{"id":6468,"date":"2021-11-15T13:48:31","date_gmt":"2021-11-15T13:48:31","guid":{"rendered":"https:\/\/pospotential.com\/?p=6468"},"modified":"2024-05-07T10:01:27","modified_gmt":"2024-05-07T10:01:27","slug":"with-which-key-lever-to-start-an-analysis-based-on-store-sellout-data","status":"publish","type":"post","link":"https:\/\/pospotential.com\/en\/blog\/with-which-key-lever-to-start-an-analysis-based-on-store-sellout-data\/","title":{"rendered":"With which key lever to start an analysis based on store sell out data?"},"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-k4cn8vd6-58a08ced4d79b09cd75a2ea8de2d2981\">\n.avia-section.av-k4cn8vd6-58a08ced4d79b09cd75a2ea8de2d2981{\nbackground-repeat:no-repeat;\nbackground-image:url(https:\/\/pospotential.com\/wp-content\/uploads\/bgpalanca-scaled.jpg);\nbackground-position:50% 50%;\nbackground-attachment:scroll;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-k4cn8vd6-58a08ced4d79b09cd75a2ea8de2d2981 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-6468'><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-a18f01074c03cb0102241ec4b627d62e '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1 class=\"headers\">With which key lever to start an analysis based on store sell out data?<\/h1>\n<\/div><\/section><br \/>\n<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\" >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\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-m8rrz-03f7497bbf3636c1c62a8b9ec24bdc9d\">\n.flex_column.av-m8rrz-03f7497bbf3636c1c62a8b9ec24bdc9d{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-m8rrz-03f7497bbf3636c1c62a8b9ec24bdc9d av_one_half first flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><section  class='av_textblock_section av-k4b8xxgm-6a72df0092618b9e77adcdb6a3784cec '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>For a manufacturer, starting to receive <strong><a title=\"What is sell out data?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sell-out-data\/\">sell out data<\/a><\/strong> by store from a distributor&#8217;s must be a change and should impact the way the entire company operates, from sales to marketing, <strong><a title=\"What is shopper marketing?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/shopper-marketing\/\">shopper marketing<\/a><\/strong>, <strong><a title=\"What is the supply chain?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/supply-chain\/\">supply chain<\/a><\/strong> and finance. It means starting a journey to integrate in the day to day of the company the learnings and insights derived from this new and rich source of information to improve its operational excellence.<\/p>\n<p>The key <u>levers<\/u> that can be activated thanks to the availability and processing of <strong><a title=\"What is sell out data?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sell-out-data\/\">sell out data<\/a><\/strong> are the classic ones that define the <strong><a title=\"What is revenue management?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/revenue-management\/\">Revenue Growth Management<\/a><\/strong> process in FMCG:<\/p>\n<ul>\n<li>Efficient distribution and <strong><a title=\"What is assortment?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/assortment\/\">assortment<\/a><\/strong><\/li>\n<li>Pricing<\/li>\n<li>Reduction of <strong><a title=\"What is an out of stock?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/out-of-stock\/\">out of stocks<\/a><\/strong> \/ <strong><a title=\"What is On Shelf Availability (OSA)?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/on-shelf-availability\/\">OSA<\/a><\/strong><\/li>\n<li>Effective <strong><a title=\"What are trade promotions?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/trade-promotions\/\">promotions<\/a><\/strong><\/li>\n<li>Effective introduction of <strong><a title=\"What is innovation in FMCG?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/innovation\/\">innovation<\/a><\/strong><\/li>\n<\/ul>\n<p>Obviously, we would like to implement everything at once, but as previously said, it is a &#8220;journey&#8221; and the best way to put a solid foundation to a strategy and operations based on data is to go step by step reaping the fruits of this new process at each stage.<\/p>\n<p>So, to the question: \u201cwith what key <u>levers<\/u> to start a basic <strong><a title=\"What is the sell out?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sell-out\/\">sell out<\/a><\/strong> analysis?\u201d I would answer: &#8220;with the one that seems to be most relevant for the category and the channel in question&#8221;.<\/p>\n<p>Perhaps it is an answer that helps very little, but it is the most logical. For a manufacturer of \u201cliquid\u201d products such as milk, water or beer that have as characteristics large pack sizes and high levels of <u>rotations<\/u> leading to in-store replenishment problems, reducing <strong><a title=\"What is an out of stock?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/out-of-stock\/\">out of stocks<\/a><\/strong> 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 <strong><a title=\"What are trade promotions?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/trade-promotions\/\">promotions<\/a><\/strong>, it will be necessary to optimize above all promotional mechanisms and visibility.<\/p>\n<div id=\"gtx-trans\" style=\"position: absolute; left: 91px; top: 155.188px;\">\n<div class=\"gtx-trans-icon\"><\/div>\n<\/div>\n<\/div><\/section><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-pbh47-c1afb8be4c7d42b4481e13dae19415cb\">\n.flex_column.av-pbh47-c1afb8be4c7d42b4481e13dae19415cb{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-pbh47-c1afb8be4c7d42b4481e13dae19415cb av_one_half flex_column_div av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-knyix3ie-51000b8b117363ab15fc61b5442777a9\">\n.avia-image-container.av-knyix3ie-51000b8b117363ab15fc61b5442777a9 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-knyix3ie-51000b8b117363ab15fc61b5442777a9 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-knyix3ie-51000b8b117363ab15fc61b5442777a9 av-styling- 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-6472 avia-img-lazy-loading-not-6472 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/palanca.jpg\" alt='supply chain' title='palanca'  height=\"800\" width=\"600\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/palanca.jpg 600w, https:\/\/pospotential.com\/wp-content\/uploads\/palanca-225x300.jpg 225w, https:\/\/pospotential.com\/wp-content\/uploads\/palanca-529x705.jpg 529w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/div><\/div><\/div><\/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_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-6468'><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\" ><p>However, if we have to choose only one <u>lever<\/u> as the first one that will condition all the others, it will surely be &#8220;presence&#8221;. As one of my sales masters told me many years ago, &#8220;if the product is not in the store, it will not be sold&#8221;. It seems such clear evidence that I almost have a hard time writing a blog post on the subject, but sometimes it is not so simple to see the &#8220;low hanging fruits&#8221; or easier achievements when they are in front of our eyes.