{"id":1716,"date":"2018-07-05T15:17:01","date_gmt":"2018-07-05T15:17:01","guid":{"rendered":"http:\/\/www.factorydata.com\/?p=1716"},"modified":"2018-07-05T15:17:01","modified_gmt":"2018-07-05T15:17:01","slug":"relacion-demandaventas-podemos-mejorar-nuestras-ventas","status":"publish","type":"post","link":"https:\/\/www.factorydata.com\/en\/relacion-demandaventas-podemos-mejorar-nuestras-ventas\/","title":{"rendered":"Relaci\u00f3n demanda\/ventas, \u00bfPodemos mejorar nuestras ventas?"},"content":{"rendered":"

\u00bfPodemos mejorar nuestras ventas a partir del an\u00e1lisis de la relaci\u00f3n demanda\/ventas? bueno, en un mundo perfecto donde toda la demanda es una venta potencial, el producto siempre est\u00e1 disponible y el precio es imbatible, tenemos que las ventas es igual a la demanda, esto es: ventas=demanda<\/strong>. Pero como no estamos viviendo en el mundo perfecto, esta no es la situaci\u00f3n real.<\/h4>\n

Para poder conocer la relaci\u00f3n real que existe entre la demanda y las ventas para un distribuidor de recambio de veh\u00edculos, hemos utilizado como caso de estudio un mayorista que vende unas 10.000\/piezas al a\u00f1o.<\/h4>\n

Para saber cuantas veces se demandaba cada producto por parte de sus clientes, hemos monitorizado su cat\u00e1logo web durante 6 meses y durante el mismo periodo hemos anotamos el n\u00famero de ventas que ha realizado.<\/h4>\n

Identificamos el primer producto que le faltaba en su cat\u00e1logo, en la posici\u00f3n 749 (ordenando los productos por volumen de demanda). Analizamos todos los productos que ten\u00edan el mismo volumen de demanda que este producto que le faltaba, estas eran las cifras de ventas y demanda:<\/h4>\n

\"Blog_sales_demand_ratio_ESP_pic1B\"<\/a><\/u><\/p>\n

Las ventas totales de estos 7 art\u00edculos fueron de 30 piezas con una relaci\u00f3n demanda\/ventas del 17%<\/strong><\/strong>.<\/h4>\n

Lo mas sorprendente de todo eran las grandes diferencias existentes entre productos de demanda\/ventas, pero \u00bfporque?<\/h4>\n

Encontramos cuatro razones principales:<\/h4>\n
    \n
  1. \n

    El producto-1 tuvo diferentes roturas de estock, por lo tanto no se pudo suministrar.<\/h4>\n<\/li>\n
  2. \n

    El producto-4 no estaba disponible en el cat\u00e1logo.<\/h4>\n<\/li>\n
  3. \n

    El producto-6 no estaba fabricado con la tecnolog\u00eda mas demandada por el mercado.<\/h4>\n<\/li>\n
  4. \n

    El producto-7 no tenia un precio competitivo.<\/h4>\n<\/li>\n<\/ol>\n

    Despu\u00e9s de analizar las causas, el mayorista tom\u00f3 las siguientes acciones correctivas:<\/h4>\n
      \n
    1. \n

      Aument\u00f3 el estock m\u00ednimo para el producto-1.<\/h4>\n<\/li>\n
    2. \n

      Incorpor\u00f3 en su estock el producto-4.<\/h4>\n<\/li>\n
    3. \n

      Cambio el producto-6 por un producto equivalente con la tecnolog\u00eda mas demandada.<\/h4>\n<\/li>\n
    4. \n

      Redujo el precio de venta del producto-7.<\/h4>\n<\/li>\n<\/ol>\n

      Como resultado de todas estas acciones correctivas, despu\u00e9s de tres meses, las proyecciones semestrales de ventas de estos 7 productos aumentaron a 57 piezas, \u00a1un 190% m\u00e1s!, con una relaci\u00f3n demanda\/ventas del 33%<\/strong><\/strong>.<\/h4>\n

      \"Blog_sales_demand_ratio_ESP_pic2C\"<\/a><\/p>\n

      Como vemos, los productos que nos faltan en el cat\u00e1logo, roturas de estock y precios de venta no competitivos, nos cuestan muchas ventas y causan inconvenientes a nuestros clientes, tan f\u00e1cil como esto.<\/h4>\n

      Desafortunadamente, no podemos cambiar lo que no conocemos, por esto el an\u00e1lisis Big Data nos ofrece informaci\u00f3n muy valiosa sobre el comportamiento del cliente.<\/h4>\n

      La tecnolog\u00eda Big Data genera ingresos porque es capaz de ofrecer informaci\u00f3n sobre el comportamiento del cliente.<\/h4>\n

      Market Expert<\/strong>: Plataforma para el an\u00e1lisis y la planificaci\u00f3n de la gama de producto basada en la demanda para piezas de recambio de veh\u00edculos<\/h4>","protected":false},"excerpt":{"rendered":"

      \u00bfPodemos mejorar nuestras ventas a partir del an\u00e1lisis de la relaci\u00f3n demanda\/ventas? bueno, en un mundo perfecto donde toda la […]<\/p>","protected":false},"author":1,"featured_media":1366,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[18],"tags":[36,86,16,56],"class_list":["post-1716","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-neo","tag-demanda-mercado","tag-demandaventas","tag-market-expert","tag-piezas-de-recambio-de-vehiculos"],"yoast_head":"\nRelaci\u00f3n demanda\/ventas, \u00bfPodemos mejorar nuestras ventas? 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