"Sell-out" as a sales planning tool in the agricultural pesticides industry

In an increasingly competitive market, transforming data into sales opportunities is a key differentiator for companies. In this sense, having and knowing how to analyze customer consumption data for their products – and from there projecting future sales – means creating more precise plans, generating additional revenue and avoiding wasted resources, such as excess or lack of inventory in the industry and distribution network. Basing decisions on sell-out consumption data encourages the organization to focus on the customer, since this is one of the main indicators considered in the (re)purchase decision by distributors, cooperatives, and large producers. Having detailed information and frequent analysis of sell-out data helps the pesticide industry measure the performance of promotions and campaigns with sales channels. In this context, the overall objective of this work was to propose an improvement in the sales planning process based on the sell-out consumption indicator. The study methodology was quantitative, with data collection from 10 sales regions and 17 products that, combined, represent 70% of the revenue of a nationally operating agricultural pesticide company. As a result, additional sales opportunities were found corresponding to 4% of the company's annual revenue (R$ 36,308,272.00), and based on this, a massive analysis tool, a "dashboard," was suggested, which compares the sales forecast versus the historical sell-out consumption at different granularities.