Situation: A company has experienced low sales early in its peak season due to bad weather. The CEO wants to develop additional leading indicators that will help predict whether sales will recover prior to the end of the peak season. What leading indicators have you found effective in predicting seasonal sales?

Advice from the CEOs:

• Access to benchmarked research can be helpful, especially industry reports that cite growth indicators. Some industry report producers can generate drill-down reports of their base data for a fee. This allows you to tailor your own study based on their data.
• Depending upon whether you set revenue projections by brand or product line, look for indicators within brands or lines that will provide you with clarity on sales projections. An example is product reviews in relevant newsletters, provided that these have effectively benchmarked to sales results in the past.
• In addition to new leading indicators for existing products, there are a number of ways that you can reduce the impact of seasonality on your cash flow. These include: investments that will lead to future income streams; new product placements to compliment or extend current lines; new key customers or outlets through which you can expand your market; and increasing sales calls to create new demand. Also, use the current season to establish additional benchmarks that will be useful in future years.
• Other tactics include evaluating in-house versus contract production of your products to improve your margins, and strategies to improve up-sales from medium to premium products where margins are better. You can also focus on smaller independent outlets rather than national chains which are dominated by national brands, and also regional explore private label opportunities.

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