Sales Planning – A Toolkit for CFOs of Retail Chains

1. Granular segmentation – the ability to analyze sales for every SKU (Stock Keeping Unit), a unique product identifier (e.g., for a specific model, color, and size), at each individual location. Only this level of detail allows you to understand what is actually selling and where.
2. What-if scenario modeling – the capability to instantly simulate the impact of various factors (e.g., price changes, promotional campaigns, delivery delays) on sales and financial performance. This enables data-driven decision-making rather than relying on intuition.
3. AI and Machine Learning utilization – automatic identification of trends, patterns, and anomalies that an analyst might miss. Leveraging predictive algorithms significantly improves demand forecasting accuracy.
4. External factor integration – the ability to automatically incorporate the impact of holidays, public holidays, local events (trade shows, festivals, sporting events), weather conditions, and macroeconomic indicators (inflation, consumer confidence) into forecasts. Modern platforms can predict how Easter will affect sales in different regions or how a forecast of rainy weather will translate into demand for specific product categories.

The market offers numerous solutions – from spreadsheets, through dedicated forecasting tools, to planning modules within ERP systems. For large retail chains, the optimal choice is integrated FP&A platforms that provide the necessary computational power, flexibility, and collaboration capabilities. We present three leading solutions, each with a distinct philosophy – the key is matching the system architecture to the organization’s specifics and decision-making processes.

This tool is synonymous with performance, built for analysts who need computational power to work with the most complex models.

•  Data granularity management

Its strength lies in the ability to analyze data at the SKU x Store x Day level. The legendary TM1 engine, based on in-memory technology, processes billions of data cells in real-time, which is impossible to achieve with spreadsheets.

•  What-if scenario modeling

The key function here is so-called sandboxing. It enables analysts to create private, isolated versions of the plan to test the impact of, for example, a new promotional campaign, and then incorporate the scenario into the main forecast with a single click.

• Predictive analytics (AI/ML)

IBM integrates Planning Analytics with its AI ecosystem. In practice, this means the ability to create advanced predictive models that automatically identify patterns and anomalies in historical data, significantly improving demand forecast accuracy through machine learning.

• External factor integration

The platform can automatically retrieve and incorporate data on holidays and public holidays in different regions, weather forecasts, and macroeconomic indicators into forecasts. Through integration with IBM Watson and external APIs, the system can predict how a long May weekend will impact sales in specific product categories, or how a heatwave forecast will translate into demand for beverages and seasonal products. Advanced algorithms learn correlations between external factors and sales patterns, automatically adjusting forecasts in real-time.

OneStream’s strength is its holistic approach – it’s a single platform that combines operational planning, financial consolidation, and reporting in one unified model.

• Data granularity management

The capability to plan at the SKU level is built into the same model used for month-end close. For management, this translates into a fundamental benefit – instead of wasting time on data consistency discussions, teams focus on analysis. This provides confidence that strategic decisions are based on reliable numbers.

•  What-if scenario modeling

The platform allows creating scenarios that encompass the entire integrated financial model. You can therefore simulate not only the impact of promotions on sales, but immediately see their consequences for gross margin, EBITDA performance, and working capital requirements.

• Predictive analytics (AI/ML)

OneStream is extensible through the MarketPlace – a collection of ready-made business solutions. You can activate predictive analytics modules from there (e.g., Sensible ML), which enable automatic demand forecast generation within the platform’s unified environment.

• External factor integration

Through the MarketPlace, the platform offers ready-made integrations with external data sources on holidays, local events, and macroeconomic indicators. The system automatically considers the impact of Easter, Christmas, or regional holidays on sales patterns across different locations. Additionally, the integrated financial model allows you to immediately see how changes in inflation indicators or consumer confidence affect not only forecasted sales, but also margins, operating costs, and cash flows. This holistic perspective is crucial for CFOs in making strategic decisions.

Anaplan is a cloud platform whose philosophy is based on the concept of “Connected Planning,” aimed at breaking down information silos and enabling dynamic collaboration.

• Data granularity management

The core technology, the Hyperblock engine, allows multiple users to work simultaneously on the same granular model. In practice, this means that when the marketing department plans a promotion, the supply chain department sees updated requirements in real-time, while finance sees the immediate impact on profitability.

• What-if scenario modeling

The platform is designed for dynamic, multi-user simulation. Teams can collaboratively create and modify scenarios, which works perfectly for assortment and promotion planning. A discount change by a category manager is immediately visible to all stakeholders, shortening the decision cycle from days to hours.

• Predictive analytics (AI/ML)

Through the PlanIQ tool, Anaplan democratizes AI usage. It enables business analysts to incorporate advanced predictive models directly into their plans to automatically identify trends and key factors affecting demand.

•  External factor integration

The Connected Planning philosophy means that all teams work on the same model, which automatically incorporates external factors. The system can simultaneously correlate data on holidays, weather forecasts, and local events (trade shows, concerts, sporting events) with plans across all departments. When the system predicts increased store traffic before a long weekend, it automatically updates staffing plans (HR), supply requirements (Supply Chain), and financial forecasts (Finance). This multidimensional synchronization makes the organization function as a single organism, proactively responding to changing market conditions.

Choosing the right sales planning tool is an investment that pays back multiple times – through inventory optimization, increased profitability, and better alignment with market needs. Systems like IBM Planning Analytics, OneStream, and Anaplan move planning from reactive firefighting to proactive future shaping.

For CFOs and management teams, this means not only access to reliable data, but above all the ability to make decisions based on simulations and scenarios rather than intuition. In the reality of dynamic retail, this is precisely the most reliable source of competitive advantage.