{"id":6636,"date":"2021-12-15T16:47:08","date_gmt":"2021-12-15T16:47:08","guid":{"rendered":"https:\/\/pospotential.com\/?p=6636"},"modified":"2024-05-15T07:44:46","modified_gmt":"2024-05-15T07:44:46","slug":"obtenir-et-exploiter-les-donnees-de-sell-out-obstacles-et-accelerateurs","status":"publish","type":"post","link":"https:\/\/pospotential.com\/fr\/blog\/obtenir-et-exploiter-les-donnees-de-sell-out-obstacles-et-accelerateurs\/","title":{"rendered":"Obtenir et exploiter les donn\u00e9es de sell out : obstacles et acc\u00e9l\u00e9rateurs"},"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-k4cn8vd6-66a3371a5a4658b707bbe7b5526011c3\">\n.avia-section.av-k4cn8vd6-66a3371a5a4658b707bbe7b5526011c3{\nbackground-repeat:no-repeat;\nbackground-image:url(https:\/\/pospotential.com\/wp-content\/uploads\/bg_sellout.jpg);\nbackground-position:50% 50%;\nbackground-attachment:scroll;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-k4cn8vd6-66a3371a5a4658b707bbe7b5526011c3 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-6636'><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\">Obtenir et exploiter les donn\u00e9es de sell out : obstacles et acc\u00e9l\u00e9rateurs<\/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>Si vous travaillez pour un distributeur ou dans le monde du retail, cette question peut sembler un peu \u00e9trange puisque les <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> sont bien \u00e9videmment la mati\u00e8re premi\u00e8re et le <strong><a title=\"Qu\u2019est-ce qu\u2019un KPI ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/kpi\/\">KPI<\/a><\/strong> le plus important de votre entreprise. Suivre les ventes de vos magasins ou de votre site Web est quelque chose que vous faites s\u00fbrement tous les matins !<\/p>\n<p>Cependant, pour qui fabrique un produit vendu via le r\u00e9seau de distribution d\u2019une soci\u00e9t\u00e9 tierce (g\u00e9n\u00e9ralement le cas d\u2019un fabricant de produits de grande consommation), il n\u2019est pas si \u00e9vident de savoir ce qui est r\u00e9ellement achet\u00e9 par le shopper dans les points de vente et donc de suivre le pouls r\u00e9el de la demande. Dans la plupart des cas, l\u2019optimisation de l\u2019efficacit\u00e9 de la <strong><a title=\"Qu\u2019est-ce que la supply chain ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/supply-chain\/\">supply chain<\/a><\/strong> passe par la centralisation logistique et l\u2019industriel qui livre ses produits \u00e0 une plate-forme de distribution perd de fait la vision des ventes de chaque magasin.<\/p>\n<p>Or ces informations sont essentielles pour mieux adapter les investissements et atteindre l\u2019excellence op\u00e9rationnelle. Les <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> permettent d\u2019apuyer le d\u00e9veloppement des ventes en activant correctement les leviers cl\u00e9s tels que :<\/p>\n<ul>\n<li>Distribution et <strong><a title=\"Qu\u2019est-ce que l\u2019assortiment ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/assortiment\/\">assortiment<\/a><\/strong> efficaces<\/li>\n<li>Efficacit\u00e9 de l\u2019introduction des <strong><a title=\"Que peut-on consid\u00e9rer comme \u00ab \u2019innovation \u00bb dans le monde des produits de grande consommation ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/innovation\/\">innovations<\/a><\/strong><\/li>\n<li>Lutte contre <strong><a title=\"Qu\u2019est-ce qu\u2019une rupture de stock ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/rupture-de-stock\/\">les ruptures de stock<\/a><\/strong><\/li>\n<li><strong><a title=\"Qu\u2019est-ce que la promotion ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/promotion\/\">Promotions<\/a><\/strong> efficaces<\/li>\n<li>Prix<\/li>\n<\/ul>\n<p>Sans <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> par magasin comme mati\u00e8re premi\u00e8re, le niveau d\u2019analyse possible avec les informations des <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell in?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-in\/\">donn\u00e9es de sell in<\/a><\/strong> et des <u>panels de distribution<\/u> reste tr\u00e8s faible et ne permet pas de prendre des mesures efficaces en termes de et \u00a0dimensionnement et allocation des ressources. Cependant, obtenir et tirer parti de ces donn\u00e9es n\u2019est pas si simple.