DASHBOARD-PencilOut

Mohammad Abuzar JL18PG083

Mohit Gupta JL18PG084

Saarthak Srivastava JL18PG125

Deepti Agarwal JL18FS018

Shradha Tiwari Jl18FS049

Sukanya Niyogi JL18FS055

Team Members
DASHBOARD
VARIABLE DESCRIPTION
Data Variables
Yearwise Year
  Date
  Sum of Actual Sales
  Sum of Estimated Sales
   
Itemwise Year
  Date
  Item
  Sum of Actual Sales
  Sum of Estimated Sales
   
Customerwise Year
  Customer Type
  Sum of Actual Sales
  Sum of Estimated Sales
   
Regionwise Year
  Region
  Sum of Actual Sales
  Sum of Estimated Sales
   
SalesRep Year
  Rep
  Sum of Actual Sales
  Sum of Estimated Sales
   
Doughnut Year
  Rep
  Sum of Actual Sales
  Sum of Estimated Sales
   
Total Sales Year
  Sum of Actual Sales
  Sum of Estimated Sales
   
Category Sales Year
  Item
  Date
  Grand Total
PROBLEM STATEMENT: To find out the difference between actual and estimated sales
and to work upon bridging the gap, especially in those regions where the differences have been
high by using different parameters as a tool.

INTERPRETATION ON SALES DIFFERENCE IN YEAR-WISE &

REGION-WISE
YEAR-2003

Monthly-Wise Sales difference in 2003-

January- In this month the actual sale of product pen set is 74 out of 105 which is estimated sale
of the product and overall it had occurred loss in selling and actual sale of pencil is 75 out of
estimated sale which is 89.
February- In this month, 135 units of binder sold out 319, 70 units of pen is sold out of 94
estimated units and 89 units of pencil is actually sell out of 78 estimated units.
March- In this month, 410 actual units of binder is sold out of 344 estimated units, 205 actual
units of pen is sold out of 187 estimated units, 97 actual units of pen set is sold out of 89
estimated units of pen set and 184 actual units of pencil is sold out of 182 estimated units.
Conclusion- In this year, there is no selling of product Desk. The profitable month is March
where Binder has the highest selling followed by Pen, pencil and Pen set.
Region-Wise Sales Difference-
January-
  Ontario- In this region, the sales difference between actual unit and estimated unit is
below. The difference between actual and estimated units is less than the Quebec but the
overall result is below
 Quebec- In this region, the sales difference between actual unit and estimated unit is
below. The difference between actual and estimated is large as compare to other two
region and the overall result is below.
 Alberta- In this region, the sales difference between the actual units and estimated units
is zero as no selling is being made in this.
February-
 Ontario- In this region, the sales difference between actual unit and estimated unit is
below. The difference between actual and estimated units is less than the Quebec but the
overall result is below
 Quebec- In this region, the sales difference between actual unit and estimated unit is
below. The difference between actual and estimated is large as compare to other two
region and the overall result is below.
 Alberta- In this region, the sales difference between the actual units and estimated units
is below. There is least difference as compare to other two region but the overall result is
below.

March-
 Ontario- In this region, there is a positive result in sales difference of actual and
estimated units but the result is slightly positive.
 Quebec- In this region, there is a positive result in sales difference of actual and
estimated units.
 Alberta- There is no sales difference as no selling is being made in this region.
YEAR- 2004

Monthly-Wise Sales Difference in year 2004-

January- In this month, 46 actual units of Binder is sold out of 102 estimated units, 28 actual
units of Desk is sold out of 92 estimated units of Desk while 35 actual units of pencil is sold out
of 95 estimated units. There was no selling of Pen and Pen set.
February- In this month, 47 actual units of Binder is sold out of 100 estimated units, 62 actual
units of Pen set is sold out of 94 estimated units and 66 actual units of pencil is sold out of 103
estimated units. There is no selling of Desk and Pen.
March- In this month, there is 204 actual units of Pen is sold out of 201 units, 96 actual units of
Pen set is sold out of 105 estimated units and 101 actual units of pencil is sold out of 81
estimated units. There is no selling of Binder and Desk.
Conclusion- Less selling of Desk and Pen is there, as both items were sold in only one month.
While Binder and Pen set is sold in two months and Pencil is sold in all three months.

