Tips for handling products and different groups. About products of related groups

…XYZ - debut studio album by British indie rock band Moose, released in 1992.

About the album

…XYZ represents Moose's departure from the hazy shoegazing style of the early EPs towards an indie pop direction. The song "Soon is Never Soon Enough" was recorded with the participation of the vocalist of the Irish rock band The Cranberries, Dolores O'Riordan.

In general, the album was received favorably by critics. Melody Maker's Simon Reynolds described …XYZ as "most good combination Moose's schizophrenia and aestheticism". Tom Doyle from noted that debut album the British band does not yet fit into independent music, but already gives a clear idea of ​​the group’s creative potential.

Wyndham Wallace, in a retrospective review of The Quietus, wrote that the album …XYZ The Moose "have emerged as a band whose love for home country, with all its nostalgia and romance, softens its typical hereditary equanimity."

Track list

1. "Slip & Slide" - 1:13 (Yates, Russell)
2. "Little Bird" Are You Happy In Your Cage)" - 2:54 (McKillop, K.J. "Moose")
3. "Don't Bring Me Down" - 4:01 (Yates, Russell/McKillop, K.J. "Moose")
4. "Polly" - 4:49 (Yates, Russell/McKillop, K.J. "Moose")
5. "The Whistling Song" - 2:56 (McKillop, K.J. "Moose")
6. "Everybody's Talking" - 2:41 (Neil, Fred)
7. "Sometimes Loving Is The Hardest Thing" - 5:15 (McKillop, K.J. "Moose")
8. "Soon Is Never Soon Enough" (feat. Dolores O"Riordan) - 4:01 (Yates, Russell/McKillop, K.J. "Moose")
9. "I'll See You In My Dreams" - 3:14 (Yates, Russell/McKillop, K.J. "Moose")
10. "High Flying Bird" - 3:14 (Yates, Russell/McKillop, K.J. "Moose")
11. "Screaming" - 3:56 (McKillop, K.J. "Moose")
12. "Friends" - 4:05 (McKillop, K.J. "Moose")
13. "XYZ" - 5:06 (McKillop, K.J. "Moose")
14. "This River Is Nearly Dry" - 4:22 (Yates, Russell/McKillop, K.J. "Moose")

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Links

• (English) on Discogs

Excerpt characterizing ...XYZ

Everyone knows that trade often involves resale, i.e. purchase of goods and their subsequent sale. If you can stock up on a product in advance, the demand for which will remain high level, then your trading will be successful. Otherwise, you will spend a lot of money on products with low demand. Thus, current reserves compensate for the inherent trading business uncertainty and bring good income.

XYZ analysis allows you to draw conclusions regarding the future state of customer demand for a particular product. No one will argue that it is always more profitable to purchase those goods for which there is constant demand and not spend the budget on a product whose relevance is only temporary. Well, let's figure out what the advantage of XYZ analysis is, how it is related to ABC analysis, and whether it can be done at home using office programs (such as Excel).

What's happenedXYZ analysis?

In comparison with ABC (see), XYZ analysis involves dividing the entire available assortment into conditional groups, the main difference of which is the predictability of demand. While ABC analysis determines the best-selling product, XYZ analysis can show the uniformity of demand for all products.

To conduct a complete and accurate XYZ analysis, you need to create a detailed list of goods on sale, as well as collect information on sales volumes. The obtained data must be entered into a Microsoft Office Excel table and the coefficient of variation for each position must be found using standard program tools (formulas for calculations, see below). Then the list is sorted by the degree of growth of the coefficients and divided into three groups - X, Y, Z.

The coefficient of variation fluctuates between 0 and 1. Group X includes those goods whose demand is between 0 and 0.1.

Group Y – for goods with a coefficient of 0.1-0.25.

All other products (with a coefficient above 0.25) belong to group Z.

Detailed analysis

So, category X contains products with the lowest coefficient of variation (CV). In other words, the demand for such goods remains virtually unchanged over time. Their sales volume is very easy to predict. Based on current sales figures, you can be confident that in the next months volumes (and, accordingly, income) will be the same.

Category Y is occupied by goods with so-called “seasonal” demand. Their demand changes regularly, but not significantly, and everything returns over time. Demand for this group of goods can be roughly predicted (based on external factors).

Finally, category Z contains products with the most unpredictable demand, which is almost impossible to predict. If in the current month you sold n units of such a product, then in the next month you can sell either twice as many or none at all. It is very difficult to deal with such products and, in order to avoid losses, it is better to thin out their assortment.

