 2 9 0 0 0 Ye 3 1 2 6 - - - 0 0 0 0 0 0 0
8 s
0
0
3 0 29 28 29 7 2 1 0 0 0 Ye 6 1 9 1 - - - 0 0 0 0 0 0 0
6 3 s 6
0
0
3 0 17 17 17 6 2 7 0 0 0 Ye 5 1 4 1 - - - 0 0 0 0 0 0 0
1 s 0
0
0
9 0 17 16 17 2 1 2 0 0 0 Ye 0 0 0 0 - - - 0 0 0 0 0 0 0
2 s
167
0
7
5
9 0 3 3 3 3 0 4 0 0 1 No 1 0 0 1 0 0 0 - - - - 0 0 0
2
0
7
6
9 0 5 5 5 1 1 2 0 0 0 Ye 0 0 0 0 - - - 0 0 0 0 0 0 0
2 s
0
6
2
9 0 7 6 7 2 2 3 0 0 0 Ye 0 0 0 0 - - - 0 0 0 0 0 0 0
0 s
5
3
0
9 0 13 13 14 1 2 3 0 0 0 Ye 0 0 0 0 - - - 0 0 0 0 0 0 0
9 s
4
5
168
Appendix Z – References
Guzman, D. (2016, February 19). Too many malls in Singapore? Retrieved March 1, 2017,
from http://www.propertyguru.com.sg/property-management-news/2016/2/117722/too-many-
malls-in-singapore
Ying, W. S. (2016, May 12). Bringing back Orchard Road buzz. Retrieved March 1, 2017,
from http://www.straitstimes.com/singapore/bringing-back-orchard-road-buzz
Seah, L., Singh, B., Heng, M., & Woo, A. (2016, April 27). Cautious consumers, falling retail
sales, high cost and strong dollar leading to empty malls. Retrieved March 1, 2017, from
http://www.straitstimes.com/lifestyle/fashion/cautious-consumers-falling-retail-sales-high-
cost-and-strong-dollar-leading-to
Lim, J. (2013, January 27). Rents soar for basement shops in Orchard Road. Retrieved March
1, 2017, from http://news.asiaone.com/News/AsiaOne
News/Business/Story/A1Story20130125-397869.html
JCDecaux Singapore Mallscape [PDF]. (n.d.).

http://www.jcdecaux.com.sg/wp-content/uploads/2014/10/Showcase-Mallscape-Media-Kit-
2014-19.05.14_pdf.pdf
Orchard Road has highest foot traffic during Great Singapore Sale: Study. (2015, July 20).
Retrieved March 1, 2017, from http://www.channelnewsasia.com/news/singapore/orchard-
road-has-highest/1995332.html
How To Put Together a Skincare Routine | Paula's Choice. (n.d.). Retrieved March 1, 2017,
from http://www.paulaschoice.com/expert-advice/skin-care-basics/_/how-to-put-together-a-
skin-care-routine#essential
What is Acne? Fast Facts: An Easy-to-Read Series of Publications for the Public. (2014,
November). Retrieved March 1, 2017, from
https://www.niams.nih.gov/health_info/acne/acne_ff.asp
169
THANK YOU
WE HOPE THAT OUR INSIGHTS WILL HELP PAULA’S CHOICE
PREPARED BY
LIM HUI JUN (U1410535K)

PHANG YU KEI (U1410954F)
TANG MIAO YI VALERIE (U1410625C)
Product Discontinuation and New Store Location
Product discontinuation New Store Location

- Decided based on profitability analysis - Determined based on the rent,
- Discontinued if there is zero or demographics, foot traffic, competition and
negative profits image of site
- E.g. RESIST Anti-Aging Serum - Ensure that the variables meet PC’s
Foundation requirements
- Raffles City met all requirements
Summary of Outcomes
Products with zero or negative profits will be
discontinued
Travel Size
Discontinued because sample size is a good
substitute
Sample Size
- Not discontinued
- Helps in marketing and branding strategy
Promotion Bundles
Bundles are created based on market basket analysis and ingredients analysis.
Beat the Grease – Basic Starter’s Kit

- Oily and sensitive skin types
- Skin-balancing Pore-reducing Toner, Skin
Mothers’ Day – Dark Spot Treatment
Perfecting 2% BHA Liquid, Calm Sensitive
Package
Serum
- Dark and uneven skin tones
Summer Acne Battle – Acne Battle - Resist C15 Super Booster, Skin Perfecting
Package 2% BHA Liquid, Resist 1% Retinol Booster
- Acne-prone skin types
- Clear Acne Pore Normalizing Cleanser, Clear
Regular Strength Acne Exfoliating Treatment 2%
BHA (Salicylic Acid), Skin Balancing Super
Replenish! – Dewy Skin Package
Antioxidant Mattifying Concentrate Serum - Oily/Combination Skin Types
- Skin Balancing Invisible Finish Moisture
Care For Aging Skin – Aging Battle
Gel, Resist Ultra-Light Super Antioxidant
Package
Concentrate Serum, Calm Sensitive Toner
- Aging Skin Type
- Resist Perfectly Balanced Foaming Cleanser,
Resist Weightless Advanced Repairing Toner,
Resist Skin Firming Line Minimizer
Forecast Models
Forecast models were built based on various variables to predict the sales in the next 18 months.
Forecasted Sales of Skin Perfecting 2% BHA (Salicylic

Explanation Acid) Liquid
The forecast model is built to predict the sales 18 47.5
47
months ahead of the current month. 46.5
- Built according to the specific channels (BC, FP and 46

