Microsoft Office Tutorials and References
In Depth Information
Important Tools for Any Business
Figure 2.7
Using a conditional
SUM formula to set up
sell in versus sell
through.
Figure 2.8
The velocity formula is
the percentage sold
through for the period
of time—in this case,
weeks.
Cascading Schedules
If you sell multiple products into a distribution channel and have to accumulate the sell-in and
sell-through numbers, you’ll want to create a cascading schedule that reflects a product’s
performance. A cascading schedule gives you the information you need and helps you see
when a product entered the channel and where its peak performance is. Many times, peak
performance is seasonal, and if you sell toys, the winter holidays are going to be a big shot in
the arm compared to July. Also, with a cascading schedule you can create charts from the
information for quick access to the product’s sales velocity and peak performance. You’ll
definitely need to have a list or database set up for extracting the information. Based on receiving
the data and pumping the data into a data-warehouse, database, or an Excel spreadsheet, you
can create a cascading schedule that extracts the information. (Pivot tables also work well for
this. For more information about pivot tables and different ways to apply them, see “Sell In
Versus Sell Through” previously in this chapter or see the book, Special Edition Using
Microsoft Excel 2000.)
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