Table forABC/XYZ analysis

You can deepen your product knowledge and improve the efficiency of your business if you use conjoint analysis (ABC and XYZ) techniques. To do this, you need to create an assortment matrix with which you can identify the most illiquid and most relevant products. What is needed for this? Preliminarily conduct an ABC and XYZ analysis of your assortment.

After this, create a table of 3 by 3 cells (9 in total). Label the resulting columns sequentially as A, B and C, and the rows as X, Y, and Z.

Then go through the list of your products and distribute them into cells depending on the degree of their impact on overall revenue (indicators of ABC analysis) and by predictability of demand (indicators of XYZ analysis). Based on these results, you can create the optimal assortment for your store.

Cell AX will contain goods with the most stable demand and those generating maximum income. This is the niche of market leaders. Also focus your attention on cells BX and AY (that is, the entire upper left corner of the table).

The BY and CY cells will contain products that have some potential, but require active marketing promotion. Finally, the most unpredictable goods in terms of demand and unprofitable in terms of sales will become clearly visible. They will take positions BZ and CZ. You can investigate the reasons for their unpopularity and, if possible, intervene. Maybe the reason is due to inflated prices or other factors. Often, such goods should simply be abandoned.

How to spendXYZ analysis?

XYZ analysis includes several mandatory steps, failure to comply with which will lead to inaccurate results and a distorted picture of expected profit. So:

1. Select an object. Let it be food, for example.

2. Set the parameter – the number of units of products sold per month.

3. Decide on the period. Data for a year is most suitable for analysis. The longer the period, the more accurate the analysis results will be.

4. Calculation of the coefficient of variation for each item from the list. EF is a value that clearly shows the differences between monthly sales of certain products and average sales figures for a given period of time.

You can perform an ABC/XYZ analysis in an Excel table using the following formulas:

Legend:

V – coefficient of variation.

σ – standard deviation.

x with a line is the average sales volume for the entire time.

x i - sales volume of a certain product for the i period.

n is the number of time periods analyzed (based on the number of months).

After calculating the EF for each analyzed product, you will only need to sort them as the coefficient increases and divide them into categories, as described above.

If V is greater than 0.1 but does not exceed 0.25 – group Y;

XYZ analysis using the example of a grocery store

As clear example We will carry out a specific ABC/XYZ analysis of the assortment of a food store. Let's divide the products into appropriate subgroups: alcoholic products, meat products, bakery products, confectionery products, dairy products, canned food, frozen foods.

Having carried out an ABC analysis, we find out that group A is occupied by dairy products and alcohol - the store’s revenue rests mainly on them. Group B became a niche for baked goods and meat products, while Group C found a place for frozen foods and canned goods. They are sold much less frequently than others and, therefore, generate significantly less profit.

We will carry out an XYZ analysis procedure on the same assortment to find out products with stable and unexpected demand. Here, alcohol and meat products, which are in inexhaustible demand, fall into category X. Category Y is represented by dairy, frozen and bakery products. Predicting demand for these products is somewhat more difficult. The most unpredictable products (category Z) are confectionery and canned goods.

Applying the dual analysis method to the obtained data (Table 3x3), we can conclude that maximum attention should be given to meat, alcohol and dairy products, since these groups of goods bring a large share of all profits and are consistently in demand.

Tips for handling products and different groups

So, you have a table of nine cells, with a fully distributed assortment. Below are some tips on what to do next with each product group.

1. Products in columns A and B provide your enterprise with the main turnover and bring maximum profit. It is strictly not recommended to remove these products from production and/or sale. They must always be available. Otherwise, you will lose a significant share of your profit and the favor of your customers, who will simply turn to another store or company.

2. Category C products require systematic control. If you don't have enough time to carefully plan your business, you may want to pay minimal attention to these products.

3. Row X will feature the most consistently selling products. Based on the results of the XYZ analysis and the quantity of goods sold last month, you can safely produce or purchase exactly the same number of units of product. You can be sure that everything will be sold out. Make sure that your warehouse always has some stock of products in this category.

4. Row Y – zone of goods with fluctuating demand. Study these products to see if they are subject to seasonal demand and place a bet on them just before the increase. The rest of the time, you can significantly reduce purchase volumes or production rates.

5. Products ranked Z are practically impossible to predict; demand for them falls and rises regardless of any circumstances. Therefore, it would be wise to stock up on a certain amount “just in case”, and also not to keep it in a warehouse, but to provide delivery upon direct order or when demand arises.