<\/p>\n<\/div><\/section><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-pbh47-abff90d3ba87ee357503d124829a6d85\">\n.flex_column.av-pbh47-abff90d3ba87ee357503d124829a6d85{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-pbh47-abff90d3ba87ee357503d124829a6d85 av_one_half flex_column_div av-animated-generic fade-in av-zero-column-padding  '     ><section  class='av_textblock_section av-kx5ws0kq-4298f4942214e62bc02715645bf506e6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong>L\u2019information, c\u2019est le pouvoir<\/strong><\/p>\n<p>Le premier obstacle est \u00ab philosophique \u00bb, philosophie d\u2019entreprise s\u2019entend, et tous les distributeurs ne sont pas ouverts lorsqu\u2019il s\u2019agit de partager ce type d\u2019informations, que ce soit par m\u00e9fiance ou pour ne pas voir les avantages r\u00e9els d\u2019un travail en commun avec les fournisseurs. La devise \u00ab l\u2019information, c\u2019est le pouvoir \u00bb est encore bien inscrite dans l\u2019ADN de nombreuses entreprises et le fait que nous vivions \u00e0 l\u2019\u00e8re de \u00ab l\u2019open code \u00bb ne change malheureusement rien.<\/p>\n<p>Il y a quelque chose de culturel dans cette approche tr\u00e8s protectionniste selon le pays ou le type d\u2019entreprise. Si l\u2019on caricature on peut dire que plus l\u2019entreprise est moderne et des pays du nord, plus il est probable que ses donn\u00e9es de ventes seront partag\u00e9es.<\/p>\n<p>Un industriel doit \u00e9galement adopter une attitude tr\u00e8s respectueuse lorsqu\u2019il re\u00e7oit et travaille avec les <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> d\u2019un distributeur. D\u2019une certaine mani\u00e8re, ce dernier \u00ab\u00a0ouvre sa porte\u00a0\u00bb \u00e0 un tiers dans le but de travailler ensemble pour un b\u00e9n\u00e9fice partag\u00e9 \u00e0 savoir le d\u00e9veloppement d\u2019une cat\u00e9gorie de produits. Profiter de cette situation pour, par exemple, faire pression sur le distributeur dans le cadre des n\u00e9gociations annuelles serait une tr\u00e8s mauvaise id\u00e9e. En fait, la sanction serait alors tr\u00e8s rapide et simple sous la forme de la fermeture de la source de donn\u00e9es par l\u2019enseigne.<\/p>\n<p>Le but doit \u00eatre de transformer les donn\u00e9es en informations pour mettre en place des actions concr\u00e8tes visant au d\u00e9veloppement conjoint de l\u2019entreprise et des cat\u00e9gories.<\/p>\n<\/div><\/section><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kx5xcwgh-028a79e079231156f376f34586d042ac\">\n.flex_column.av-kx5xcwgh-028a79e079231156f376f34586d042ac{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-kx5xcwgh-028a79e079231156f376f34586d042ac 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-eo9gq-93f074e9300b675d207f8317ca9fcab0\">\n.avia-image-container.av-eo9gq-93f074e9300b675d207f8317ca9fcab0 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-eo9gq-93f074e9300b675d207f8317ca9fcab0 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-eo9gq-93f074e9300b675d207f8317ca9fcab0 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-6643 avia-img-lazy-loading-not-6643 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-1030x406.jpg\" alt='datos de sell out' title='datasellout'  height=\"406\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-1030x406.jpg 1030w, https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-300x118.jpg 300w, https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-768x303.jpg 768w, https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-1536x606.jpg 1536w, https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-2048x808.jpg 2048w, https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-1500x592.jpg 1500w, https:\/\/pospotential.com\/wp-content\/uploads\/datasellout-705x278.jpg 705w\" sizes=\"(max-width: 1030px) 100vw, 1030px\" \/><\/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-6636'><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><strong>Il n\u2019y a jamais de d\u00e9jeuner gratuit<\/strong><\/p>\n<p>\u00ab\u00a0il n\u2019y a jamais de d\u00e9jeuner gratuit\u00a0\u00bb disent les Am\u00e9ricains et dans le cas des donn\u00e9es de vente\u00a0 cette maxime s\u2019applique m\u00eame si le \u00ab\u00a0co\u00fbt du repas\u00a0\u00bb d\u00e9pend beaucoup de l\u2019approche strat\u00e9gique (ou tactique) de qui les fournit, c\u2019est-\u00e0-dire le distributeur.