45.5
Online) 45
44.5
- Average sales of each product per month is the 44
baeline of our analysis 43.5
43
- Other variables such as features and promotions 42.5
are included to account for the effects of them on
the sales performance
Variables Results
Average Sales by channel, Promotion by channel, Forecasted sales for Skin Perfecting 2% BHA (Salicylic Acid)
Promotion by product, features, launches and Liquid in the BC channel peaked in Nov and Dec 2017 which
relaunches as well as peak season sales period could be justified by the year-end sales season, Black Friday and
Christmas offers.
Stock Purchasing Model
Stock purchasing models was built based on the MPQ and 3SMA constraints
Lead Time
Determine the need for purchase

Month X Month X+1 Month X+2 Month X+3 Month X+4
Find the Ideal Quantity to

Beg AILX-1 AILX EILX+1 EILX+2 EILX+3
Purchase, IQx
Inventory
Units + PQ X-4 + PQ X-3 + PQ X-2 + PQ X-1 + PQ X

Subject to MPQ Constraints
Received Find Adjusted Quantity, AQx
Units Sold - AS X+4 - FD X+1 - FD X+2 - FD X+3 - FD X+4

Subject to 3SMA Constraints
End AILX EILX+1 EILX+2 EILX+3 EILX+4 Find Required Quantity, RQx
Inventory
Order PQX Order PQX+1 Order PQX+2 Order PQX+3 Order PQX+4
Determine Purchase Quantity, PQx
Stock Replenishment Model will help to determine the required quantity for a product in each channel
Goods Arrived
Determine Makeup Quantity needed in

each channel to meet SS Level, MQx
BC FP Online
AILX+3 BC AILX+3 FP AILX+3 Online Find the Leftover Quantity, LQx

Current Inventory
Level Determine the Extra Quantity, EQx to
distribute to each channel based on demand
Units Received + PQX BC + PQX FP + PQX Online
New Inventory Level NILX+3 BC NILX+3 FP NILX+3 Online

Determine the PQx to distribute to each
channel
Distribution Process
- Meet Safety Stock (SS) levels of the product in the channel
- Remaining quantity distributed according to the demand proportion

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DATA

LIM HUI JUN (U1410535K)

The profit margin for all items is 50%

No orders for the product will be made if there is no demand for it

No inventory holding constraints or costs

SUMMARY OF OUTCOMES TRAVEL SIZE SAMPLE SIZE

BEAT THE GREASE – BASIC STARTER’S KIT

01 Skin Type: Acne-prone skin, ages 18-25

MOTHERS’ DAY – DARK SPOT TREATMENT PACKAGE

SUMMER ACNE BATTLE – ACNE BATTLE PACKAGE

03 Skin Type: Oily and sensitive skin

REPLENISH! – DEWY SKIN PACAKAGE

FORECAST PREDICTIVE MODELS

BEAUTY COLLECTIVE (RETAIL CHANNEL)

FRONT PORCH (RETAIL CHANNEL)

STOCK PURCHASING MODEL

1 There is a Minimum Purchase Quantity (MPQ) for each SKU

2 Maximum purchase order value is 50% of trailing three (3) months

The total safety stock for each SKU in will be obtained by

TEST MODEL 1 TEST MODEL 2 TEST MODEL 3

STOCK REPLENISHMENT MODEL

About the company

Market Segmentation and Strategy

Product Promotion Place

Factors Questions PC’s Requirements

Based on sales data, the Average Monthly

Total Rent Expense = 1,600 + 1,950 +

Floor space required for flagship store:

Price should thus be between

Generally, for retail stores, the proximity

5. Competition Where are your PC plans to pursue a more aggressive

Rent S$17.50 per sqft.(Appendix D1) ✘ Out of budget as PC has a

2. Somerset - Orchard Central

Rent S$16.92 per sqft. (Appendix D2) ✘ Out of budget as PC has a

Competit Khiel’s, L’occtaine, Innisfree, Laniege and ✔ PC aims to directly compete

5. Orchard - Wisma Atria

Foot Directly linked to Orchard MRT and ✔ Meets PC’s requirement of

Competit No competitors are located here. Nearest ✘ PC aims to directly compete

Rent S$35.95 per sqft. (Lim, 2013) ✘ Out of budget as PC has a

Demogra Targeted at professionals, managers, executives ✔ Meets PC’s target segment of

Competit L’occitane, Laneige, Origins have stores ✔ Meets PC’s requirement as

7. Orchard - Scotts Square

Demogra Targeted at professional women. ✔ Meets PC’s target segment of

8. Bugis - Bugis Junction

9. Bugis - Raffles City

Demogra Ages 26 to 35 shopped the most at Raffles ✔ PC’s majority of customers

Competiti L’occitane has a store in Raffles City. Clinique ✔ Enables PC to compete

Figure 1: Customer Locations in Singapore

Distributor Store Name Shopping Mall Name Postal Code

(1) The profitability of the product

● The profit margin for all items is 50%

Body care Bath 8760 PC4Men Body Wash Loss of $348

Makeup - Powder 92063 Gorgeous on the Go - Make Up Palette Loss of $32.50

Makeup - 91501* Resist Anti-Aging Serum Foundation Loss of $24.50

91511* Resist Anti-Aging Serum Foundation Loss of $24.50

91521* Resist Anti-Aging Serum Foundation Loss of $24.50

91531* Resist Anti-Aging Serum Foundation Loss of $24.50

91541* Resist Anti-Aging Serum Foundation Loss of $24.50

91561* Resist Anti-Aging Serum Foundation Loss of $24.50

91571* Resist Anti-Aging Serum Foundation Loss of $24.50

1907 Skin Perfecting 8% AHA Gel Loss of $26

3257 Skin Recovery Super Antioxidant Concentrate Serum Loss of $1020

3357 Skin Balancing Super Antioxidant Concentrate Serum Loss of $1125