Analytics have become a vital element in grocery retailers’ toolboxes, helping them to hone in on best practices in order to improve customer service. From space management and promotion planning to price optimization and assortment planning, analytics are delivering the insights that help grow the business and improve the bottom line.
Retailers around the world are finding success with insight-driven analytics. Representing the largest grocery cooperative in Finland, Ilkka Alarotu from the S Group will share his expertise and experiences with analytics in an upcoming webinar.
Joining Alarotu during the webinar, industry consultant Jim Hertel from Willard Bishop will discuss his perspective on the benefits of analytics; and Cyndy Renfrow from SAS will share grocery case studies highlighting innovation and analytics.
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5. Panelists
Ilkka Alarotu Jim Hertel Cyndy Renfrow
Director, Customer Managing Partner Senior Director, EMEA
Oriented Assortment Willard Bishop Retail/FMCG Practice
and Pricing - Food and SAS Institute Inc.
Daily Consumer Goods
S Group Grocery Trade
Moderator
Debbie Hauss
Editor-in-Chief
Retail TouchPoints
6. Unique Challenges Facing Grocery Retailers
Commodity pricing pressures
Decreased household wallet share due to fewer
shopping trips
Increased competition from non-grocery retailers,
including deep discounters
Empowered consumers
Numerous in-store departments
Fresh food management
Mountains of SKUs and UPCs
Need for a highly optimized workforce
Siloed internal business processes
7. Insight-Driven Analytics Boost Grocery
Profits And Revenue
Insight-driven retailing can break down the barriers/silos and provide
transparency across the value chain
Supermarket retailers can expect to increase same-store sales 5% to10%
when becoming more shopper-centered
– Jim Hertel, Willard Bishop
Mobile Technology and Social Media will greatly impact the grocery
business and analytics will play a key role. “Location-based information …
represents the most important single feature of mobile.”
– Richard Hastings, Global Hunter Securities
Retailers must institute “outside-in” thinking in order to analyze customer
sentiment and deliver actionable insights
8. Insight-Driven Analytics Boost Grocery
Profits And Revenue
Smart retailers will respond with a focused
optimization strategy featuring 4 key components:
1. Assortment Optimization
2. Campaign Planning, Marketing and
Promotion Optimization
3. Pricing Optimization
4. Demand Forecasting
9. 10/12/11 SOK Päivittäistavarakaupan ketjuohjaus 9
10. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Space Optimization
4. Price Optimization
5. Interactive social media services
6. Summary
10
11. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Space Optimization
4. Price Optimization
5. Interactive social media services
6. Summary
11
12. – The S Group consists of 22 regional cooperatives and
the SOK Corporation, which is owned by the
cooperatives.
– S Group has operations throughout Finland, in the
Baltic Countries, and in St. Petersburg, Russia.
– Retail sales: EUR 12,267 million (+5,0 %)
– Profit before exceptional items: EUR 296 million
– Bonuses paid: EUR 333 million
– 1,636 outlets
– 39,646 employees
SOK Grocery Trade Chain Management 12
13. Grocery sales Service station stores Department stores
and fuel sales and speciality goods
Hotels and restaurants Cars and Agribusiness
automotive goods
Other S Group’s restaurants S Group’s car dealerships
13
14. “Higher quality at a lower price”
S Group leads the industry with consistently
lower prices, wide variety and high customer
satisfaction.