Region-Wise Sales Difference in year 2004-

January-
 Ontario- The sales difference between actual units and estimated units is below. There is
a large difference between these two.
  Quebec- The sales difference between actual units and estimated units is below.
 Alberto- There is no sales difference between actual and estimated units as there is no
selling is involved.
February-
 Ontario- There is no sales difference between actual and estimated units as there is no
selling is involved.
 Quebec- The sales difference between actual units and estimated units is below. There is
a large difference between these two.
 Alberto- The sales difference between actual units and estimated units is below.
March-
 Ontario-The sales difference between actual units and estimated unit is positive as Pen
and Pencil has sold in profit.
 Quebec- The sales difference between the actual and estimated unit is below as a result
the actual unit is sold less than the estimated units to be sold.
 Alberto- The sales difference between the actual and estimated unit is below as a result
the actual unit is sold less than the estimated units to be sold.

YEAR-2005

Monthly-Wise Sales Difference in Year-2005-

January- In this month, 60 actual units of Binder is sold out of 87 estimated units, 64 actual
units of Pen is sold out of 98 estimated units, 96 actual units of Pen set is sold out of 90
estimated units and 122 actual units of Pencil is sold out of 217 estimated units.
February- In this month, 94 actual units of Binder is sold out of 91 estimated units, 55 units of
Desk is sold out of 115 estimated units, 42 actual units of Pen set is sold out of 87 estimated
units and 115 actual units of Pencil is sold out of 172 estimated units.
March- In this month, 73 actual units of Binder is sold out of 80 estimated units is sold and 291
actual units of Pen set is sold out of 261 estimated units.
Conclusion- March is the only month where positive result is achieved.
Region-Wise Sales Difference in Year 2005-
January-
 Ontario- The sales difference between actual and estimated units is almost negligible but
the overall result is below.
 Quebec- The sales difference between actual and estimated units is below.
 Alberta- The sales difference between actual and estimated units is below and there is a
large difference in this region in comparison to other two.
February-
 Ontario- The sales difference between actual and estimated units is below.
 Quebec- The sales difference between the actual and estimated units is below.
 Alberta- There is no sales difference between the two as no selling is involved in this
region.
March-
 Ontario- The sales difference is positive
 Quebec- The Sales difference between the actual and estimated units is positive.
 Alberta- There is no sales difference between the two as no selling is involved in this
region.
Conclusion- Apart from March, the rest two month have shown decline in sales difference and
in March where a smaller number of category of products/items are sold but the overall result is
positive.
YEAR- 2006-

Monthly-Wise Sales Difference in Year 2006-

January- In this month, 247 actual units of Binder is sold out of 386 estimated units, 179 actual
units of Pen is sold out of 280 estimated units and 143 actual units of Pencil is sold out of 177
estimated units.
February- In this month, 206 actual units of Binder is sold out of 264 estimated units, 57 actual
units of Pen set is sold out of 93 estimated units and 25 actual units of Pencil is sold out of 99
estimated units.
March- In this month, 279 actual units of Binder is sold out of 251 estimated units and 183
actual units of Pen set is sold out of 205 estimated units.
Conclusion- Only Binder has the positive result and that too in the month of march.

Region-Wise Sales Difference in Year 2006-

January-
 Ontario- The sales difference between the actual and estimated units is below and a huge
difference is there.
 Quebec- The sales difference between the two is below as actual selling is less than the
estimated selling.
 Alberta- No selling is being made in this region hence the net result is zero.
February-
 Ontario- The sales difference between the actual and estimated units is below as the
selling of items actually is less than the estimated once.
  Quebec- There is almost a negligible difference between the actual units and the
estimated once as the selling of items of actual units is slightly lower than the estimated
once.
 Alberta- No selling is involved hence the sales difference is nil.
March-
 Ontario- The Sales difference is positive hence actual units sold more than the
estimation.
 Quebec- In this region also the sales difference is positive and hence the actual units
exceeds the estimated units.
 Albert- The sales difference is below as the actual units sold of items is less than the
estimated units.
Conclusion-March is the only month where positive results are shown and in other two months
there is below results.