About products of related groups

1. Products placed in cells AX and AY provide the most optimal ratio of liquidity and profitability. Release most budget for the purchase of goods in this particular category, reducing costs for the CZ group, for example.

2. Products located in the BY cell also need some reserve. It is worth ensuring that they are in stock.

3. In cells AZ and BZ the picture changes somewhat. These products are selling well, but demand is very variable and cannot be predicted. In order not to lose potential income, but not to incur losses, transfer this group for a special ordering system. For example, you can import them quite often, but in small groups, regulating sales volumes. It is important to entrust work with this product to the most experienced manager.

4. Safety stocks of goods from cell CX should be reduced relative to previous indicators. As for CY, these goods should only be stocked if you have available funds.

UK UK

About the album

…XYZ represents Moose's departure from the hazy shoegazing style of the early EPs towards an indie pop direction. The song "Soon is Never Soon Enough" was recorded with the participation of the vocalist of the Irish rock band The Cranberries, Dolores O'Riordan.

In general, the album was received favorably by critics. Melody Maker's Simon Reynolds described …XYZ as “the most successful combination of Moose’s schizophrenia and aestheticism.” Tom Doyle from noted that the debut album of the British group does not yet fit into independent music, but already gives a clear idea of ​​​​the group's creative potential.

Wyndham Wallace, in a retrospective review of The Quietus, wrote that the album …XYZ The Moose "have emerged as a band whose love for their native country, with all its nostalgia and romance, softens its typical ancestral equanimity."

Track list

1. "Slip & Slide" - 1:13 (Yates, Russell)
2. "Little Bird (Are You Happy In Your Cage)" - 2:54 (McKillop, K.J. "Moose")
3. "Don't Bring Me Down" - 4:01 (Yates, Russell/McKillop, K.J. "Moose")
4. "Polly" - 4:49 (Yates, Russell/McKillop, K.J. "Moose")
5. "The Whistling Song" - 2:56 (McKillop, K.J. "Moose")
6. "Everybody's Talking" - 2:41 (Neil, Fred)
7. "Sometimes Loving Is The Hardest Thing" - 5:15 (McKillop, K.J. "Moose")
8. "Soon Is Never Soon Enough" (feat. Dolores O"Riordan) - 4:01 (Yates, Russell/McKillop, K.J. "Moose")
9. "I'll See You In My Dreams" - 3:14 (Yates, Russell/McKillop, K.J. "Moose")
10. "High Flying Bird" - 3:14 (Yates, Russell/McKillop, K.J. "Moose")
11. "Screaming" - 3:56 (McKillop, K.J. "Moose")
12. "Friends" - 4:05 (McKillop, K.J. "Moose")
13. "XYZ" - 5:06 (McKillop, K.J. "Moose")
14. "This River Is Nearly Dry" - 4:22 (Yates, Russell/McKillop, K.J. "Moose")

Write a review of the article "…XYZ"

Notes

Links

• (English) on Discogs

Excerpt characterizing ...XYZ

Date of publication: 12.2009
Posted by: Ad
Source: Encyclopedia of Hard Rock (2007)

