To reduce shrinkage on high value products is the easy part. To increase sales on the same articles could be hard to achieve. With the right planning and willingness to change, it is quite possible to achieve both "zero shrinkage" and additionally increase sales to the end customer.

1. “How to handle
small high value
products, to
increase retailers
profit”
Geir Helland

2. Baltic Retail Forum 2015
«How to handle Small High Value Products to INCREASE retailers profit?”

3. Who am I?
 Geir Helland
 Living south of Oslo in Norway
 Just been appointed as «Global
Product Director» - StrongPoint
Technology
 Responsible for the Vensafe
assortment
 8 years experience from retail
 Previously worked 22 years in
Alfa Laval

5. Examples
”Small, high value products”?
”Reduce shrinkage – increase sales”
Baltic Retail Forum 2015

6. The System
– designed for optimal logistics and easy transacting

7. «Increase retailers profit»…
Statements
To reduce shrinkage on small high value products, is the
“easy” part…!
To increase sales on the same articles, could be hard to
achieve.
With the right planning and willingness to change, it is
quite possible to achieve both "zero shrinkage" and
additionally increase sales to the end customer

8. «Zero Shrinkage»
 Internal?
 External?

9. Global Retail Theft Barometer Study Finds
Shrink Cost Retailers $128 Billion Worldwide,
Averaging 1.29 Percent of Sales

10. Global Retail Theft Barometer Study Finds Shrink Cost
Retailers $128 Billion Worldwide, Averaging 1.29 Percent of
Sales

11. «Zero Shrinkage»
 But it is NOT «nice» to lock them in…
Neither is this solution:
«Zero Shrinkage» is possible…!

12. «Zero Shrinkage»
 Customer has to ask…
 Products totally locked in…
 Sales in EVERY check-
outs?
• This is the best
guarantee to decrease
sales…..!

13. «Handling and warehouse»
 Just ONE place to fill
 «Full assortment» in ALL
check outs
• Reduced storage cost
• Time saved

14. «Zero shinkage» and optimized «Handling and Warehouse»
might be enough to achieve increased profit, but…..
It turns really interesting if we are able to
keep, or even better, increase sales of
products.
How can it be done?
Lets talk how to sell…!
«Increase retailers profit»…

16. The Vensafe shopping cycle
- from entrance to exitVensafe sales solution:a
trademark in all stores in
all markets.The concep
tfollows the customer all
through the store
1.Information to the
Customer at the entrance.
Informs the customer
what and how to buy on
2 - 3. Productcards tha tsell,
into the shelves
4-7. Place the touchscreens together
with products.campaigns, pricelists,
communication.
8. Communication, campaigns,
trashcans, pricelists

17. Do not think «reduce shrinkage and theft», focus
on selling products…..!
1) Communicate and inform your customers.
2) Profiles products so customers can find them (attention)
3) Accept that there is a change - before and after installation of
Vensafe sales system
4) Establish new routines - and follow them
5) Train your employees and allow the system to be support in
daily operations

18. «Communicate and inform»
Shop entrance
18
Info at the entrance to
the shop
•Easy shopping symbol
•Info about products
•Chains/Brand/Shop

19. “Profiles products so customers can find them”
AutomatkjøpThe Vensafe Concept in the
shelf
•Touchscreen
•Product cards
•Mechanical communication

20. “Profiles products so customers can see them”

21. “Profiles products - so customers can find them”
 Kiosk in front of check-out

22. «Big Productcards» – Placed where customers
expect the products to be.
22
• Big Product Cards
• ”Real design”
• Placed where customers expect the products
to be
• Marked with ”Easy Shopping»”
•New productcards with new
design for every products
•To be placed at the shelves
and/or at the check out zone

23. “Profiles products so customers can see them”
Before After

24. «Big product cards»

25. “Profiles products - so customers can find them”

26. “Profiles products - so customers can find them”

27. Most important IS, to have enough «customer contacts»

28. And if everything went wrong, you can always
ask the cashier…!

29. We know it is true…!

30. Bestandsentwicklung Zigaretten (66 Sorten)
Testshop 1 Testshop 2
City A City B
Beginning of the test 22.834 € 12.714 €
Inventory test end 8.124 € 6.568 €
Reduction -14.710 € -6.146 €
Reduction in % -64 -48
Goods turnover
about 50 times /
year
about 40 times /
year
Portfolio development

31. We know it is true…!

32. In the future – «Shop in Shop»?