YEAR 2007-

Monthly-Wise Sales Difference in 2007-

January- In this month, 166 actual units of binder is sold out of 293 estimated units, 50 actual
units of Pen set is sold out of 92 estimated units and 189 actual units of Pencil is sold out of 259
estimated units.
February- In this month, 110 actual units of Binder is sold out of 106 estimated units, 45 actual
units of desk is sold out of 102 estimated units, 76 actual units of Pen is sold out of 79 estimated
units, 55 actual units of Pen set is sold out of 76 estimated units and 35 actual units of Pencil is
sold out of 85 estimated units.
March- In this month, 391 actual units of Binder is sold out of 350 estimated units, 80 actual
units of pen is sold out of 94 estimated units and 98 actual units of Pen set is sold out of 105
estimated units.
Conclusion- February is the only month where all the items got sold.
Region-Wise Sales Difference in 2007-
January-
 Ontario- The Sales difference between actual and estimated units is below and it has a
huge difference in comparison to other two region.
 Quebec- The sales difference between actual and estimated units is below due to the
selling of actual units is less in comparison to estimated units.
 Alberta- The sales difference between the actual units and estimated units is below.
February-
 Ontario- The Sales difference between actual and estimated units is below and it has a
huge difference in comparison to other two region.
 Quebec- There is no sales difference is occurred as no selling is involved in this region.
 Alberta- The sales difference is almost negligible as actual units are sold nearly equal to
estimated units.
March-
 Ontario- The sales difference is positive as actual units are sell more than the estimated
units.
 Quebec- The sales difference is also positive.
 Alberta- The sales difference is positive.
Conclusion- March is the only month where all three regions has shown positive results in sales.

YEAR 2008-
Monthly-Wise Sales Difference in year 2008-
January- In this month, 128 actual units are sold out of 195 estimated units, 26 actual units of
items are sold out of 98 estimated units, 131 actual units of pencil is sold out of 193 estimated
units.
February- In this month, 34 actual units of desk is sold out of 99 estimated units, 76 actual units
of Pen are sold out of 89 estimated ones, 42 actual units of pen set is sold out of 83 estimated
units and 137 actual units of Pencil is sold out of 204 estimated units.
March- In this month, 226 actual units of Binder is sold out of 186 estimated units and 24 actual
units of Pencil is sold out of 92 estimated units of Pencil.
Conclusion- Only March has shown positive result in Alberta region.
Region-Wise Sales Difference in Year 2008-
January-
 Ontario- The sales difference between actual units and estimated units is below.
 Quebec- The sales difference between actual and estimated units is below and huge
difference is there as compare to other two regions.
 Alberta- There is no sales difference between actual and estimated units as no selling is
involved.
February-
 Ontario- The sales difference between actual and estimated units is below where items
sold actually is less than the estimated ones.
 Quebec- The sales difference is low but the overall result is below.
 Alberta- The sales difference between actual units and estimated units is below.

March-
  Ontario- The sales difference between actual and estimated units is below where items
sold actually is less than the estimated ones.
 Quebec- There is no sales difference between actual and estimated units as no selling is
involved.
 Alberta- The Sales difference result is positive which means overall items are actually
sold more than estimated units.

ANALYSIS ON THE BASIS OF CUSTOMER TYPE

Year best and worst performer
Year Best performer Worst performer
2003 Planet with estimated sales 455 and Galaxy with estimated sales 470 and
actual sales 448 actual sales 391
2004 Galaxy with estimated sales 109 and Planet with estimated 677 and actual 530
actual sales 92
2005 Planet with estimated 279 and actual Enterprise with estimated 167 and actual
239 126
2006 Galaxy and Planet with estimated sales Enterprise with estimated sales 751 and
621 and actual sales 501 and estimated actual sales 549
383 and actual 263 respectively
2007 Planet with estimated 372 and actual Enterprise with estimate sales 711 and
280 actual sales 608
2008 Galaxy with estimated sales 198 and Planet with estimated 457 and actual 226.
actual sales 167

Planet performs the best the maximum number of times compared to all the other customers
while enterprise performs the worst the maximum number of times in the consecutive years
2005, 2006 and 2007.
Year 2003 has the highest sales revenue with 501 actual sales generated by Galaxy.

Year 2003
 January – Galaxy is the best performer with estimated sales 89 and actual sales 75. Planet
performs the worst. It has estimated sales of 105 while the actual sales were 74.
Enterprise didn’t perform in this year.
 February- The best performance was given by planet wherein the estimated sales were
172 and the actual achieved was 159. Enterprise performed the worst with estimated sales
of 213 while actual sales was 107.
 March- All the three customers achieved their targets. But Enterprise performed better
than others with estimated sales of 349 and actual sales of 393. The worst was Galaxy
with 275 estimated sales and 288 actual sales.

Also, March is the only month in which all the three customers achieved more than their
targets. Among all, Enterprise was the best.

Year 2003, March

Year 2005 was the worst performing year.

Year 2005
 January – Galaxy is the best performer with estimated sales 373 and actual sales 310.
Planet performs the worst. It has estimated sales of 119 while the actual sales were 32.
 February- The best performance was given by Enterprise. Galaxy performed the worst
with estimated sales of 379 and actual sales was 253.
 March – planet performed the best while worst performance was given by galaxy.
We can clearly see that January is the worst month as only 32 was achieved out of the estimated
sales of 119.

