With which key lever to start an analysis based on store sell out data?

So, to the question: “with what key levers to start a basic sell-out analysis?” I would answer: “with the one that seems to be most relevant for the category and the channel in question”.
Perhaps it is an answer that helps very little, but it is the most logical. For a manufacturer of “liquid” products such as milk, water or beer that have as characteristics large pack sizes and high levels of rotations leading to in-store replenishment problems, reducing out of stocks will clearly be a priority. On the other hand, for those who are dedicated to manufacturing chocolate bars, a category where fierce competition is focused on the field of promotions, it will be necessary to optimize above all promotional mechanisms and visibility.

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With which key lever to start an analysis based on store sell out data?

So, to the question: “with what key levers to start a basic sell-out analysis?” I would answer: “with the one that seems to be most relevant for the category and the channel in question”.
Perhaps it is an answer that helps very little, but it is the most logical. For a manufacturer of “liquid” products such as milk, water or beer that have as characteristics large pack sizes and high levels of rotations leading to in-store replenishment problems, reducing out of stocks will clearly be a priority. On the other hand, for those who are dedicated to manufacturing chocolate bars, a category where fierce competition is focused on the field of promotions, it will be necessary to optimize above all promotional mechanisms and visibility.

The decision tree that hides the forest

How can a decision tree be defined? The most effective is to listen to the shopper to understand his decision-making process. For this we can use ad hoc studies based on focus groups or questionnaires, but the most interesting methodologies are based on observation in store (real or virtual) followed by questions to the shopper.

Product-in-store innovation: an increasing challenge

The number of innovations in FMCG has declined regularly for ten years, as shown by the study "Radar of Innovation 2020" carried out by Kantar and Promarca

From product marketing to shopper marketing

Modern marketing was formally born in the 30s in the United States when manufacturers moved from a production strategy (the famous quote by Henry Ford: “The customer can choose the color of his car, as long as it is black”) to a sales and marketing strategy in which the goal is to meet the consumer's expectations in terms of product availability and characteristics.

3 key market trends in FMCG

The world of retail is on roller coaster ride since the start of COVID-19 and 2021 is bringing some more loops! Here is our top 3 of trends we have seen in 2021 so far...

Join the dark side, we have ice cream!

M&M's, Nocilla, Cacaolat, Ferrero, Raffaello, Haribo, Oikos... all the blockbuster brands in the world of snacking and confectionary have decided to move on to the "dark side" and invest in one of the fastest growing categories in grocery retail: ice creams.

Reduce your size by 98% and conquer the world!

At POS Potential we are always curious of best practices of operational excellence within the FMCG world and today we’d like to share an example of product innovation focused on packaging, and more specifically on pack size.

Discover how POS Potential helps with digital solutions for growth

‘POS Potential’ means ‘point of sale potential’ because that’s exactly the goal that we’ve set for ourselves: to help retailers and suppliers seek out hidden growth by improving operational excellence at store level.

Omnichannel distribution: the rise of shopper centric strategies

At POS Potential we feel good about the following definition (take a deep breath before reading): Omnichannel: a customer-centric distribution strategy that puts emphasis in a deep understanding and definition of a brand's target market/buyer persona by which a brand makes its products available where its customers are shopping, delivering a unified and personalized experience across the channels where it is present.

POS Data: which are the relevant KPIs at store level?

Proper tracking of point-of-sale activity is one of the keys to operational excellence. However, it is sometimes not so easy to effectively prioritize the different datasets available. The purpose of this post is to try and provide some clarity starting with making the difference between quantitative "results" data "operational excellence" indicators used to track and optimize sales at the level of each store.

"Smart data": a generational issue?

Perhaps it’s because I’m slowly but steadily approaching the big 60, but there is a type of comment that really gets on my nerves: when a customer – or potential customer – tells me ‘our sales teams are too traditional [read: on the older side] to manage sell-out data’.

