{"id":3620,"date":"2020-11-18T11:40:56","date_gmt":"2020-11-18T11:40:56","guid":{"rendered":"https:\/\/pospotential.com\/?p=3620"},"modified":"2024-05-07T10:22:38","modified_gmt":"2024-05-07T10:22:38","slug":"pos-data-which-are-the-relevant-kpis-at-store-level","status":"publish","type":"post","link":"https:\/\/pospotential.com\/en\/blog\/pos-data-which-are-the-relevant-kpis-at-store-level\/","title":{"rendered":"POS Data: which are the relevant KPIs at store level?"},"content":{"rendered":"<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4cn8vd6-16ed7f8a0b49c720e89851715ff53d22\">\n.avia-section.av-k4cn8vd6-16ed7f8a0b49c720e89851715ff53d22{\nbackground-repeat:no-repeat;\nbackground-image:url(https:\/\/pospotential.com\/wp-content\/uploads\/sellout_bg.jpg);\nbackground-position:50% 50%;\nbackground-attachment:scroll;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-k4cn8vd6-16ed7f8a0b49c720e89851715ff53d22 main_color avia-section-default avia-no-border-styling  encabezado-single-blog avia-full-stretch avia-bg-style-scroll av-minimum-height av-minimum-height-66 av-height-percent  container_wrap fullsize'  data-section-bg-repeat='stretch' data-av_minimum_height_pc='66' data-av_min_height_opt='percent'><div class='container av-section-cont-open' ><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-3620'><div class='entry-content-wrapper clearfix'>\n<div class='flex_column_table av-7usef-2195258c4daf499cd559ed31cfc36249 sc-av_four_fifth av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-7usef-2195258c4daf499cd559ed31cfc36249\">\n.flex_column.av-7usef-2195258c4daf499cd559ed31cfc36249{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#ffffff;\n}\n<\/style>\n<div  class='flex_column av-7usef-2195258c4daf499cd559ed31cfc36249 av_four_fifth  bloque-encabezado-single-blog first no_margin flex_column_table_cell av-equal-height-column av-align-middle  '     ><section  class='av_textblock_section av-k4cnb9i3-ba490ea48cc07f188fa669778728e78b '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1 class=\"headers\">POS Data: which are the relevant KPIs at store level?<\/h1>\n<\/div><\/section><br \/>\n<section  class='av_textblock_section av-k4cnu2w4-ff89aa54af14cacddff0d1699911a9bd '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock bloque-encabezado-single-blog'  itemprop=\"text\" >Gilles Dallest\n<\/div><\/section><\/p><\/div><\/div><!--close column table wrapper. Autoclose: 1 --><div class='flex_column_table av-313a3d-fa25b25832b4b5b597152b8432b62683 sc-av_one_fifth av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-313a3d-fa25b25832b4b5b597152b8432b62683\">\n.flex_column.av-313a3d-fa25b25832b4b5b597152b8432b62683{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\nbackground-color:#ffffff;\n}\n<\/style>\n<div  class='flex_column av-313a3d-fa25b25832b4b5b597152b8432b62683 av_one_fifth  bloque-encabezado-single-blog no_margin flex_column_table_cell av-equal-height-column av-align-middle av-zero-column-padding  '     ><section  class='av_textblock_section av-k4cnu2w4-59ff2f184c280ce20693fe4dcbe8d4c9 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock bloque-encabezado-single-blog'  itemprop=\"text\" ><\/div><\/section><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n\n<div class='flex_column_table av-pbh47-22418633c640e1e10f7114eba54519d0 sc-av_one_half av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-pbh47-22418633c640e1e10f7114eba54519d0\">\n.flex_column.av-pbh47-22418633c640e1e10f7114eba54519d0{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-pbh47-22418633c640e1e10f7114eba54519d0 av_one_half first flex_column_table_cell av-equal-height-column av-align-top av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4cnl2wg-bccf98ae0e30eafcd1ff46909f99ed3d\">\n.avia-image-container.av-k4cnl2wg-bccf98ae0e30eafcd1ff46909f99ed3d img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-k4cnl2wg-bccf98ae0e30eafcd1ff46909f99ed3d .