Year 2005, Januar

ANALYSIS ON THE BASIS OF SALES REPRESENTATIVE

Year 2003 has been the best year so far as it had two best performers- Morgan and Jones. Also, it
had the less worst performers comparatively. Jones been the best performer sold the maximum in
region Ontario and Quebec. Maximum products sold by him were pens, binders and pencils.
Morgan sold the maximum in the region Quebec. His maximum selling products were pencils
and binders.
Parent was the only worst performer in this year. He sold the least in the region Quebec and his
least selling products were pen and pen set.
According to my analysis, Parent should be shifted from Quebec to some other region so that it is
able to improve its performance.
Talking about item, Parent should be given some other item as well keeping in mind the region
in order to improve his performance.

DONOUGHT INTERPRETATION
Year Maximum number of sales
by
2003 Jones
2004 Kivell
2005 Jardine
2006 Smith
2007 Sorvino
2008 Jones

From the above table we can see that Jones is the only representative that sold the maximum
number of times in two years i.e. 2003 and 2008.

Year 2003
 Year 2008

INTERPRETATION ON ITEM WISE LIST

Chart showing item wise list from the year 2003 to 2008
The list of items for each quarter contains binder, pen, pencil, pen set and desk.

For the year 2003

Jan- In the month of January the sales occurred only for pencil and pen set and blue color
indicates the actual sales while the red color indicates the estimated sales. The estimated sales for
pencil was 89 out of which 75 is the actual sales while for pen set the estimate is 105 and actual
is 74 which means there is more gap in achieving the estimated sales of pen stand as compared to
pencil.
Feb- In the month of February the sales occurred for binder, pen and pencil out of which pencil
is the only item which has crossed its estimated sales which was 75 to actual which is 89 so it has
performed really well. Now talking about the worst performance is of binder as the actual is 155
and the estimate is 319 which indicates that there is a lot of gap so company needs to put in
efforts in order to sell this particular item and the sales for pen was really close to its estimated
sales.
March- In the month of March the sales occurred for binder, pen, pen set and pencil out of
which binder has crossed its estimated sales and performed really well i.e. the estimate was 344
while its actual sales is 410 and pen and pencil have also been able to achieve the estimated
target.
Overall gist- In this particular year the sales of desk is almost minimal or no sales therefore
company should make effort to increase the sales of desk while on the other side binder, pen and
pencil has been performing good and with a little more emphasizes these items will perform
really well.

For the year 2004

Jan- In the month of January the sales occurred for the items binder, desk and pencil but the
actual sales is very less as compared to the estimated sales and not even half is achieved and the
main variation is in the sales of desk because the actual sales is only 28 against the estimate of 92
which is quiet low therefore it needs to be seen.
Feb- For the month of February the sales of only binder, pen set and pencil occurred and the
difference was of more than 50% in case of binder and the actual sales for pencil was 66 out of
the estimate of 103 and similarly for pen set the actual is 62 against the estimated sales of 94
which is close to the estimate but needs to be looked upon by the company.
March- In the month of March the sales occurred for pen, pen set and pencil and all these items
in this month has performed really well. Pen has performed more than the estimated sales i.e the
estimated sales was 201 while he actual is 204 and same goes for pencil. Therefore, company
should focus on selling binder and desk in this particular month.
Overall gist- The company is performing well in the month of march in the items pen set, pen
and pencil but it needs to pay more focus on items like binder and desk which can further be
improved and worked upon.

For the year 2005

Jan- In the month of January the sales occurred for all the items except desk that means binder,
pen, pen set and pencil all have been sold and the position of pen set is good because the actual
has crossed the estimated sales and there was very less gap between the estimated sales and
actual sales of binder, pen and pencil.
Feb- In the month of February the sales occurred for all the items except for pen which means
that the sales of binder, desk, pencil and pen set happened and binder performed really well and
crossing the estimate of 91 to 94 while there was a huge gap between the estimated sales and
actual sales of desk and pen set.
March- In the month of March the sales occurred for binder and pen set and items have been
able to achieve the estimated sales. In case of pen set the item has exceeded the estimated sales
i.e. the estimated sales is 261 while the actual is 291 which means this item has performed really
well and binder has also achieved 90% of its estimated sales this month but there was no sales of
pen set, pencil and desk.
Overall gist- In this particular year the sales occurred for all the items in either January,
February or March but then the sales of pen, pencil and desk was very minimal or we can say no
contribution therefore company should work on them in the month of March.

