{"id":4930,"date":"2023-05-22T16:08:17","date_gmt":"2023-05-22T16:08:17","guid":{"rendered":"https:\/\/www.factorydata.com\/?p=4930"},"modified":"2023-05-22T16:08:17","modified_gmt":"2023-05-22T16:08:17","slug":"gestion-estock-diferencia-historico-ventas-demanda","status":"publish","type":"post","link":"https:\/\/www.factorydata.com\/en\/gestion-estock-diferencia-historico-ventas-demanda\/","title":{"rendered":"Gesti\u00f3n de estock, diferencia entre hist\u00f3rico de ventas y demanda"},"content":{"rendered":"<h4>La mayor\u00eda de <b>ERPs<\/b> del mercado disponen de <b>m\u00f3dulos para <\/b><b>la gesti\u00f3n de<\/b><b> los niveles de estock<\/b> y la generaci\u00f3n de propuestas de compra. Adem\u00e1s, algunos de estos ERPs utilizan <b>datos de hist\u00f3ricos de <\/b><b>ventas<\/b> para poder <b>estimar <\/b>las <b>venta<\/b><b>s<\/b><b> que tendremos en el futuro <\/b>y as\u00ed ajustar de manera m\u00e1s precisa nuestras necesidades de estock.<\/h4>\n<h4>Estas funcionalidades son fant\u00e1sticas y totalmente necesarias para el \u00f3ptimo funcionamiento de nuestras empresas, tanto desde el punto de vista financiero como del nivel de servicio al cliente.<\/h4>\n<h4>Pero, todos estos <b>m\u00f3dulos de gesti\u00f3n de niveles de estock, <\/b><b>confunden <\/b><b>el t\u00e9rmino \u201cventa\u201d <\/b><b>y el <\/b><b>t\u00e9rmino \u201cdemanda\u201d<\/b>, es decir, cuando dicen que ajustan los niveles de estock en base a la \u201cdemanda\u201d del mercado, se est\u00e1n refiriendo a que <b>ajustan los niveles de estock en base a las \u201cventas\u201d hist\u00f3ricas y no a la demanda real que <\/b><b>existe <\/b><b>en el mercado<\/b>.<\/h4>\n<h4>Pero, <b>\u00bfes que la demanda y la<\/b><b>s<\/b><b> venta <\/b><b>hist\u00f3ricas <\/b><b>no <\/b><b>es lo mismo?<\/b> Podemos decir que para muchos productos, <b>la demanda y la venta coinciden, \u00a1<\/b><b>pero no <\/b><b>siempre<\/b><b>!<\/b><\/h4>\n<h4>\u00a0<a href=\"https:\/\/www.factorydata.com\/wp-content\/uploads\/2023\/05\/sales-vs-demands.png\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter wp-image-4933\" src=\"https:\/\/www.factorydata.com\/wp-content\/uploads\/2023\/05\/sales-vs-demands.png\" alt=\"sales vs demands\" width=\"601\" height=\"350\" \/><\/a><\/h4>\n<h4>Veamos algunas situaciones donde la demanda y la venta no coinciden:<\/h4>\n<ol>\n<li>\n<h4><b>La demanda del <\/b><b>mercado es muy superior a lo que reflejan nuestras ventas<\/b>. \u00bfCuando sucede que vendemos mucho menos que la demanda? los principales motivos son que hay productos que no tienen un precio competitivo o porque no los tenemos en estock, en ambos casos nos los piden pero no los vendemos.<\/h4>\n<\/li>\n<li>\n<h4><b>La demanda del mercado es inferior a lo que reflejan nuestras ventas<\/b>. Esto es dif\u00edcil de que ocurra, porque lo normal es que si vendemos unos productos es porque el mercado los necesita. Pero a veces, nuestros clientes reponen por inercia o a veces piden m\u00e1s de lo que realmente necesitan. En estos casos estamos inflando nuestro estock de manera innecesaria.<\/h4>\n<\/li>\n<li>\n<h4><b>Existe demanda en el mercado pero no tenemos ventas<\/b>. Esto ocurre para todos los productos que no tenemos en nuestro almac\u00e9n y que en cambio nuestros clientes buscan. En estos casos deber\u00edamos analizar, dependiendo del nivel de demanda existente, si estos productos deben incorporarse o no a nuestra gama de productos.<\/h4>\n<\/li>\n<\/ol>\n<h4><\/h4>\n<h4>Como vemos, existen diversas situaciones donde <b>nuestra informaci\u00f3n de<\/b><b>l<\/b><b> hist\u00f3rico de ventas no refleja <\/b><b>correctamente <\/b><b>la realidad del mercado<\/b>.<\/h4>\n<h4>Adem\u00e1s, este desajuste <b>es mucho m\u00e1s problem\u00e1tico<\/b> si tenemos en cuenta que hoy en d\u00eda, la mayor\u00eda de <b>consultas que realizan los clientes son a partir de <\/b><b>webs de compra<\/b>, con lo cual todo el proceso de consulta sucede de manera transparente sin que nos demos cuenta de lo que ocurre realmente respecto la demanda real.<\/h4>\n<h4>\u00a0<a href=\"https:\/\/www.factorydata.com\/wp-content\/uploads\/2023\/05\/Casos-de-uso-E-commerce.png\"><img decoding=\"async\" class=\"aligncenter size-full wp-image-4934\" src=\"https:\/\/www.factorydata.com\/wp-content\/uploads\/2023\/05\/Casos-de-uso-E-commerce.png\" alt=\"Casos de uso-E-commerce\" width=\"442\" height=\"302\" \/><\/a><\/h4>\n<h4><b>En Factory Data disponemos de un sistema \u00fanico en el mercado para el an\u00e1lisis de la demanda <\/b><b>para <\/b><b>piezas de automoci\u00f3n <\/b>que permite complementar y mejorar los m\u00f3dulos de gesti\u00f3n de estock,<b> combinando en la toma de decisiones: el hist\u00f3rico de ventas y la demanda <\/b><b>real del mercado<\/b>.<\/h4>\n<p>&nbsp;<\/p>\n<h4>Por\u00a0Joan Cab\u00f3s<br \/>\nCEO &amp; Founder<\/h4>","protected":false},"excerpt":{"rendered":"<p>La mayor\u00eda de ERPs del mercado disponen de m\u00f3dulos para la gesti\u00f3n de los niveles de estock y la generaci\u00f3n [&hellip;]<\/p>","protected":false},"author":1,"featured_media":4931,"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":[36,86,146,56],"class_list":["post-4930","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-neo","tag-demanda-mercado","tag-demandaventas","tag-neo","tag-piezas-de-recambio-de-vehiculos"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.5 - 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