<\/p>\n<p>On peut distinguer deux types de politique de leur part : <em>partager<\/em> les donn\u00e9es dans le but d\u2019am\u00e9liorer la croissance de la cat\u00e9gorie avec l\u2019industriel ou bien les <em>vendre<\/em> pour am\u00e9liorer la rentabilit\u00e9 du compte d\u2019exploitation du fournisseur.<\/p>\n<p>Dans le premier cas, l\u2019enseigne est essentiellement en attente de ressources pour mieux exploiter l\u2019information et faire \u00ab\u00a0grandir le g\u00e2teau\u00a0\u00bb par un travail d\u2019analyse de l\u2019industriel, sp\u00e9cialiste d\u2019une cat\u00e9gorie.<\/p>\n<p>Dans le second cas, l\u2019avantage recherch\u00e9 par le distributeur est plus direct sous la forme de la facturation d\u2019un droit d\u2019acc\u00e8s aux donn\u00e9es qui peut ensuite donner lieu ou non \u00e0 une collaboration plus strat\u00e9gique.<\/p>\n<p>Dans la majorit\u00e9 des cas obtenir les <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> s\u2019av\u00e8re rentable pour l\u2019industriel et ce souvent bien plus qu\u2019une \u00e9ni\u00e8me promotion, une publicit\u00e9 de plus sur un prospectus ou une extension d\u2019assortiment \u00e9galement n\u00e9goci\u00e9s en contrepartie de budgets commerciaux et d\u2019une rentabilit\u00e9 sujette \u00e0 caution.<\/p>\n<p>C\u2019est ainsi qu\u2019obtenir les <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> par magasin doit plus que jamais faire partie de la politique commerciale. Le terme \u00ab politique commerciale \u00bb d\u00e9signant la d\u00e9finition des leviers qu\u2019un fabricant entend activer pour d\u00e9velopper ses ventes aupr\u00e8s d\u2019un distributeur.<\/p>\n<div id=\"gtx-trans\" style=\"position: absolute; left: 309px; top: 391.156px;\">\n<div class=\"gtx-trans-icon\"><\/div>\n<\/div>\n<\/div><\/section><\/div>\n\n<div class='flex_column_table av-eayez-23663e5f1d49430a39c1f1f3847be8a4 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-23663e5f1d49430a39c1f1f3847be8a4\">\n.flex_column.av-eayez-23663e5f1d49430a39c1f1f3847be8a4{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-eayez-23663e5f1d49430a39c1f1f3847be8a4 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-6a72df0092618b9e77adcdb6a3784cec '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong>Le d\u00e9fi technologique <\/strong><\/p>\n<p>Au-del\u00e0 de l\u2019obtention (ou non) de l\u2019information, la partie technologique du processus constitue souvent un obstacle majeur auquel les fabricants sont confront\u00e9s. Si les outils de gestion de base de donn\u00e9es et de <strong><a title=\"Qu\u2019est-ce que la Business Intelligence ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/business-intelligence\/\">Business Intelligence<\/a><\/strong> ont \u00e9t\u00e9 d\u00e9velopp\u00e9s de mani\u00e8re importante ces derni\u00e8res ann\u00e9es, il faut \u00e9galement consid\u00e9rer que les donn\u00e9es fournies par le distributeur sont une mati\u00e8re premi\u00e8re tr\u00e8s basique.<\/p>\n<p>Qu\u2019il s\u2019agisse d\u2019un format EDI ou d\u2019un fichier CSV, elles seront illisibles sans traitement technique pr\u00e9alable et lorsqu\u2019est propos\u00e9 un fichier Excel ou m\u00eame l\u2019acc\u00e8s \u00e0 un portail web d\u00e9di\u00e9, les fonctionnalit\u00e9s disponibles pour en tirer le meilleur parti sont tr\u00e8s limit\u00e9es.<\/p>\n<p>Les informations contenues dans les <strong><a title=\"Qu\u2019est-ce que les donn\u00e9es de sell out ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/donnees-de-sell-out\/\">donn\u00e9es de sell out<\/a><\/strong> sorties de caisse sont n\u00e9anmoins simples et se composent des dimensions suivantes :<\/p>\n<ul>\n<li>Produits : <strong><a title=\"Qu\u2019est-ce qu\u2019une SKU ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/sku\/\">SKU<\/a><\/strong> (code EAN\/interne) et\/ou total de la cat\u00e9gorie<\/li>\n<li>Ventes (unit\u00e9s et\/ou valeur)<\/li>\n<li>P\u00e9riode (jour, semaine ou mois)<\/li>\n<li>Lieu (magasin, cluster, canal, etc.)