Let's talk about Category Management

As any professional from the FMCG world can tell you, 25 years after Category Management crossed the Atlantic, it still hasn’t become the standard for collaboration between retailers and suppliers that it promised to be.

Is Danone on the same innovation path as Ferrari?

We are all too familiar with some of the values that have defined the iconic Italian supercar manufacturer: performance, exclusivity and something we would call "Italian". Over the years these values have been implemented in a very effective innovation strategy based on one very specific concept: scarcity.

Net revenue management with smart data?

There is more and more talk about "Net Revenue Management" applied to the field of mass consumption, but what is it really about? What are its applications and benefits and most of all?

¡Smart (data) is the new sexy!

No a day goes by without talking about "big data" and it's true that so much information about human activity has never been generated as today.

Discover
our Blog
!

With which key lever to start an analysis based on store sell out data?

So, to the question: “with what key levers to start a basic sell-out analysis?” I would answer: “with the one that seems to be most relevant for the category and the channel in question”.
Perhaps it is an answer that helps very little, but it is the most logical. For a manufacturer of “liquid” products such as milk, water or beer that have as characteristics large pack sizes and high levels of rotations leading to in-store replenishment problems, reducing out of stocks will clearly be a priority. On the other hand, for those who are dedicated to manufacturing chocolate bars, a category where fierce competition is focused on the field of promotions, it will be necessary to optimize above all promotional mechanisms and visibility.

The decision tree that hides the forest

How can a decision tree be defined? The most effective is to listen to the shopper to understand his decision-making process. For this we can use ad hoc studies based on focus groups or questionnaires, but the most interesting methodologies are based on observation in store (real or virtual) followed by questions to the shopper.

Product-in-store innovation: an increasing challenge

The number of innovations in FMCG has declined regularly for ten years, as shown by the study “Radar of Innovation 2020” carried out by Kantar and Promarca

s

From product marketing to shopper marketing

Modern marketing was formally born in the 30s in the United States when manufacturers moved from a production strategy (the famous quote by Henry Ford: “The customer can choose the color of his car, as long as it is black”) to a sales and marketing strategy in which the goal is to meet the consumer’s expectations in terms of product availability and characteristics.

3 key market trends in FMCG

The world of retail is on roller coaster ride since the start of COVID-19 and 2021 is bringing some more loops! Here is our top 3 of trends we have seen in 2021 so far…

Join the dark side, we have ice cream!

M&M’s, Nocilla, Cacaolat, Ferrero, Raffaello, Haribo, Oikos… all the blockbuster brands in the world of snacking and confectionary have decided to move on to the “dark side” and invest in one of the fastest growing categories in grocery retail: ice creams.

category management

Reduce your size by 98% and conquer the world!

At POS Potential we are always curious of best practices of operational excellence within the FMCG world and today we’d like to share an example of product innovation focused on packaging, and more specifically on pack size.

Puntos de venta

Discover how POS Potential helps with digital solutions for growth

‘POS Potential’ means ‘point of sale potential’ because that’s exactly the goal that we’ve set for ourselves: to help retailers and suppliers seek out hidden growth by improving operational excellence at store level.

Omnichannel distribution: the rise of shopper centric strategies

At POS Potential we feel good about the following definition (take a deep breath before reading): Omnichannel: a customer-centric distribution strategy that puts emphasis in a deep understanding and definition of a brand’s target market/buyer persona by which a brand makes its products available where its customers are shopping, delivering a unified and personalized experience across the channels where it is present.

Foto de Mehrad Vosoughi en Pexels

POS Data: which are the relevant KPIs at store level?

Proper tracking of point-of-sale activity is one of the keys to operational excellence. However, it is sometimes not so easy to effectively prioritize the different datasets available. The purpose of this post is to try and provide some clarity starting with making the difference between quantitative "results" data "operational excellence" indicators used to track and optimize sales at the level of each store.

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