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Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
Eva alcaide. auchan
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Eva alcaide. auchan

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  • Montrer pourquoi et comment le pays qui a lancer le concept en Europe (repris par ECR Russie) travaille, les difficultés rencontrées et les enseignements à partager avec ECR Russie. Ces enseignements concernent la gestion d’un projet et l’outil de mesure (ECR Russie a développé un outil de mesure).
  • Enjeu de ne pas être au rdv des consommateurs – donc du CA
  • Measurement : Do we really need to work on OOS and where ? Action : What can we do to improve OSA ? If it was so simple, we would have done that before “ Retail is detail”… and always a roll-out question
  • On prend les produits don’t la vente moyenne sur la période est > ou = à 3 unités par jour. (statistic)
  • Exhaustif : on mesure dondc plus que tout autre outil de mesure manuel Les résultats ne sont plus cachés dans les moyennes pusque l’on descend au niveau du détail
  • Lorsque l’on mesure, on voit ! – plus l’instrument de mesure est puissant, plus on trouve
  • Chaque enseigne, si elle le souhaite, sait quel est son n°, mais l’information n’est pas partagée entre les enseignes
  • You can earn more than 13 millions euros working on the frozen and ice cream department OOS or 13,6% of the turnover. These are numbers before substitution and report. 6% of the turnover in France is lost because of OOS, almost 200 millions euros every 3 months.
  • Lorsque l’on travaille ensembles, les résultats sont cachés dans les moyennes
  • Work on the main sources instead of all the 42 root causes
  • Give to each actor a road map / one page document, to solve OOS in his own perimeter
  • Transcript

