SFA BASICS
Analytics in retail execution:
collect data to develop your business
collect data to develop your business
One of the biggest values of SFA is data collection and analytics.
Analytics provides insight in 4 key areas:
1. 6 How current environment affects the store sales results (nearby availability of school, metro station or another socially important object).
2. Category Management
2.1 How does current variety of products matches competitors? How does it affect the market share in the geographic region or in the city district?
2.2 How does Price index change? How does sales share and market share change depending on the price index?
3. Personnel development
3.1 Best employees rating as a tool to motivate and involve employees.
3.2 Errors report. What are the common work errors and how often are they made? E.g., f employees get confused about SKUs, then you should run additional catalogue training or implement barcode scanning in SFA. You can also use this report to create personal development plan for the employee.
3.3 Report on those employees who repeatedly tried to cheat the system. Determination of a list of those whom it is necessary to have a conversation with or even lay them off so that the quality of merchandising does not decrease. Thus, we prevent risks and do not lose sales in the future.
4. Project development
4.1 FeedbackFeedback report directly from the trading team: what is good and what is not. SFA should provide possibility to share the opinion and provide suggestions. Such reports allows to develop both: SFA and the project itself.
4.2 Database for negotiations with the trade network or trade point management. For example, you can show the facts of violation of the planogram by competitors or non-compliance with the conditions of goods storage, etc. Based on the data from the report on the range assortment, you can suggest an increase in the share of the shelf. A report on virtual stocks can serve as a basis for increasing the quantity of goods in delivery or better control of the distribution network over the warehouse.
Key2Work team
The Key2Work team initially, even at the start of the project, analyzes current indicators, identifies problem areas and adjusts analytics to initiate timely and effective management decisions.
Analytics provides insight in 4 key areas:
- Sales Results
- Category Management
- Personnel development
- Project development
- Sales results
- 1 Dynamics of trade team KPIs and sales results. In the reports that show correlation between KPIs and sales result you can easily see how OSA execution or virtual stock affects trade point sales.
- 2 Sales dynamics based on SOS (share of shelf). How sales results changes when the task of shelf share execution is complete.
- 3 Sales dynamics based on the visits' frequency.
- 4 Sales dynamics based on the visit schedule (weekdays and time of store visit)
- 5 Sales dynamics in the correlation with promo and competitors' prices. How sales change during competitors' promo period.
1. 6 How current environment affects the store sales results (nearby availability of school, metro station or another socially important object).
2. Category Management
2.1 How does current variety of products matches competitors? How does it affect the market share in the geographic region or in the city district?
2.2 How does Price index change? How does sales share and market share change depending on the price index?
3. Personnel development
3.1 Best employees rating as a tool to motivate and involve employees.
3.2 Errors report. What are the common work errors and how often are they made? E.g., f employees get confused about SKUs, then you should run additional catalogue training or implement barcode scanning in SFA. You can also use this report to create personal development plan for the employee.
3.3 Report on those employees who repeatedly tried to cheat the system. Determination of a list of those whom it is necessary to have a conversation with or even lay them off so that the quality of merchandising does not decrease. Thus, we prevent risks and do not lose sales in the future.
4. Project development
4.1 FeedbackFeedback report directly from the trading team: what is good and what is not. SFA should provide possibility to share the opinion and provide suggestions. Such reports allows to develop both: SFA and the project itself.
4.2 Database for negotiations with the trade network or trade point management. For example, you can show the facts of violation of the planogram by competitors or non-compliance with the conditions of goods storage, etc. Based on the data from the report on the range assortment, you can suggest an increase in the share of the shelf. A report on virtual stocks can serve as a basis for increasing the quantity of goods in delivery or better control of the distribution network over the warehouse.
Key2Work team
The Key2Work team initially, even at the start of the project, analyzes current indicators, identifies problem areas and adjusts analytics to initiate timely and effective management decisions.
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