Total sales by category

US$120.000

• Cleaning products grow from January to

March but then studently decreased due
to some key products:
US$90.000
• Plastic bags
• Topaper
• Sanitas
Sales in USD

US$60.000

US$30.000
}
Plastic bags 60%

Toilet Paper 30%

Sanitas 10%

US$-
cleaning-products disposables food-and-drinks health-care maintenance-accessories stationery
Jan Feb Mar Apr May Jun
 Sales of short and long duration products
US$120.000

• Short duration products are the ones

that have a definite lifespan or a
consumption rate < 1 month i.e. (fruit,
US$90.000
plastic bags, snacks, toilet paper,
disposables plates)
• Long duration products are the ones that
don’t have a definite lifespan or has a
Sales in USD

US$60.000 consumption rate >1 month i.e. (brooms,

glasses, food containers)
• Short duration products drive sales trend
• Long duration products sales are stable
US$30.000
by average month by month
• Jun has a rise value in long duration
} Vacuum Cleaner +10000USD
products due to Vacuum cleaner sale
(+10000 USD)
US$-
jan feb mar apr may jun

Total w/o swag Long duration products Short duration products

Substitute users model (SU)
700,0
• Sales are driven by fast use products
which are proportional to the number of
users that each building has.
• As we don’t have information about the
630,0
number of users in each building, we
have developed a model using recurrent
used product sales to calculate a
“substitute number of users (SU)”.
Sales in USD/SU

560,0
• This new parameter will allow us to see a
real trend in our sales
• Total sales w/o vacuum cleaner are
stable in past 4 months
490,0
• We work tend to overstock some
items as we se in Jan-Feb.
• In this moment Tandem sales
growth is dependent on both
420,0
0 2 3 5 6 number of users and sporadic
sales
Total sales Short duration products sales sales w/o vacuum cleaner
Total sales per building per Substitute User
(SU)
US$90

• Buildings maintain an average

consumption per user month by month

US$68
• Cervantes and midtown has been
increasing their consumption per
substitute user constantly.
Sales in USD/SU

US$45

US$23

US$-
jan feb mar apr may jun

Antonio L Rodriguez MTY01 Arcos Bosques Artz Pedregal Central Interlomas Cervantes Insurgentes Lazaro Cárdenas
Mariano Escobedo Midtown GDL Montes Urales Park Plaza Reforma 26 The Landmark TRL
TRL 2 Varsovia Washington MTY02 Total
Standard deviation in sales (Jan-May) per
building
%Sdev
• Buildings sales are highly volatile. An
Average
50 % average of 30% of standard deviation
makes hard to create a trustable
forecast.
38 %
• This volatility is due to a non constant
amount of user per building, client
overstocking of some items and sporadic
sales of long duration products.
• Varsovia is a building that month by
25 %

month maintain a constant ratio of

consumption, benchmarking their buying
13 %
policies could help us to reduce the
volatility of the others buildings.

0 %
Varsovia Insurgentes Park Plaza Antonio L Rodriguez MTY01 Artz Pedregal Lazaro Cárdenas
New product segmentation for Tandem

In March, we had an atypical behavior of total sales increasing 35% from February and then
decreasing 13% in April
In order to understand what caused that effect we have created 3 SKUs buckets to improve our
analysis
The buckets are:
• Top 25 SKUs in terms of sales
• Top 25 SKUs in terms of recurrence
• Top 25 SKUs in terms of gross contribution
 Trend of total demand of the Top 25 SKUs in
terms of sales
US$120.000

• Sales has ben decreasing since May

• The most significant decrease is from
US$90.000
Vacuum cleaner “vaso souffle” and “alimento soy vita
almendra”
• The Top 25 SKUs in terms of sales
behaves proportionally to total sales
Sales in USD

US$60.000 except on April.

US$30.000

Vaso souffle

Alimento soy vita Almendra

US$-
jan feb mar apr may jun

cont total
Alimento Líquido Soy Vita Almendra 960ml
Enjuague Bucal Crest Pro Health
Bolsa GRANDE (82x108) Gris
Bolsa CHICA (54x60) Gris
Rollos de Papel Higienico Jumbo Jr 200 mts
Té Verde Twinings
Agitadores de madera
suma
Leche Lala Entera 1 lt Slim c/Tapa
Toalla para Manos de 180 mts
Miel
Bolsa GRANDE (82x108) Naranja
Té Infusiones frutales y hierbas Twinings
Sandía
Té Indian Chai Twinings
Toallas Interdobladas Kimberly-Clark Sanitas Leche Lala Deslac Light 1 lt Slim c/Tapa
Papel Higienico Elite 250mts Vaso Souffle papel 1oz 5000 piezas
Caja De Papel Bond Carta Azúcar
Servitoalla Jumbo Kleenex Papel Higienico - 48 rollos
Jabón para Manos DIAL Bolsa GRANDE (82x108) Verde
Bolsa CHICA (54x60) Verde Bolsa CHICA (54x60) Naranja
Splenda Piña
% del total
 Demand of top 25 SKUs in terms of sales per
building per substitute user (SU)
100,00 US$