14
15. – Every Day Low Price (EDLP)
requires Every Day Low Costs (EDLC)
– Best demand-based assortment
always (continuously) available
– Easiest place to shop in all locations
15
18. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Space Optimization
4. Price Optimization
5. Interactive social media services
6. Summary
18
19. 1. Forecast 2. Forecast 3. Forecast
•
• S Group total / • Store / Product / • Store / Product / Day
Product / Period Week
• 28 days before
Optimization
Customer-oriented Store
assortment planning Space/product Replenishment
Pricing optimization: In-store efficiency Labour planning
volume scenarios Logistics costs Logistics operations
Sourcing Display methods
Automated ordering
Delivery Pack size
Pricing
Vendors: Vendors:
Vendors:
Auctions ->Orders Labour plans
Logistics plans
Raw material Production drivers
Inventory levels
purchasing Logistics
Production plans
Capacity operations
4 – 8 months 2 months 21 days – 48 hours
19
20. Orders for vendors
2. Forecast
3. Forecast
• Drivers:
• Store / Product / • Store
specific Store / Product /
Week space allocation Day
• 28 days before
1. Forecast • 100% Shelf
availability
Optimization
• S Group total / Display methods Tentative Order
Product / Period Picking and delivery
efficiency pack sizes
In-store Store
(warehouse /
supplier) Recommended
merchandizing Replenishment
facings / System
Wastage product
level Replenishment
Inventory cycle Order
level at store (logistical costs)
Sourcing Decisions
Assortment
Decisions Space optimizer
Pricing Decisions
Store Specific Space in units /
Planograms Product / Store
4 – 8 months 2 months 21 days – 48 hours
20
21. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Space Optimization
4. Price Optimization
5. Interactive social media services
6. Summary
21
22. Base drivers
1. Shelf availability (100 % availability)
2. Store specific sales forecast by product
3. Store specific space allocation by category
Business performance optimization
1. Efficiency in store activities
• Labour cost of shelving
2. Logistics efficiency
• Drop size
• Drop times
• Store replenishment cycles
• Warehouse picking
3. Vendor efficiency
• Order volume of delivery pack sizes
4. Total wastage in supply chain
Customer centricity = Best assortment – Easy to shop
Cost reduction in supply chain
22
23. Analyzing,Reporting
Store layout, total area
Total space utilization
Store layout incl. sections
- sales area
- auxiliary area
- concept development
Sales area
Macro level allocation
Allocation of sections to product categories - effectiveness of space
- development of allocation
Space optimization on store/category level recommendations
Display groups Micro space allocation
- effectiveness of space
allocation for products
Automated production of store specific planograms
- assortment optimization
Space optimization on store/product level
Automated replenishment
process
23
25. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Space Optimization
4. Price Optimization
5. Interactive social media services
6. Summary
25
26. Lower prices, better margin
1. More forecasting power: Price elasticity
calculations
– When product A price changes, what happens to the product A
volume
– When product A price changes, what happens to the product B
volume
2. More analytical power
– What is the best combination of prices:
– Brand leader price is fixed (competition). There also are rules for economic products.
What are optimum prices for other products than brand leader to get best margin
possible?
– How we could use customer owner information to improve our
pricing?
– Best customers: what do they buy and what they do not ?
26
27. Scenario -example
– Maximize Margin (%) such that
– Units sold is not sacrificed (Units sold ≥ Units sold LY)
– Competitor price rules are not violated
10/12/11 SOK Grocery trade chain management 27
28. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Store Localization
4. Space Optimization
5. Price Optimization
6. Interactive social media services
7. Summary
28
29. Foodie.fm - Facebook for groceries
Personalized product and recipe recommendations
Answers to a simple question: What would I buy and eat today?
Unique server technology for personalized product and recipe
recommendations.
Empower people to consume smarter
Foodie tailors recommendations based on your preferences. Use
relevancy search to find products that fit your preferences and
taste profile.
Social grocery discovery
Social interaction influences consumer behavior. Connect family
to co-shop and share. Follow friends to discover new ideas and
recommendations.
29
30. Foodie.fm – Social shopping where ever you are
Mobile Facebook & Web SMS & Email
iPhone, Nokia & Android
Shopping
list:
CocaCola,
Arla
Cheese,
Milk
Widgets
Retailer & checkout
assortment link
30
32. Benefits
– Social media speeds up fragmentation of consumer
needs: Personalization technology provides a state of
the art way to meet the unique needs of consumers.
– Get the shopper before they buy: Service enables very
transparent and interactive way of being part of everyday
life of consumers. Create link to checkout from social
discovery.
– Analytics: Ability to feed back analytics from social
shopping process.
32
33. 1. S Group in brief
2. Value Chain Optimization: Big Picture
3. Store Localization
4. Space Optimization
5. Price Optimization
6. Interactive social media services
7. Summary
33
34. Summary
– Best demand-based assortment and availability
every day, every hour, every store
– We are ambitious in developing world class
productivity and business analytics
– Value Chain Optimization connects all operations
together to get the maximum output
– Social media speeds up fragmentation of consumer
needs: we need a new level of personalized digital
and mobile services for our individual customers
34
57. Q&A Session
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58. Q&A | Panelists
Ilkka Alarotu Jim Hertel Cyndy Renfrow
Director, Customer Managing Partner Senior Director, EMEA
Oriented Assortment Willard Bishop Retail/FMCG Practice
and Pricing - Food and SAS Institute Inc.
Daily Consumer Goods
S Group Grocery Trade
Debbie Hauss
Editor-in-Chief
Retail TouchPoints
59. Thanks for attending!
You can download this
presentation & view the
webinar On-Demand here:
http://rtou.ch/optimize-shopper-insights
60. Contact the Panelists
Contact Ilkka at: Contact Jim at: Contact Cyndy at:
Ilkka.alarotu@sok.fi Jim.Hertel@willardbishop.com Cyndy.Renfrow@sas.com