Sales Forecasting and Reserves

Sales forecasters and finance teams regularly observe gaps between factory sales and prescription demand. Often, they have little explanation. The gap could relate to projection errors in the syndicated data. It could also relate to changes in channel inventory. But 852 data only captures wholesale inventory, leaving the model blind to the significant portion (50% or more) of pipeline inventory held in retail and mail pharmacies and distribution centers. Blind to this downstream inventory, manufacturers are neither able to troubleshoot sales-demand gaps nor avoid surprises in their pipeline reserves.

DNA's information services and Advanced Analytics provide forecasters and finance teams with unprecedented visibility to retail inventories and true downstream demand. With DNA, commercial teams throughout the industry are improving their forecast accuracy, order predictability, and pipeline reserve accuracy.

IntegriChain Solutions for Sales Forecasting and Reserves

ECS National

Use ECS National's census measures of sell-in by channel to evaluate the accuracy of projected prescription demand. Identify persistent gaps at a channel level and factor these gaps into forecast input adjustments.
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MRI

Measure retail inventories by channel, including all 56,000 retail pharmacies. Obtain the most complete basis for pipeline reserves available in the industry today.
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Demand Validation

Retain the Advanced Analytics team to analyze gaps between factory sales and prescription demand, identify the cause, and recommend adjustments to the forecast model.
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