XYZ

This American glam metal band can rightfully be considered the “brainchild” of DOKKEN founder, vocalist Don Dokken. He was the sound producer of XYZ's first album, which is why their music is so close to the musical concept of the "hard rock romantics" DOKKEN - the dynamics of the compositions plus lyrical vocals.
The first XYZ lineup in 1985 included European immigrants vocalist Terry Nous and bass guitarist Patt Fontain, drummer Joey Pafumi and guitarist Bobby Piper. Favorite place The Los Angeles club "The Wiskey" became the venue for performances. Almost until the end of the 80s, the group played in clubs, recorded demos and sent them to various recording studios.
In 1989, they were noticed and awarded a contract by Enigma Records, where, under the leadership of Don Dokken, XYZ recorded their first self-titled album, “XYZ” (1989). Marc Diglio played on it instead of Piper, and Pafumi "passed the sticks" to Paul Monroe. In fairness, it should be noted that at that time the group already had a studio album recorded at Atlantic Records, but, for unknown reasons (most likely financial), it was not realized.
"XYZ" produced two hits, "Inside Out" and "What Keeps Me Loving You", leaked to television, reached number 99 on the Billboard charts and went gold. Dokken's fans immediately noticed the similarity musical material XYZ with DOKKEN and actively supported the "double" around the world. This was immediately followed by a solo club tour and joint tours with rock stars ALICE IN CHAINS, ALICE COOPER, STEPPENWOLF, OZZY OSBOURN, TED NUGENT, FOREIGNER, ENUFF "Z NUFF.
After the release of the second album Hungry (1991) on Capitol Records, the ranks of the band's fans thinned noticeably. It includes a cover version of "Fire And Water" from the album of the same name by the famous formation FREE. But it did not save the frankly weak and inexpressive material of the long play, or perhaps the change of producers had an effect. The album was produced by George Tatco. Distressed by the failure, Diglio and Monroe left the group, and Tony Burnett and drummer Joey Shapiro decided to try success in XYZ. The attempt was unsuccessful, and after finishing tour the group broke up.
The musicians scattered around third party projects. Ilous sang in CAGE and FLYNN, Shapiro and Fontaine played in the PUZZLE GUT they created.
The reunion took place in 2002 with the semi-original Ilous-Monroe line-up, diluted by guitarist Jeff Northrup (ex-FOREIGNER, P? ?P KING COBRA) and bass guitarist Sean McNabb (ex-QUIET RIOT, THE GREAT WHITE) .
The fruit of the group's efforts was the album "Letter To God" (2002), dedicated by Ilous to his tragically deceased son. "Musically, XYZ has come close in sound to LED ZEPPELIN, which is quite clearly evident in the vocals and guitar riffs on "What's On Your Mind", "Tell Me" and "Rainy Day" ("Metal Library"). Helped the band record the disc famous drummer Vinnie Appice (DERRINGER, BLACK SABATH, DIO).
Unexpectedly for those who still remembered XYZ, an album appeared in 2005 called "Rainy Days", unreleased by Atlantic Records in the 80s, later supported by the compilation "Forbidden Demos 1985/1991" (2006). It looks like these were the last releases in XYZ's discography and history.

In this article, we will consider in detail and analyze in practice XYZ sales analysis.

XYZ analysis. Definition

XYZ analysis ­( EnglishXYZ-analysis) – a method of classifying a company’s resources into three groups based on their variability (stability). The objects of application of XYZ analysis can be various economic indicators of the company: sales volume, revenue, material costs, number of suppliers, etc. One of the most common applications this method is to identify goods that have steady demand (sales volumes), seasonal and random. This allows you to optimize inventory and free up additional resources.

XYZ analysis of product range. Formula

XYZ assortment analysis consists of grouping products into three groups based on the variability of their sales over past periods. To carry out the analysis, it is necessary to implement the following sequential algorithm.

At the first stage, the coefficient of variation of sales volume (demand level) is calculated for each product group. Sales variability is assessed using the coefficient of variation. The formula for calculating the coefficient of variation is the ratio of the standard deviation to mathematical expectation sales volume. The formula looks like this:

σ – standard deviation of sales volume;

x i – sales volume during the i-th period;

n is the number of periods of product sales under consideration;

x * – arithmetic mean value of product sales.

The meaning of the coefficient of variation is to estimate the percentage deviation of sales volume from the average value. The greater the variation index, the less stable the sales volume of this type of product.

At the second stage, the product range is sorted by the value of the coefficient of variation and the products are classified into three groups - XYZ based on the values ​​of the coefficient of variation. The table below shows the evaluation criterion and economic description for various groups goods.

Video lesson: “Sales assessment. Example of XYZ analysis in Excel"

Example of XYZ analysis of product sales volumes in Excel

In order to better understand the meaning of XYZ analysis, consider real example. In our case there is a store cell phones and there are sales volumes of various brands. For the analysis to be applied correctly, it is necessary that the sales period of consideration be at least 4 months.

Product range and sales volume

The coefficient of variation sales volumes=STDEV(B5:G5)/AVERAGE(B5:G5)

Calculation of the coefficient of variation of product sales

Now it is necessary to classify the goods into a group - “X”, “Y” or “Z”. To do this, we will write a formula that determines the class of the product and use the built-in “IF” formula in Excel. The formula will look like this:

Product group=IF(H5<10%;»X»;ЕСЛИ(H5<25%;»Y»;»Z»))

Grouping products by XYZ classes in Excel

To clearly see the structure of sales sustainability, it is necessary to group by class: Excel main menu → “Data” → “Sorting”.

Summary

The XYZ analysis method allows you to predict the stability of demand for products, sales volumes and inventories. Using the method frees up additional company resources and optimizes their business processes.