<\/p>\n<p>The availability of <strong><a title=\"What is sell out data?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sell-out-data\/\">sell out data<\/a><\/strong> by store allows to know what is sold in each store from which information is received with a monthly, weekly, and even daily periodicity. As the sale of an <strong><a title=\"What is a SKU?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sku\/\">SKU<\/a><\/strong> means that it is present in the store, we have at hand a permanently updated and almost real time follow-up of the physical distribution of the <strong><a title=\"What is assortment?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/assortment\/\">assortment<\/a><\/strong>. It allows us thus to have a <u>benchmark<\/u> of the different points of sale and \/ or clusters that facilitates the analysis and elaboration of plans.<\/p>\n<\/div><\/section><\/div>\n\n<div class='flex_column_table av-eayez-4816d35b10683e4d785a9b36589a985a sc-av_one_half av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-eayez-4816d35b10683e4d785a9b36589a985a\">\n.flex_column.av-eayez-4816d35b10683e4d785a9b36589a985a{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-eayez-4816d35b10683e4d785a9b36589a985a 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-8l70b-eb7d2fac7a8762cd7b9070379b4c8762\">\n.avia-image-container.av-8l70b-eb7d2fac7a8762cd7b9070379b4c8762 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-8l70b-eb7d2fac7a8762cd7b9070379b4c8762 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-8l70b-eb7d2fac7a8762cd7b9070379b4c8762 av-styling- 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-6476 avia-img-lazy-loading-not-6476 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/palanca2.jpg\" alt='supply chain' title='palanca2'  height=\"846\" width=\"600\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/palanca2.jpg 600w, https:\/\/pospotential.com\/wp-content\/uploads\/palanca2-213x300.jpg 213w, https:\/\/pospotential.com\/wp-content\/uploads\/palanca2-500x705.jpg 500w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/div><\/div><\/div><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<div class='flex_column_table av-gy5w7-5faea5b536904968516e302adb8b6726 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-gy5w7-5faea5b536904968516e302adb8b6726\">\n.flex_column.av-gy5w7-5faea5b536904968516e302adb8b6726{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-gy5w7-5faea5b536904968516e302adb8b6726 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-6a72df0092618b9e77adcdb6a3784cec '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>The availability of this information facilitates the work of the sales force that does not have to check the presence of the entire <strong><a title=\"What is assortment?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/assortment\/\">assortment<\/a><\/strong> on the visited stores\u2019 shelves, which not only generates cost savings, but ALSO allows to know the presence of the key references in ALL the points of sale including the ones that are not usually visited as smaller supermarkets or convenience stores. An analysis of distribution gaps makes it possible to define the potentials that can be exploited and quickly take the necessary measures.<\/p>\n<p>In addition to assortment, daily or weekly sales are also the source of a very important <strong><a title=\"What is a KPI?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/kpi\/\">KPI<\/a><\/strong>: the <u>rotation<\/u> of references.\u00a0 <u>Rotations<\/u> are the store sales of a <strong><a title=\"What is a SKU?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sku\/\">SKU<\/a><\/strong> over a period that can be the day, week, or month depending on the availability of the information. Combining the presence information of the references with the comparison of the rotations between stores defines the effectiveness of the <strong><a title=\"What is assortment?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/assortment\/\">assortment<\/a><\/strong> and it is possible to make changes so that each store has on its shelves the ranges that best respond to the expectations of the <strong><a title=\"Who is the shopper?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/shopper\/\">shopper<\/a><\/strong>.<\/p>\n<p>Once the presence of the effective <strong><a title=\"What is assortment?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/assortment\/\">assortment<\/a><\/strong> in the target distribution universe is assured, we can begin to move an additional step forward in the deployment of <strong><a title=\"What is revenue management?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/revenue-management\/\">Revenue Growth Management<\/a><\/strong> tools based on <strong><a title=\"What is sell out data?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/sell-out-data\/\">sell out data<\/a><\/strong> according to the characteristics of the category and implement tools to control <strong><a title=\"What is an out of stock?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/out-of-stock\/\">out of stocks<\/a><\/strong>,\u00a0 effective <strong><a title=\"What are trade promotions?\" href=\"https:\/\/pospotential.com\/en\/business-intelligence-and-fmcg-glossary\/trade-promotions\/\">promotions<\/a><\/strong> or <u>pricing.<\/u><\/p>\n<p>One safe step at a time and the journey towards implementing data-driven strategies and processes will be done safely and robustly!<\/p>\n<div id=\"gtx-trans\" style=\"position: absolute; left: 318px; top: 288.781px;\">\n<div class=\"gtx-trans-icon\"><\/div>\n<\/div>\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-6468'><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>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<section  class='av_textblock_section av-kfs1117z-684ba4c095934365c834b5bac4cdc811 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p style=\"font-size: 10px;\">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-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  '     ><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"<p>So, to the question: \u201cwith what key levers to start a basic sell-out analysis?\u201d I would answer: &#8220;with the one that seems to be most relevant for the category and the channel in question&#8221;.<br \/>\nPerhaps it is an answer that helps very little, but it is the most logical. For a manufacturer of \u201cliquid\u201d 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. 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