THE ROLE OF FORECASTING AND INVENTORY PLANNING TO INCREASE SALES REVENUE AT PT XYZ

• Main Author: Prima Prasetya, Dwiki
• Format: Theses
• Language: Indonesia
• Subjects: Manajemen umum
• Online Access: https://digilib.itb.ac.id/gdl/view/61382
• Institution: Institut Teknologi Bandung

This study will analyze and determine the forecasting methods of sales targets and the realization of PT XYZ's sales and marketing domestic industry (SMDI) lubricant products. The purpose of this research is to understand the current status of forecasting methods, propose solutions to the business problems faced by the company, and increase the company's revenue. This study uses two methods for analysis, namely predictive analysis and root cause analysis. This study adopts predictive analysis method to calculate and select the best predictive method according to the predictive accuracy to determine whether the method is feasible. This study uses the current reality tree (CRT) to analyze the root cause and visualize the flow of causes. The reason for the decline in sales revenue is the result of inaccurate forecasting and inventory management. For the simulation, Minitab and Flying Logic software were used in this study. The research results found that the SMDI unit of PT XYZ has problems with inaccurate prediction results and inaccurate inventory control, which led to the failure to achieve the expected sales target. These business problems caused the loss of revenue opportunities within the company. This study found that the current PT XYZ prediction method is not perfect. The simulation results support this finding and serve as the basis for the development of multiple alternative solutions to this business problem. This study proposes to use the Holt-Winter model as a prediction method based on root cause discovery. The number of economic orders reaches Rp as a tool to calculate the revenue opportunities that the company will receive Rp 1.516 billion