Model Online / On-Site
Duration
Modules 5 modules

Course Objective & Scope

In retail and commerce, gross margin depends on three tightly linked equations: placing the right inventory in the right store or warehouse (demand and allocation), clearing seasonal stock without destroying margin (pricing and markdown), and rescuing the customer journey when an item is out of stock. Distinct from catalogue-content training, this programme focuses on analytical and generative AI scenarios at the intersection of merchandising, inventory optimisation and CX.

Participants work through stock-out, overstock and customer-churn cases from their own categories, producing a weekly trading-meeting decision template and a use-case blueprint.

Who Should Attend?

  • Merchandising, commercial planning and buying managers
  • Allocation, replenishment and demand-planning specialists
  • Pricing, promotion management and category analytics teams
  • Omnichannel operations, CRM and customer experience (CX) leads

Key Takeaways

  • Interpret SKU/store demand forecasts that account for seasonality, promotions and weather effects
  • Design AI-assisted workflows for initial store allocation, inter-store transfers and replenishment
  • Evaluate margin-versus-sell-through simulations for in-season markdown depth and timing
  • Build omnichannel CX flows that save the sale during stock-outs, substitutions and order delays
  • Synthesise sell-through, stock ageing and customer feedback into concise weekly trading briefs

Curriculum

Demand Forecasting and Pre-Season Planning Scenarios
  • Handling new-product cold start, promotional lift and cannibalisation effects
  • Reading forecast error (MAPE/WAPE) and bias metrics through a commercial lens
  • Exception-based planning: knowing when to override model forecasts
Inventory Allocation, Replenishment and Inter-Store Transfers
  • Store clustering and size/assortment curve optimisation
  • Replenishment rules that balance stock-outs against trapped inventory
  • Decision support for ship-from-store and inter-store stock rebalancing
Pricing, Promotions and In-Season Markdown Optimisation
  • Price elasticity and margin-protection scenarios against competitor moves
  • Simulating markdown timing and depth to hit end-of-season sell-through targets
  • Post-promotion ROI and halo/pull-forward analysis
Customer Experience (CX) Around Inventory and Fulfilment Friction
  • Intelligent product substitution and outfit/bundle recommendations when items run out
  • Proactive communication for split shipments, delays and click-and-collect readiness
  • Pre-purchase sizing and fit guidance in high-return categories
Weekly Trading-Meeting Copilot and Commercial Governance
  • Combining sell-through, gross margin, weeks-of-supply (WOS) and customer reviews into one brief
  • Action-oriented prompt templates for category and regional managers
  • Human sign-off and verification checklist for pricing, allocation and margin decisions

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