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-k4cnl2wg-bccf98ae0e30eafcd1ff46909f99ed3d av-styling-no-styling avia_animated_image av-animated-when-visible-95 fade-in avia-align-center'   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-3625 avia-img-lazy-loading-not-3625 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/sellout.jpg\" alt='Puntos de venta' title='sellout'  height=\"608\" width=\"500\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/sellout.jpg 500w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-247x300.jpg 247w\" sizes=\"(max-width: 500px) 100vw, 500px\" \/><\/div><\/div><\/div><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<div class='flex_column_table av-m8rrz-8f2cf69465bdf8ab8a45c8d6dd62af29 sc-av_one_half av-equal-height-column-flextable'><div class='av-flex-placeholder'><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-m8rrz-8f2cf69465bdf8ab8a45c8d6dd62af29\">\n.flex_column.av-m8rrz-8f2cf69465bdf8ab8a45c8d6dd62af29{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-m8rrz-8f2cf69465bdf8ab8a45c8d6dd62af29 av_one_half flex_column_table_cell av-equal-height-column av-align-top av-animated-generic fade-in av-zero-column-padding  '     ><section  class='av_textblock_section av-k4b8xxgm-f41c8e2e32825fa1acc76cdd2d39f8f6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong style=\"color: var(--verde1);\">Proper tracking of point-of-sale activity is one of the keys to operational excellence.<\/strong> However, it is sometimes not so easy to effectively prioritize the different datasets available. <strong style=\"color: var(--verde1);\">The purpose of this post is to try and provide some clarity starting with making the difference between quantitative &#8220;results&#8221; data &#8220;operational excellence&#8221; indicators<\/strong> used to track and optimize sales at the level of each store.<\/p>\n<p>Listings, heads of gondolas or shelf shares percentages have never been goals in themselves but means to achieve the objective of selling more and better, in a profitable and sustainable way.<\/p>\n<p><strong style=\"color: var(--verde1);\">It is the availability and comparison of quantitative and operational quality indicators that allow us to judge the effectiveness of the strategies and tactics<\/strong> implemented and to allocate the appropriate resources to the channels and stores that require them.<\/p>\n<\/div><\/section><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k584ornz-67bb848f28e8aeb703de2c06e66e510d\">\n.avia-section.av-k584ornz-67bb848f28e8aeb703de2c06e66e510d{\nbackground-color:var(--verde1);\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_2'  class='avia-section av-k584ornz-67bb848f28e8aeb703de2c06e66e510d main_color avia-section-default avia-no-border-styling avia-bg-style-scroll container_wrap fullsize'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-3620'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5859jlf-2733466d6488858df1a8c7fd94f5f768\">\n.flex_column.av-k5859jlf-2733466d6488858df1a8c7fd94f5f768{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-k5859jlf-2733466d6488858df1a8c7fd94f5f768 av_one_half first flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4b8xxgm-75f76cb219c778b1f1d89c60f5a1f83b\">\n#top .av_textblock_section.av-k4b8xxgm-75f76cb219c778b1f1d89c60f5a1f83b .avia_textblock{\ncolor:#ffffff;\n}\n<\/style>\n<section  class='av_textblock_section av-k4b8xxgm-75f76cb219c778b1f1d89c60f5a1f83b '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><p>BASIC INDICATORS<\/p>\n<p>The basic indicators at POS level can be categorized as follows\u00a0:<\/p>\n<p><strong style=\"color: #15182e;\">Quantitative KPIs (how much?)<\/strong><\/p>\n<ul>\n<li>Turnover and progression<\/li>\n<li>Rotations<\/li>\n<li>Market share<\/li>\n<\/ul>\n<p><strong style=\"color: #15182e;\">Operational excellence KPIs (how?)<\/strong><\/p>\n<ul>\n<li>Price<\/li>\n<li>Presence of the assortment\n<ul>\n<li>Listings<\/li>\n<li>Out-of-stocks<\/li>\n<li>Innovation<\/li>\n<\/ul>\n<\/li>\n<li>Visibility\n<ul>\n<li>Shelf share<\/li>\n<li>Shelf height<\/li>\n<li>Promotional exposure (yes\/no, type of exposure)<\/li>\n<li>Communication<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>The three main data sources for these KPIs being:<\/p>\n<ul>\n<li><strong style=\"color: #15182e;\">Sell-out data<\/strong> aka \u201cPOS data\u201d (\u00ab\u00a0point of sale\u00a0\u00bb) that can be sourced from cash register or loyalty card transactions.<\/li>\n<li><strong style=\"color: #15182e;\">Sales force store checks<\/strong> (CRM)<\/li>\n<li><strong style=\"color: #15182e;\">Stores direct deliveries<\/strong> aka \u201cSell-In\u201d<\/li>\n<\/ul>\n<p>Let\u2019s see now which data sources are the most relevant<\/p>\n<\/div><\/section><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5859jlf-5d7b8e07a54e3e3e097f3061a6195b47\">\n.flex_column.av-k5859jlf-5d7b8e07a54e3e3e097f3061a6195b47{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-k5859jlf-5d7b8e07a54e3e3e097f3061a6195b47 av_one_half flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4cnl2wg-a8ec5c4fd05f2c1f9d53ae84a3d2df7c\">\n.avia-image-container.av-k4cnl2wg-a8ec5c4fd05f2c1f9d53ae84a3d2df7c img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-k4cnl2wg-a8ec5c4fd05f2c1f9d53ae84a3d2df7c .