• In the last two months we have reversed

the negative tendency of sales per SU
that we had since January
75,00 US$
• Only TRL-2 and Reforma has been
increasing their consumption steadily this
year
Sales in USD

50,00 US$

25,00 US$

0,00 US$
jan feb mar apr may jun

Antonio L Rodriguez MTY01 Arcos Bosques Artz Pedregal Central Interlomas Cervantes Insurgentes Lazaro Cárdenas
Mariano Escobedo Midtown GDL Montes Urales Park Plaza Reforma 26 The Landmark TRL
TRL 2 Varsovia Washington MTY02 suma (usuarios sustitutos
 Top 25 SKUs in terms of recurrence per
Substitute user
800 US$

• The top 25 SKUs in term of recurrence

are the ones that are bought by at least
85% buildings each month

600 US$
Tea • The total sales per SU of the bucket is
growing since January however since
April the tendency has reversed.
• The causes of this trend are the
reduction of:
Sales in USD

400 US$
• Soy Vita Almendra
• Vaso souffle

Vaso souffle

200 US$

Alimento soy vita Almendra

0 US$
jan feb mar apr may jun
 Total sales of Top 25 SKUs in terms of
recurrence
US$10.000 US$80.000

• The top 25 SKUs in term of recurrence

are the ones that are bought by at least
85% buildings each month

US$7500 US$60.000
• The top 3 contributors in this bucket are:
• Tea
Tea

• Soy Vita Almendra

• Vaso souffle
Sales in USD

US$5000 US$40.000
Alimento Soy vita almendra

Vaso souflfle

US$2500 US$20.000

US$- US$-
Jan Feb Mar Apr May Jun
Distribution of SKU sales by building

• There is a considerably big group of

products that are only bought by 1 or 2
buildings, it is necessary to investigate
the cost of maintaining such a big catalog
of non common products.
Top 15 SKUs in terms of margin
US$4000

• The SKUs that individually are given us

more margin are:
• Sugar
US$3000
Bolsa Chica • Plastic bags
Azucar • Lemmon
Sales in USD

US$2000

Azucar

Azucar Mascabado

US$1000

US$-
feb mar apr may jun
Top SKUs in terms of sales are:
• Bolsa GRANDE (82x108) Naranja
• Jabón para Manos DIAL
• Toallas Interdobladas Kimberly-Clark Sanitas • Bolsa GRANDE (82x108) Verde
• Leche Lala Deslac Light 1 lt Slim c/Tapa • Rollos de Papel Higienico Jumbo Jr 200 mts
• Alimento Líquido Soy Vita Almendra 960ml • Té Infusiones frutales y hierbas Twinings
• Leche Lala Entera 1 lt Slim c/Tapa
• Bolsa CHICA (54x60) Verde
• Vaso Souffle papel 1oz 5000 piezas
• Bolsa CHICA (54x60) Naranja
• Papel Higienico Elite 250mts
• Sandía
• Enjuague Bucal Crest Pro Health
• Té Verde Twinings
• Caja De Papel Bond Carta
• Splenda
• Toalla para Manos de 180 mts
• Agitadores de madera
• Bolsa GRANDE (82x108) Gris
• Piña
• Azúcar
• Miel • Té Indian Chai Twinings

• Papel Higienico - 48 rollos

• Servitoalla Jumbo Kleenex
• Bolsa CHICA (54x60) Gris
Top SKUs in terms of recurrence are:
• Agitadores de madera
• Toallas Interdobladas Kimberly-Clark Sanitas
• Leche Lala Deslac Light 1 lt Slim c/Tapa • Piña

• Alimento Líquido Soy Vita Almendra 960ml • Limón Verde sin Semilla

• Leche Lala Entera 1 lt Slim c/Tapa • Te Manzanilla Twinnings

• Enjuague Bucal Crest Pro Health • Stevia

• Caja De Papel Bond Carta • Té Negro Twinings

• Azúcar • Kiwi
• Miel • Naranja
• Servitoalla Jumbo Kleenex • Pepino
• Té Infusiones frutales y hierbas Twinings • Menta
• Té Verde Twinings • Boligrafo PIN POINT 1.0mm - Azul
• Sandía • Hierbabuena
• Splenda
Top SKUs in terms of contribution are:

• Azúcar • Sandía
• Azúcar Mascabado • Servitoalla Jumbo Kleenex
• Bolsa CHICA (54x60) Gris • Tenedor De Mesa Malibu Tramontina
• Bolsa CHICA (54x60) Naranja • Toalla en rollo de 180 mts
• Bolsa CHICA (54x60) Verde • Toalla para Manos de 180 mts
• Bolsa GRANDE (82x108) Azul • Tóner Negro para HP M880
• Bolsa GRANDE (82x108) Gris • Vaso Souffle papel 1oz 5000 piezas
• Bolsa GRANDE (82x108) Naranja
• Bolsa GRANDE (82x108) Verde
• Clips # 2 ACCO
• Enjuague Bucal Crest Pro Health
• Jabón para Manos DIAL
• Jabón para Manos TENSOGEL
• Limón Verde sin Semilla