How to Use POS Data in Demand Planning

how to USe poS data in deMand pLanning By Richard Shapiro P P oint of Sales (POS) information plays a significant role in any successful demand planning process. It can be used as a basis for future demand forecasts, to gauge the effectiveness of promotional activity, or as a building block for internal and external collaboration. In this article I share my experience in using POS data in a mid-sized durable goods company. SoURceS oF poS data There are multiple sources of POS data; here I will discuss three that I use on a regular basis. These include proprietary software such as Retail Link (used by Wal-Mart) or Partners Online (used by Target), EDI 852 transmissions, and data provided by customers on a spreadsheet, such as Microsoft Excel, or in a similar format. proprietary Software: For our largest customers, POS data is generally available through their proprietary software packages such as Retail Link and Partners Online. Team members within our offices (home office and on-site) regularly access this data to report on the health of our business and the accuracy of our forecasts. The type of data that is generally available to us includes not only daily and weekly ...