Pricing framework for four brands
Price positioning for four brands, cost control and higher average order value through pricing across the product range.
Read the case studyOperations
Inventory turnover and steel product sales
An inventory management methodology, replenishment monitoring and sales team analytics.
AnalystContext and challenge
A steel products distributor needed to assess inventory turnover in the context of delivery lead times and supply conditions, identify excess stock and monitor stockout risk. Sales analytics also needed to cover sales representatives, customer portfolios and the commercial performance of product groups.
My contribution
I developed an inventory assessment methodology, dashboards and management reports. I prepared purchasing and sales recommendations linking turnover, delivery lead times and margins.
Logistics and inventory management
- I developed a methodology for calculating inventory turnover that accounts for transport distance, delivery lead times, shipment volumes and frequency, current stock levels and inventory requirements.
- I created a framework for assessing inventory management performance and identifying deviations. I classified product groups by low, normal and high inventory turnover.
- I identified dead stock and slow-moving items and analysed the causes of excess inventory. I recommended adjustments to order volumes and frequency, stock levels and warehouse space allocation for the purchasing team.
- I developed dashboards and replenishment alerts for fast-moving products, factoring in delivery lead times. I set up stockout risk monitoring to help prevent shortages of high-demand items and the resulting loss of sales.
Sales analytics and sales team performance
- I developed management reports to assess sales representatives’ performance. I analysed their customer portfolios, customer segments, sales mix and the contribution of individual product groups.
- I mapped the inbound order processing funnel, calculated conversion rates at each stage and identified the causes of lower conversion. I prepared recommendations for individual sales representatives to improve order handling and conversion.
- I identified product groups for additional sales activity based on their margins and excess stock levels. I developed sales recommendations that aligned commercial priorities with inventory optimisation.
Outcome
The work produced an inventory turnover methodology, a stock assessment framework, replenishment dashboards and stockout risk alerts. Reporting on sales representatives and the order funnel was supported by recommendations on purchasing, reducing excess stock and promoting product groups.
The project was delivered within the Data solution outsourced analytics team. This case study describes my own contribution.
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I’d be happy to discuss working together
We can discuss ongoing collaboration, a project or a specific analytical task. Contact me by email or WhatsApp.
I live in Tbilisi, Georgia.
I am available for remote collaboration only and am not open to relocation.
I work under employment contracts governed by the Russian Labour Code, civil-law services contracts (GPH), employment contracts governed by the Georgian Labour Code, or as an individual entrepreneur registered in Georgia.