Forecasting Discipline and Inventory Risk Reduction - Multi-Channel Retail Brand

About The Project

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The Problem

A multi-channel retail and eCommerce brand had grown quickly but its planning processes had not kept pace. Demand planning was opinion-led rather than data-driven. Inventory decisions were made reactively. Promotional planning regularly collided with supply reality - creating either stockouts that damaged customer experience or overstock positions that tied up cash and required margin-eroding clearance activity.

The business was not short of energy or commercial ambition. It was short of the operational discipline to translate that ambition into reliable, profitable execution.

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What Winston Gray Did

Winston Gray introduced a structured S&OP-lite cadence - a weekly forecasting rhythm and monthly trade planning forum that brought demand, supply, and commercial functions into alignment for the first time. The process was designed to be practical and fast-running, not a bureaucratic planning exercise.

Inventory was segmented into core, seasonal, and risk categories with defined reorder triggers and decision rules for each. Standardised dashboards for sell-through rate, weeks of cover, and aged stock gave the trading team a consistent view of inventory health rather than relying on individual interpretation of disconnected data.

The marketing calendar was aligned to supply reality so promotional activity was planned around what the business could actually fulfil rather than what would drive short-term demand.

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The Outcome

Stockout rate dropped from 12% to 5%. Aged stock reduced from 22% to 14%. Cash conversion improved through tighter buy decisions. Urgent freight and reactive promotional activity dropped significantly. The business now plans with confidence rather than reacting to the consequences of decisions made without visibility.

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Result 1

‍Stockout rate reduced from 12% to 5% within one trading quarter

Result 2

‍Aged stock reduced from 22% to 14% through tighter buy decisions and inventory segmentation

Result 3

Improved cash conversion and significant reduction in urgent freight and reactive promotional activity