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Turning Product Voids Into Sales Opportunities

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Why are product voids such a big issue in the CPG industry? With a product void, not only is the product out of stock but its facing disappears from the shelf. Then when a field rep checks the shelf during their store visit, unless they have an alert or validated distribution list and a lot of time they don’t know that product was even in distribution at that location because they don’t see it on the shelf and don’t see a tag to scan. This leaves the product unordered, off the shelf and collecting dust in the warehouse.

Fortunately, with POS scan data reps receive alerts in their field sales application if there’s an issue regarding the on shelf availability of an item. This allows the rep to identify the OSA issue and correct it quickly. Below is a short presentation of how the scan alerts allow the rep to successfully execute at retail

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Turning Product Voids Into Sales Opportunities

  1. 1. Product Voids Turning Losses Into Sales Value:$$$$Activity:OSA Alert: Product Voids Data: POS Real CPG examples of POS & causal data resolving everyday OSA issues
  2. 2. 2 What’s worse for a CPG brand then an item being Out of Stock? Voids! Similar to OOS and phantom inventory, voids can cause issues for sales, marketing, and the entire supply chain as it disrupts planning, scheduling and forecasting.
  3. 3. 3 PRODUCT VOIDS CAN HAPPEN FOR A NUMBER OF REASONS AFFECTING ON-SHELF AVAILABILITY DEFINING PRODUCT VOIDS What Are Product Voids Product voids occur when an item is authorized to be in distribution but there’s no tag present on the shelf and there’s no inventory currently or scheduled to be delivered to the account. Distribution & Product Voids
  4. 4. 4 DEFINING PRODUCT VOIDS What Causes Product Voids? CUSTOMERS ASSOCIATESCHILDREN MANAGERS PRODUCT VOIDS CAN HAPPEN FOR A NUMBER OF REASONS AFFECTING ON-SHELF AVAILABILITY
  5. 5. 5 MANAGING VOIDS THROUGH POS SCAN ALERTS & TURNING THEM INTO OPPORTUNITES FOR YOUR SALES TEAM CLIENT EXAMPLE: TURNING VOIDS INTO SALES CLIENT SUCCESS STORY #2 Turning Product Voids Into A Selling Opportunity With Scan Alerts
  6. 6. 6 HIGH LEVEL OVERVIEW SOLVING PRODUCT VOIDS WITH POS SCAN ALERTS REP ENTERS STORES WITH POS SCAN ALERTS MAKES TAG & SELLS IN VOIDED PRODUCTS IDENTIFY WHAT ALERTS ARE PRODUCT VOIDS Sell Sheets Item 5 Item 1 Item 2 Item 3 Item 4
  7. 7. 7 The rep logs into SmartCall and downloads the daily POS Scan Alerts. They will utilize these to plan their tasks at each store. The rep only has limited connectivity in their region so he switches the app into offline mode and heads out. IDENTYFYING VOIDS AND TRACKING THEM THROUGH POS SCAN ALERTS STEP 1 – RECEIVING TODAYS POS ALERTS !
  8. 8. 8 STEP 2 – ASSESSING THE SITUATION $$$ $$$ $$$ The rep enters the store & reviews his POS Scan Alerts. He finds that 3 out of the 5 SKUs authorized for that account are on the shelf. The rep confirms SKU 4 and 5 as product voids in the SmartCall App. IDENTIFYING VOIDS AND TRACKING THEM THROUGH POS SCAN ALERTS
  9. 9. 9 The rep finds the manager and shows her the current authorized distribution list. The manager explains SKU 4 was on the shelf but the tag must have gone missing / was never reordered and she never heard of SKU 5 but wanted to see its sell sheets STEP 3 – MEETING THE MANAGER Item 5 Item 1 Item 2 Item 3 Item 4 IDENTIFYING VOIDS AND TRACKING THEM THROUGH POS SCAN ALERTS
  10. 10. 10 STEP 4 – TURNING VOIDS INTO SALES The rep enters the notes for SKU 4 and then shares the sell sheets that includes a 4 week sales report of SKU 5 with the manager. The rep makes a tag for SKU 4 and SKU 5, places tags on the shelf and orders product IDENTIFYING VOIDS AND TRACKING THEM THROUGH POS SCAN ALERTS
  11. 11. 11 4 weeks later the rep enters the store and has an alert to check the status of SKUs 4 and 5 again and also a new SKU. He confirms all 3 SKUs are in distribution. SKUs 4 and 5 are now reflected as corrected voids in the team’s reporting dashboard. STEP 5 – FOLLOWING UP 4 WEEKS LATER $$$ $$$ $$$ $$$ $$$ $$$ IDENTIFYING VOIDS AND TRACKING THEM THROUGH POS SCAN ALERTS
  12. 12. 12 By receiving POS Scan Alerts reps can easily correct issues of OSA and track their impact as they increase their ACV by targeting underperforming accounts. To learn in detail how RW3 turns voids into sales opportunities and corrects other OSA issues visit www.RW3.com IN-STORE SUCCESS IDENTIFYING VOIDS AND TRACKING THEM THROUGH POS SCAN ALERTS

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