<\/li>\n<\/ul>\n<\/div><\/section><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<div class='flex_column_table av-gy5w7-6cfa4cca912e42d8b36aa37fcef189d0 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-gy5w7-6cfa4cca912e42d8b36aa37fcef189d0\">\n.flex_column.av-gy5w7-6cfa4cca912e42d8b36aa37fcef189d0{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-gy5w7-6cfa4cca912e42d8b36aa37fcef189d0 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-kx5wzb20-9a80dd484a469c638a4bb314863caab6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Si le premier travail pour en tirer parti est de construire un \u00ab cube \u00bb organis\u00e9 selon ces dimensions et de r\u00e9aliser l\u2019importation des donn\u00e9es dans un format homog\u00e8ne (de nombreuses entreprises ne passent pas cette \u00e9tape&#8230;) il est facile de comprendre que pour r\u00e9pondre \u00e0 des questions telles que :<\/p>\n<ul>\n<li>Quels sont les m\u00e9canismes promotionnels les plus efficaces ?<\/li>\n<li>Quelle est l\u2019efficacit\u00e9 de mon assortiment dans le canal X ?<\/li>\n<li>Quel est mon niveau de ruptures de stock pour le produit Y ?<\/li>\n<\/ul>\n<p>Des informations suppl\u00e9mentaires doivent \u00eatre ajout\u00e9es telles que :<\/p>\n<ul>\n<li>Caract\u00e9ristiques des produits<\/li>\n<li>Cat\u00e9gorisation\/hi\u00e9rarchie des produits<\/li>\n<li>Cat\u00e9gorisation des magasins et des canaux<\/li>\n<li>Plan promotionnel<\/li>\n<li>Co\u00fbts commerciaux et de fabrication<\/li>\n<\/ul>\n<p>Et aussi de concevoir et programmer des algorithmes complexes de calculs qui permettront de passer du \u00ab p\u00e9trole brut \u00bb inutilisable \u00e0 \u00ab l\u2019essence 98 \u00bb n\u00e9cessaire pour identifier toutes les opportunit\u00e9s de croissance et vendre de plus en plus. L\u2019ensemble de ce processus repr\u00e9sente \u00e9videmment beaucoup de temps et d\u2019investissements dans du mat\u00e9riel et des logiciels appropri\u00e9s.<\/p>\n<\/div><\/section><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<div class='flex_column_table av-kx5xdjtg-06ebf77505c7c456b8402a5558f4ff83 sc-av_one_full av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kx5xdjtg-06ebf77505c7c456b8402a5558f4ff83\">\n.flex_column.av-kx5xdjtg-06ebf77505c7c456b8402a5558f4ff83{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-kx5xdjtg-06ebf77505c7c456b8402a5558f4ff83 av_one_full first flex_column_table_cell av-equal-height-column av-align-top av-animated-generic fade-in av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1yh0a2-3734d9a407e1742baf5140b6776b572a\">\n.avia-image-container.av-1yh0a2-3734d9a407e1742baf5140b6776b572a img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-1yh0a2-3734d9a407e1742baf5140b6776b572a .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-1yh0a2-3734d9a407e1742baf5140b6776b572a 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-6656 avia-img-lazy-loading-not-6656 avia_image ' src=\"https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-1030x406.jpg\" alt='sell o' title='sellout'  height=\"406\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-1030x406.jpg 1030w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-300x118.jpg 300w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-768x303.jpg 768w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-1536x606.jpg 1536w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-2048x808.jpg 2048w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-1500x592.jpg 1500w, https:\/\/pospotential.com\/wp-content\/uploads\/sellout-3-705x278.jpg 705w\" sizes=\"(max-width: 1030px) 100vw, 1030px\" \/><\/div><\/div><\/div><\/div><\/div><!