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-k4cnl2wg-a8ec5c4fd05f2c1f9d53ae84a3d2df7c av-styling-no-styling avia_animated_image av-animated-when-visible-95 fade-in avia-align-center'   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-3633 avia-img-lazy-loading-not-3633 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/sellout2.jpg\" alt='Foto de Oleg Magni en Pexels' title='sellout2'  height=\"667\" width=\"500\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/sellout2.jpg 500w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout2-225x300.jpg 225w\" sizes=\"(max-width: 500px) 100vw, 500px\" \/><\/div><\/div><\/div><\/div>\n\n<div class='flex_column_table av-gy5w7-32f1b83814000428a8cf33a2b0437bd1 sc-av_one_half av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-gy5w7-32f1b83814000428a8cf33a2b0437bd1\">\n.flex_column.av-gy5w7-32f1b83814000428a8cf33a2b0437bd1{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-gy5w7-32f1b83814000428a8cf33a2b0437bd1 av_one_half first flex_column_table_cell av-equal-height-column av-align-top av-animated-generic fade-in av-zero-column-padding  '     ><section  class='av_textblock_section av-k4b8xxgm-f41c8e2e32825fa1acc76cdd2d39f8f6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>SELL-OUT\u00a0DATA<\/p>\n<p><strong style=\"color: var(--verde1);\">Sell-Out data are the only type of data supplying the quantitative elements of demand<\/strong> as they are directly sourced from the stores check outs.<\/p>\n<p><strong style=\"color: var(--verde1);\">They also allow to calculate a wide range of qualitative KPIs<\/strong> once valorized and reworked with the adequate algorithms.<\/p>\n<p><strong style=\"color: var(--verde1);\">They are exhaustive data<\/strong> as within the data sharing agreements retailers usually supply manufacturers with information pertaining to all circuits and channels including smaller supermarkets and convenience stores.<\/p>\n<p>The main KPIs available or calculated thanks to POS data are:<\/p>\n<p><strong style=\"color: var(--verde1);\">Quantitative KPIs (how much?)<\/strong><\/p>\n<ul>\n<li>Turnover and progression<\/li>\n<li>Rotations<\/li>\n<li>Market share<\/li>\n<\/ul>\n<p><strong style=\"color: var(--verde1);\">Operational excellence KPIs (how?)<\/strong><\/p>\n<ul>\n<li>Price<\/li>\n<li>Presence of the assortment\n<ul>\n<li>Listings<\/li>\n<li>Out-of-stocks<\/li>\n<li>Innovation<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong style=\"color: var(--verde1);\">Visibility KPIs are actually the only ones that remain out of the scope of the information directly supplied or calculated with sell-out data.<\/strong><\/p>\n<\/div><\/section><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<div class='flex_column_table av-7wi4n-81a5d88ae8dc21ce2c2aabebeba0a7b5 sc-av_one_half av-equal-height-column-flextable'><div class='av-flex-placeholder'><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-7wi4n-81a5d88ae8dc21ce2c2aabebeba0a7b5\">\n.flex_column.av-7wi4n-81a5d88ae8dc21ce2c2aabebeba0a7b5{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-7wi4n-81a5d88ae8dc21ce2c2aabebeba0a7b5 av_one_half flex_column_table_cell av-equal-height-column av-align-top av-animated-generic fade-in av-zero-column-padding  '     ><section  class='av_textblock_section av-k4b8xxgm-f41c8e2e32825fa1acc76cdd2d39f8f6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>SELL-IN DATA<\/p>\n<p><strong style=\"color: var(--verde1);\">Sell-In data are the most traditional measure of store sales<\/strong> sourced from direct deliveries to each of them.<\/p>\n<p><strong style=\"color: var(--verde1);\">They are limited to stores that are direct-delivered<\/strong>, a practice that has been greatly reduced with the spread of retailers\u2019 logistic platforms, thus depriving manufacturers of a fundamental indicator.<\/p>\n<p><strong style=\"color: var(--verde1);\">They are an excellent complement to the &#8220;Sell-Out&#8221; data<\/strong> since they allow to calculate the level of stock within the distributor\u2019s supply chain even if this information is only available at each platform\u2019s level.