    • 1. Wednesday 2d of June 2010 On-Shelf Availability Eva ALCAIDE, B2B Manager, AUCHAN International (Group), Co-chair of the French OSA working group
      • The concept of OSA has been introduced through Europe by ECR France.
      • Listen to the OSA insights from the Global Leaders. On-Shelf Availability in Russia is the lowest in Europe. Some say this is a problem - we say it's an opportunity.
      • 20% Out-of-stocks = additional 6% to annual sales! During the session we will share the best practices on OOS reduction and cases with leading retailers
      © ECR France 2010 /23
    • 2.
      • Sharing ECR France experience on OSA
      • The 3 mains principles of OSA Working Group in ECR France?
      • Measurement
      • Actions to improve Shelf Availability
      © ECR France 2010 /23
    • 3. The 3 mains principles of OSA Working Group in ECR France
      • Why is it an ECR Working Group ?
      • What do we need to work on OSA in ECR ?
      • A joint continuous improvement process work on OSA ?
      © ECR France 2010 /23
    • 4. Why is it an ECR Working Group ? The Shoppers behavior when meeting an OOS © ECR France 2010 /23
    • 5. What do we need to work on OSA in ECR ? A common definition of OOS
      • « A product is considered as out of stock in one store when a consumer cannot buy it because it is not there, although the product is usually available on the shelves of this store »
      • Not included : theoretical assortments / negotiated , non availability of a (new) product at a POS despite having been advertised. …
      © ECR France 2010 /23
    • 6. A joint continuous improvement process to work on OSA ? © ECR France 2010 /23 Measurement Action Alert Stakes evaluation Ranking Root causes investigation Corrective actions identification Implementation Results Results
    • 7. Measurement
      • Detailed sales information to build the measurement tool
      • On the largest perimeter
      • To provide a tool that we can share between Retailers & Manufacturers
      • Examples of Dashboard
      © ECR France 2010 /23
    • 8. Detailed sales to build the measurement tool © ECR France 2010 /23 Daily rate complete stock-outs (DRCS) : 1/ 6 = 17% Daily rate partial stock-outs (DRPS) : 2/ 6 = 33% Abnormally low sales for a Saturday Lost sales: usual sales (€) - real sales (€) Mon. Tues. Wed. Thurs. Fri. Saturday Zero sales Abnormally low sales for a Tuesday
    • 9. On the largest perimeter
      • Based on daily POS data automatically collected by IRI France
      • All the French hypermarkets (1 692 stores) members of ECR France
        • Auchan, Carrefour, Carrefour Market, Cora, Géant, Intermarché, Leclerc, Système U, Monoprix , …
      • 61 categories in 10 departments
      • Number of products followed: the 20/80 of each category with minimum rotation level  3 887 consumer references
      • Frequency of deliveries
        • summer (June - August)
        • fall (September – November)
        • winter (December - February )
        • spring (March – May)
      © ECR France 2010 /23
    • 10. To provide a tool that we can share between Retailers & Manufacturers © ECR France 2010 /23 Tool characteristics Specifications Undisputable
      • No human intervention
      • No interpretation
      • Based on store data
      Continuous Based on daily data : consumer point of view Shared Use by retailer and manufacturer Run by a third party, neutrality Bottom-up Everything aggregated from store data Exhaustive Every store, every item
    • 11.
      • December-February 2010
      © ECR France 2010 /23 Examples of Dashboard (1/6) Global Stakes in € % stakes in complete OOS % stakes in partial OOS
    • 12.
      • December-February 2010
      © ECR France 2010 /23 Examples of Dashboard (2/6) Global stakes in € by retailer
    • 13. © ECR France 2010 /23 Examples of Dashboard (3/6) Global stakes in € by retailer and Department
      • December-February 2010
    • 14. Examples of Dashboard (4/6) Global stakes in € by Category © ECR France 2010 /23
      • December-February 2010
      Global stake in € % of stake / category Dairies 57 265 262 5,3% Sweet grocery 51 649 765 7,3% Salty grocery 29 590 045 8,2% Soft drinks & water 23 040 575 5,4% Fresh products without milk 21 538 360 6,5% Frozen and ice cream 11 344 341 15,2% Body care 10 915 560 4,8% Detergent 10 751 829 19,0% Beer 4 715 021 8,7% Spirit 2 462 978 3,6% TOTAL 61 categories 223 273 736 6,6%
    • 15. © ECR France 2010 /23 Examples of Dashboard (5/6) Complete & Partial OOS by Category
      • December-February 2010
      60 categories Salty grocery Sweet Grocery Soft drinks & water Spirit Beer Body Care Detergent Dairies Fresh products without milk Frozen & ice cream
    • 16. © ECR France 2010 /23 Examples of Dashboard (6/6) Dispersion by Category
    • 17. Actions to improve the Shelf Availability
      • What has been achieved:
        • Root Causes & Decision Tree have been identified
        • People involved in OOS
      • Learning
      • Next steps:
        • Main sources of Out-Of-Stock in the Supply Chain
        • An “OOS one page document” for everyone
      © ECR France 2010 /23
    • 18. What has been achieved: Root Causes & Decision Tree have been identified © ECR France 2010 /23 (Assortment choice) Communication between sales reps’ and department manager Management promotion / standard product and NPI Failing management of backroom or no backroom Frequency and time of shelf replenishment (HR) Is the product still listed and sold in the POS ? Shelf capacity unsuited for product rotation Is it a promotion or a new product? Is the product available in the backroom? The product is not on the shelf
      • No
      • No
      • Yes
      • Yes
      • Yes
      Failing PCB …
    • 19. What has been achieved: People involved in OOS © ECR France 2010 /23
      • PANELISTS / THIRD PARTIES
      • POS data analysis WAS per reference on sample
      • Store Checks, …
      • RETAILER side
      • Marketing / Category manager
      • Marketing data, panels’ information
      • Buyer
      • RDC / suppliers service level
      • Consumer service
      • Customer complains / mail
      • RDC manager
      • RDC inventory cover
      • POS service level vs. POS orders
      • POS Manager
      • Turnover / department / month
      • Department manager
      • Shelf store checks
      • Defects in the supply automatic system
      • POS inventory cover
      • POS data / turnover analysis
      • Shopper complains
      • MANUFACTURER side
      • Marketing
      • Weekly average sales, panels’ information
      • Key Account
      • Service level analysis
      • Exception analysis / sales forecasts
      • Supply Chain
      • OOS analysis via CMI
      • Service level to RDC
      • Customer service
      • Variance delivered / ordered
      • Variance ordered / forecasted
      • Commercial disputes analysis
      • Production information
      • Outside events analysis
      • Sales reps
      • Store checks
      Head office Distribution center POS
    • 20. Learning
      • The measurement tool is a solid basis
      • Retailer – Manufacturer couples: it works but needs to be maintained
      • No impact on the global result: roll-out
      • Complexity to involve everybody
      © ECR France 2010 /23
      • Need to build a “toolkit” with simple and easy to use “tools”
    • 21. Next steps: Main sources of Out-of-Stocks in the supply chain © ECR France 2010 /23 RDC MDC PRODUCTS AVAILABILITY - Sales forecast accuracy - Quality - Production - Raw materials and packaging Production
      • POINT OF SALE RESOURCES
      • Human resources planning
      • Management tools
      PROMOTIONS - Forecasting and commitments - Switch standard / promotions MERCHANDISING - Sales / shelf capacity / Packaging - Shelf replenishment frequency - Back room Downstream Transport Upstream Transport MDC picking RDC picking Store
    • 22. Next steps: An “OOS one page document” for everyone © ECR France 2010 /23 In progress in the ECR France Working Group
    • 23. Thank you for your attention © ECR France 2010 /23
      • www.ecr-france.org
      • www.ecr-all.org

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