--close column table wrapper. Autoclose: 1 -->\n<div class='flex_column_table av-kx5xdo8s-43e1c1a198943cebf5d6c46aa36c9807 sc-av_one_full av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kx5xdo8s-43e1c1a198943cebf5d6c46aa36c9807\">\n.flex_column.av-kx5xdo8s-43e1c1a198943cebf5d6c46aa36c9807{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-kx5xdo8s-43e1c1a198943cebf5d6c46aa36c9807 av_one_full 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-kx5w9x5h-8c0343e2575fbfdb5d95daca1f6ac373 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><strong>Diffusion de l\u2019information<\/strong><\/p>\n<p>Dernier point tout aussi critique que les pr\u00e9c\u00e9dents : assurez-vous que les informations parviennent aux professionnels qui peuvent en tirer parti comme les KAM, les vendeurs terrain, le <strong><a title=\"Qu\u2019est-ce que le trade marketing ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/trade-marketing\/\">trade marketing<\/a><\/strong>, <strong><a title=\"Qu\u2019est-ce-que le shopper marketing ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/shopper-marketing\/\">shopper marketing<\/a><\/strong>, marketing produit ou encore la <strong><a title=\"Qu\u2019est-ce que la supply chain ?\" href=\"https:\/\/pospotential.com\/fr\/glossaire-bi-et-grande-consommation\/supply-chain\/\">supply chain<\/a><\/strong>.<\/p>\n<p>C\u2019est pourquoi il est important que les rapports, alarmes ou analyses aient une forme intuitive et flexible et soient int\u00e9gr\u00e9s dans un syst\u00e8me de communication qui permette que leur utilisation s\u2019int\u00e8gre dans le quotidien des \u00e9quipes ajoutant de la valeur et am\u00e9liorant l\u2019efficacit\u00e9 des processus.<\/p>\n<p>Malheureusement, trop souvent les projets de business intelligence sont con\u00e7us de mani\u00e8re trop ambitieuse ou seulement d\u2019un point de vue th\u00e9orique ou technologique. Dans ces cas, le processus d\u2019utilisation des donn\u00e9es peut devenir rapidement un travail suppl\u00e9mentaire lourd et compliqu\u00e9 pour les utilisateurs qui cesseront de l\u2019utiliser faute d\u2019en voir la valeur ajout\u00e9e.<\/p>\n<p><strong>La complexit\u00e9 de tout ce processus est la raison pour laquelle de plus en plus d\u2019entreprises du secteur ont recours aux services de POS Potential. Notre mission est de les accompagner tout au long de leur \u00ab parcours \u00bb\u00a0: depuis l\u2019identification des sources de donn\u00e9es disponibles et pertinentes \u00e0 la mise \u00e0 disposition et \u00e0 la formation des \u00e9quipes.<\/strong><\/p>\n<p><strong>POS Potential assure \u00e9galement l\u2019adaptation constante des moyens techniques et des analyses n\u00e9cessaires \u00e0 l\u2019\u00e9volution du march\u00e9 et aux besoins de ses clients. Ainsi, tirer parti des donn\u00e9es de vente pour favoriser l\u2019excellence op\u00e9rationnelle peut vraiment devenir un processus strat\u00e9gique \u00e0 long terme. <\/strong><\/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_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-6636'><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>Si vous \u00eates arriv\u00e9 jusqu\u2019ici, vous \u00eates d\u00e9j\u00e0 \u00e0 un pas de pouvoir vendre plus et mieux ! si vous ne l\u2019avez pas d\u00e9j\u00e0 fait, suivez nos publications pour g\u00e9n\u00e9rer ce changement !<\/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 traite les donn\u00e9es personnelles afin de r\u00e9pondre \u00e0 votre demande ou demande avec votre consentement. Pour en savoir plus sur la fa\u00e7on dont nous g\u00e9rons vos donn\u00e9es personnelles et pour exercer vos droits, veuillez vous r\u00e9f\u00e9rer \u00e0 notre politique de confidentialit\u00e9.<\/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>Les donn\u00e9es de sell out permettent d\u2019apuyer le d\u00e9veloppement des ventes en activant correctement les leviers cl\u00e9s tels que : distribution et assortiment efficaces, efficacit\u00e9 de l\u2019introduction des innovations, Lutte contre les ruptures de stock, promotions efficaces, prix<\/p>\n","protected":false},"author":7,"featured_media":6652,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4],"tags":[],"class_list":["post-6636","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 4.9.8 - aioseo.com -->\n\t<meta name=\"description\" content=\"Les donn\u00e9es de sell out permettent d\u2019apuyer le d\u00e9veloppement des ventes en activant correctement les leviers cl\u00e9s tels que : distribution et assortiment ...\" \/>\n\t<meta name=\"robots\" content=\"max-image-preview:large\" \/>\n\t<meta name=\"author\" content=\"Gilles Dallest\"\/>\n\t<meta name=\"google-site-verification\" content=\"WcyjXZ1WI7AbAXGGoe4AJKHwcIiQbvxmOmJ1jsrdRpU\" \/>\n\t<link rel=\"canonical\" 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