<\/p>\n<p><strong style=\"color: var(--verde1);\">Quantitative KPIs (how much?)<\/strong><\/p>\n<ul>\n<li>Turnover and progression<\/li>\n<li>Rotations<\/li>\n<\/ul>\n<p><strong style=\"color: var(--verde1);\">Operational excellence KPIs (how?)<\/strong><\/p>\n<ul>\n<li>Presence of the assortment\n<ul>\n<li>Listings<\/li>\n<li>Innovation<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div><\/section><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k584ornz-67bb848f28e8aeb703de2c06e66e510d\">\n.avia-section.av-k584ornz-67bb848f28e8aeb703de2c06e66e510d{\nbackground-color:var(--verde1);\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_3'  class='avia-section av-k584ornz-67bb848f28e8aeb703de2c06e66e510d main_color avia-section-default avia-no-border-styling avia-bg-style-scroll container_wrap fullsize'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-3620'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5859jlf-2733466d6488858df1a8c7fd94f5f768\">\n.flex_column.av-k5859jlf-2733466d6488858df1a8c7fd94f5f768{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-k5859jlf-2733466d6488858df1a8c7fd94f5f768 av_one_half first flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4cnl2wg-75cb941a7e80497328f02ad45d09904e\">\n.avia-image-container.av-k4cnl2wg-75cb941a7e80497328f02ad45d09904e img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-k4cnl2wg-75cb941a7e80497328f02ad45d09904e .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-k4cnl2wg-75cb941a7e80497328f02ad45d09904e av-styling-no-styling avia_animated_image av-animated-when-visible-95 fade-in avia-align-center'   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-3656 avia-img-lazy-loading-not-3656 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/crm.jpg\" alt='Foto de Karolina Grabowska en Pexels' title='crm'  height=\"750\" width=\"500\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/crm.jpg 500w, https:\/\/pospotential.com\/wp-content\/uploads\/crm-200x300.jpg 200w, https:\/\/pospotential.com\/wp-content\/uploads\/crm-470x705.jpg 470w\" sizes=\"(max-width: 500px) 100vw, 500px\" \/><\/div><\/div><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5859jlf-5d7b8e07a54e3e3e097f3061a6195b47\">\n.flex_column.av-k5859jlf-5d7b8e07a54e3e3e097f3061a6195b47{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-k5859jlf-5d7b8e07a54e3e3e097f3061a6195b47 av_one_half flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4b8xxgm-75f76cb219c778b1f1d89c60f5a1f83b\">\n#top .av_textblock_section.av-k4b8xxgm-75f76cb219c778b1f1d89c60f5a1f83b .avia_textblock{\ncolor:#ffffff;\n}\n<\/style>\n<section  class='av_textblock_section av-k4b8xxgm-75f76cb219c778b1f1d89c60f5a1f83b '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><p>CRM DATA<\/p>\n<p><strong style=\"color: #15182e;\">The CRM data (or store checks data) allow to know the qualitative elements of the presence of SKUs<\/strong>since they are derived from observations made in each store by the Sales Representatives or by panelists.<\/p>\n<p><strong style=\"color: #15182e;\">They are limited to the stores visited<\/strong> since sales forces never cover the entire channels of distribution especially when it comes tu smaller supermarkest and covenience stores.<\/p>\n<p><strong style=\"color: #15182e;\">They have essentially a statistical value<\/strong> as the frequency of sales force visits to the stores (at best weekly) does not allow to get a full pictures of the situation especially with regard to out-of-stocks and pricing.<\/p>\n<p><strong style=\"color: #15182e;\">They are an ideal complement to the &#8220;Sell-Out&#8221; data<\/strong> as they are the main source in terms of shelf share information or the quality of promotional exposure.<\/p>\n<p><strong style=\"color: #15182e;\">Quantitative KPIs (how much?)<\/strong><\/p>\n<ul>\n<li>None<\/li>\n<\/ul>\n<p><strong style=\"color: #15182e;\">Operational excellence KPIs (how?)