6WAYS TO MAKE THE MOST OF YOUR STORE VISITS

– Director of Retail Operations from a Leading Global CPG firm

KICK UP INCREMENTAL SALES

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YOU NEED TO KNOW:

Fully stocked shelves is your number-one job, but with every store visit (and every conversation with the store manager) there comes opportunities to increase a category and boost performance.

Historical and regional sales information for product performance

Comparative store info

Localization, seasonal selling, and up-selling in advance of weather or predictable changes in demand

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END REPLENISHMENT BREAKDOWNS

YOU NEED TO KNOW:

Advocate effectively when and if inventory needs to be increased. Doing so helps you ensure that your product won’t become a recurring out-of-stock offender.

Distribution voids – identify when a product is authorized for sale but hasn’t been acted upon.

Amount of available product vs. OOS frequency

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Comparative store patterns for holding inventory

FLAG AND FIX PRICE DISCREPANCIES

YOU NEED TO KNOW:

A price drop is supported by the manufacturer, but there may be a lag between the decision and the implementation. Use the data at your fingertips to bridge the price gap with your store manager.

Identify incorrect prices and compare to average retail.

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Set custom rule for alerts.

The impact on revenue

ADAPT TO COMPETING PROMOTIONS

YOU NEED TO KNOW:

Identify competing in-store promotions. Competitive activity, whether it is competing brands or competing stores, can lead to demand shis resulting in excess inventory in the store, unprofitable markdowns to address excess inventory, unsaleables, and long term replenishment issues.

Alert supply chain to ensure that excess inventory is not being shipped and that open orders should be reviewed before shipping.

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Use promotion calendar to identify competitive events and set replenishment plans accordingly

CONTROL THE EXCESS-INVENTORY RIPPLE EFFECT

YOU NEED TO KNOW:

Excess inventory results from the replenishment activities being out of sync with the consumer demand. Weather, changing tastes (e.g. consumer reaction to product safety concerns), and other factors can lead to an unanticipated decrease in demand. Reactionary ordering practices can cause the item to be turned off for replenishment which leads to future OOS conditions once the existing inventory has been sold through.

Net Inventory Build (Depletion) over different time horizons (e.g. Last 7 days, Last 28 days)

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Set thresholds to identify where daily demand variability is a downward trend.

USE DOWNTIME WISELY – QUICK TIPS

While you wait for the store manager, do a quick check on:

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Promotions, rollbacks and shelf labels

Competitive reconnaissance: pricing, shelf space, planograms

New items: set up right, from the beginning

The world’s largest brands trust Orchestro’s applications to transform their Big Data into better demand execution action plans – across product lines, promotions, retailers, and channels.

ABOUT ORCHESTRO

Available as an iPad app, Orchestro-to-Go puts powerful data at the fingertips of field personnel – to steer resources to the greatest potential gains, maximize every store manager conversation, and create true field visibility for outstanding retail execution.

To learn more, visit www.orchestro.com and @orchestroinc.