For the year 2006

Jan- In the month of January the sales occurred only for binder, pen and pencil and estimated
sales was more in the case of binder and pen and the actual was very less therefore company
needs to work on increasing the sales of these items.
Feb- In the month of February the sales occurred for binder, pen set and pencil and out of which
the sales of pencil was very less i.e. just 25 out of 99 which is just 25% so company needs to
increase it anyhow and talking about the sales of binder and pen set the company has been able
to achieve the sales of binder up to 80% and up to 60% for pen set so company can work upon it
to increase it.
March- In the month of March the sales occurred for binder and pen set and the results were
good. The sales for binder crossed the estimated sales i.e. the estimated was 251 and the actual
happened to be 273 which is quite good and in case of pen set also the achievement was more
than 90% but there was no sales of desk, pen and pencil.
Overall gist- In this particular year the sales occurred for all the items except desk which is not
performing at all so company needs to look on this matter and should either try to increase the
promotions in order to make this particular item get in the market or should eliminate it.

For the year 2007

Jan- In the month of January the sales occurred for binder, pen set and pencil and amongst these
three-pencil performed well but not as much as it should have been in comparison to the
estimated sales. There were no sales of pen and desk in the month of January.
Feb- In the month of February the sales occurred in all the items i.e. the sales o binder, pen,
pencil, pen set and desk all took place and out of these binder crossed the estimated sales of 106
to 110 and performed exceptionally well while the actual sales of pen was more than 95% in
comparison to its estimate but the sales of desk and pencil was very less so company needs to
work on the same and should try to increase the sales of pencil and desk.
March- In the month of March the sales occurred for binder, pen and pen set but the sales of
binder was the maximum i.e. the estimated was 350 and actual happened to be 391 which is quiet
good and as far as pen and pen set is concerned the actual sales of both was 85% and above as
compared to the estimated sales.
Overall gist- In this particular year the sales o all the items took place in Feburary and binder
performed exceptionally well but then the item that needs to be worked upon by the company is
desk and pencil.

For the year 2008

Jan- In the month of January the sales occurred only for binder, pen set and pencil and out of
these binder and pencil performed well and tried to achieve 75% and above of the estimated sales
while the actual sales for pen was really low and there were no sales for desk and pen in that
particular month.
Feb- In the month of February the sales occurred for all the items except for binder that means
the sales took place for desk, pen, pencil and pen set and actual sales for pencil and pen was
close to the estimated but for desk and pen set it was just 30% or less, therefore company needs
to work on the same.
March- In the month of March the sales occurred for only two items i.e. binder and pencil and in
these two also only binders performed really well and crossed the estimated sales from 186 to
226 while pencil performed and achieved the sales of only 25% in comparison to estimated sales.
Overall gist- In this particular year the sales of desk and pen set was quiet low as compared to
the other items so company needs to get more of the sales of these two items with better selling
and marketing strategies.
Overall conclusion observed in the past 6 years was that there was very less sales of desk in all
these 6 years therefore company needs to do more advertising and promotion of this particular
item else it will have to eliminate this item in the future because of least contribution in the
overall sales performance.

Data Layers
In data layer we have different type of data variables like customer type, region, sales
representative, item, we have date of actual sales and estimated sales achieved.
In customer type we have galaxy, planet, enterprise.
In region we have Ontario, Quebec, Alberta.
Same we have various items and respective sales representative.
Analysis layer
Each analysis layers explains about the company performance where we have compared with
various variable with the company actual sales and estimated sales for example like sales
difference according to year wise, region wise, estimated and actual sales according to month
wise, sales representative and customer wise.
 Year wise- In this analysis layer we have compared with actual and estimated sales in
reference of year and month wise.
 Item wise- In this analysis layer we have compared item wise actual and estimated sales
according to year and month wise.
 Customer wise- In this analysis layer we have categorized based on customer type and
comparing with actual and estimated sales according to year wise.
 Region wise- In this analysis layer we have differentiated based on region wise and
compared actual and estimated sales.
  Sale representative- In this analysis layer we have compared with actual an estimated
Prestation layer
The whole presentation layer combining all analysis layer we are communicating to particular
goal to find where the company is lagging and what all KPIs we need to focus more. We can see
what all faults on various layers and can act accordingly. This is the place where we can see
everything on single screen which makes the analysis simple.
Dashboard
Dashboard is simple and visual representation of data in whole. Here we have all analysis layer
on one roof and which is connected with each slicer.
 Year wise- It is connected with year slicer.
 Item wise- In this layer it connected to year and month slicer.
 Customer wise- In this layer it connected to year and month slicer.
 Region wise- In this layer it connected to year and month slicer.
 Sale representative- It is connected with year slicer.