<\/strong><\/p>\n<ul>\n<li>Price (visited stores only)<\/li>\n<li>Presence of the assortment (visited stores only)\n<ul>\n<li>Listings<\/li>\n<li>Out-of-stocks (on the day and time of the visit only)<\/li>\n<li>Innovation<\/li>\n<\/ul>\n<\/li>\n<li>Visibility (visited stores only)\n<ul>\n<li>Shelf share<\/li>\n<li>Shelf height<\/li>\n<li>Promotional exposure (yes\/no, type of exposure)<\/li>\n<li>Communication<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/div><\/section><\/div>\n\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-2dm5pl-01f9296144a2434c14799bffad9c3731\">\n.flex_column.av-2dm5pl-01f9296144a2434c14799bffad9c3731{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-2dm5pl-01f9296144a2434c14799bffad9c3731 av_one_full first flex_column_div av-zero-column-padding  '     ><section  class='av_textblock_section av-kets2qb8-48f2ae7b026d946bc47e8411bce06d8e '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>THE IDEAL COMBINATION<br \/>\nThe combination of Sell-Out data and CRM surveys, as well as ideally Sell-In data and panels, provides a perfect view not only of the measures implemented in each store but also of the results of these actions and makes it possible to appreciate the relevance and quality of the plans implemented.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-3642 aligncenter\" src=\"http:\/\/pospotential.com\/wp-content\/uploads\/flowen.jpg\" alt=\"\" width=\"540\" height=\"435\" \/><\/p>\n<\/div><\/section><\/div>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k584ornz-67bb848f28e8aeb703de2c06e66e510d\">\n.avia-section.av-k584ornz-67bb848f28e8aeb703de2c06e66e510d{\nbackground-color:var(--verde1);\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_4'  class='avia-section av-k584ornz-67bb848f28e8aeb703de2c06e66e510d main_color avia-section-default avia-no-border-styling avia-bg-style-scroll container_wrap fullsize'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-3620'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5859jlf-2733466d6488858df1a8c7fd94f5f768\">\n.flex_column.av-k5859jlf-2733466d6488858df1a8c7fd94f5f768{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-k5859jlf-2733466d6488858df1a8c7fd94f5f768 av_one_full first flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4b8xxgm-32606b18c5d2e5391c591b00e4105b62\">\n#top .av_textblock_section.av-k4b8xxgm-32606b18c5d2e5391c591b00e4105b62 .avia_textblock{\ncolor:#ffffff;\n}\n<\/style>\n<section  class='av_textblock_section av-k4b8xxgm-32606b18c5d2e5391c591b00e4105b62 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h2 class=\"claim-blog\">If you\u2019re reading this, you\u2019re one step away from selling more and better! Did you enjoy the read? Please, tell us more!<\/h2>\n<\/div><\/section><br \/>\n<br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k4b8xxgm-567f45bb326de5ba08b834a0c0400430\">\n#top .av_textblock_section.av-k4b8xxgm-567f45bb326de5ba08b834a0c0400430 .avia_textblock{\nfont-size:10px;\ncolor:#000000;\n}\n<\/style>\n<section  class='av_textblock_section av-k4b8xxgm-567f45bb326de5ba08b834a0c0400430 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><p>ThinkBI SLU processes personal data in order to address your request or enquiry with your consent. To learn more about how we manage your personal data and to exercise your rights, please refer to our privacy policy.<\/p>\n<\/div><\/section><\/p><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-7g7ct-4cf5c9dbda32791834379597fc6dba36\">\n.flex_column.av-7g7ct-4cf5c9dbda32791834379597fc6dba36{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-7g7ct-4cf5c9dbda32791834379597fc6dba36 av_one_full first flex_column_div av-zero-column-padding  '     ><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"<p>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 &quot;results&quot; data &quot;operational excellence&quot; indicators used to track and optimize sales at the level of each store.<\/p>\n","protected":false},"author":7,"featured_media":3648,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5],"tags":[],"class_list":["post-3620","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/posts\/3620","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/comments?post=3620"}],"version-history":[{"count":8,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/posts\/3620\/revisions"}],"predecessor-version":[{"id":8337,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/posts\/3620\/revisions\/8337"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/media\/3648"}],"wp:attachment":[{"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/media?parent=3620"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/categories?post=3620"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pospotential.com\/en\/wp-json\/wp\/v2\/tags?post=3620"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}