This document discusses how retailers can increase profits through store benchmarking and business intelligence (BI). It provides examples of how Scandinavian retailers use dashboards to monitor key performance indicators, benchmark stores, and motivate store managers through competition. The solution offers predefined analyses that store managers can access from their dashboards to understand reasons for performance and identify opportunities. Small changes across many stores can significantly impact overall profits.

1. Retail Business Intelligence
How to increase profit through store benchmarking
Øyvind Stige, CEO at September BI

2. Retail Business Intelligence
Store reporting alternatives
Typical BI challenges
How to increase profit
Examples from successful retailers
What’s in it – ROI
Summary
Solution overview & Company

3. Intro
Alternative store reporting
•Journal printing at Cash- register or POS
A
•POS or back-office reports
•HQ BI
B
•BI for all – benchmarking and performance monitoring
C

4. Typical store and HQ reporting without a BI solution
At the HQ
•Each system source for reports
•Manual operation to consolidate
•Vertical perspective – “silo based”
In the store
•Sales reports on POS or back-office
•Limited drill to details
•Different reports on different areas
This means
•Limited insight and overview
•Manual work creating reports
•Lack of benchmarking and analytic capabilities
ERP, POS HQ, Time&Attendance, etc.

5. Typical store and HQ reporting with a HQ BI solution
At the HQ
•Consolidated data
•Analytical capabilities
•Produce store reports “semi manual”
•Reports to store by email
In the store
•Read reports from HQ
–PDF, Excel, PPT
•Limited drill to details
•No benchmarking
This means
•Manual work creating reports
•The same message to all stores
•Limited insight and engagement
•Lack of benchmarking and analytic capabilities
Is fixed PDF and Excel reports enough?
ERP, POS HQ, Time&Attendance, etc.
BI solution
HQ user

6. InStore BI
At the HQ
•Consolidated data
•Analytical capabilities
In the store
•Dashboard with selected KPI’s
•Drill to details
•Benchmarking
This means
•Better insights
•Better decisions
•Better sales and profit
ERP, POS HQ, Time&Attendance, etc.
BI solution
All Store Managers + HQ

7. Challenges: Typical BI vendor approach
Typical BI solutions are designed for HQ users
•“Self service analytics..”
•“Drag & drop…”
•“Create your own dashboard…”
•“Add new sources on the fly…”
Outstanding for a business controller
-but what about a busy store manager?
-Skills?
-Time to invest?

8. How to increase profit?
Measuring and monitoring is needed
– every day – in every store!
Just a few selected KPI’s
Small steps and changes in the daily business - in each store
- will create growth in profit for the hole chain

9. How to increase profit?
The question
What is good performance?
To be better than yesterday, last month or last year?
Is that good enough?

10. Benchmarking
Benchmarking the industry, segment or competitors?
Most powerful benchmarking – internal
Why?
Growing business and success….

11. Growing business
People is key to make it happen!

12. How to increase profit?
Benchmarking against the 20% best
Awake the spirit and competitive drive
Daily reminder of the potential
Store performance against the best
Ranking of KPI’s they can influence
Best practice
GAP analysis - show potential
“What if….”

13. Lets see examples from Scandinavian retailers

14. Lets see some examples from Scandinavian retailers - store dashboard
Ranking selected KPI
Sales today versus budget/goal
Date-picker and Filtering
Sales; week and month
Monitoring selected KPI’s – drill to benchmark reports ranking the best
Score
Store performance competition
19

15. Sales per customer
Best performers
Lets see some examples from Scandinavian retailers - store dashboard
Ranked stores – by growth
Result for own store and change against same period last year

16. Sales today
Lets see some examples from Scandinavian retailers - store dashboard
Sales needed to reach target
Predicted status for day total
Update every 15 minutes

17. Lets see some examples from Scandinavian retailers - store dashboard
19
Daily update of total score Selected criteria's Examples: Campaigns sales KPI score Mystery Shopper Customer Satisfaction survey Loyalty card share Etc..
Your results

18. Lets see some examples from Scandinavian retailers - store dashboard
Ranking selected KPI
Own score vs. the best
Sales competition, ranked result selected Item/SKU
Sales; today, yesterday, week and month
Score “Store Olympics” – selected criteria's

19. Finding out what to do…
Easy access to details is a must
“Why…”
“What to do…”
one click away
Examples from pre-defined analytics for the store manager

20. Finding out what to do…
Chains 3rd best item ranked 194 in my store?
Potential!!
My store vs.
Parent level in store hierarchy (region, country etc.)

21. Finding out what to do…
Rank of all items in category
Category analysis
Sort by: Net Sales Amount
Accumulated total
Accumulated value

22. Finding out what to do…
Category analysis
Sort by: Net Sales Amount
30 best items create 50% of the value
Category total
475 items
102 items create
80% of the value

23. Just a few examples of pre-defined analysis
Drill from dashboard
Experience from successful chains
Cowering minimum 80% from basic offering
Freedom to customize
Freedom to use Excel Pivot for ad-hoc analysis at HQ
?

24. Small changes can make the difference
Lets play with figures and pretend we run a business called “The Retailer”
Key figures;
Net sales = EUR 10 million
Customers = 500 000
Sales per customer = EUR 20
Gross margin products = 30%
Salary cost / sales = 15%
“The Retailer” starts with a store dashboard with benchmarking
Launch a internal campaign with competition to rise Sales per customer
Focus in training and sales meetings
Launch of a “additional sales” product
Monthly winners

25. What if – simulation ..
What if?
•What if every 10th customer buy the “additional campaign product” priced EUR 2?
or
•What if Sales per customer increases 50 cent
This is easy to play with figures ….
– our experience is that retailers make it happen!

26. INTEGRAT ION
Staging DWH
Ad-hoc analysis
Excel Pivot - PowerPivot
Dynamics NAV
POS data
Cube
SQL Server 2008R2/12/14
Solution overview – what we offer
Well proven Microsoft BI solution Dynamics NAV as source A lot of pre-defined business logic and WEB content

27. WEB dashboard & reports
Microsoft Excel
– ad-hoc
Microsoft SSAS - cubes
Microsoft SQL Server - DWH
Solution stack and complexity vs. number of users
On premise or Azure cloud hosting
Stores &
HQ
# of
users
Business Controllers
HQ analystics
IT dep.
Consultance
low
high
complexity
high
low

28. What can we offer
New Vision and September BI are partners
Focus on InStore BI
Our mission
Enable retailers to implement
Secure value and ROI for our customers

29. Summary
Our solution enables you to
Share dashboards – updated, fresh and inspiring
Benchmarking and motivation from potential
Drill to pre-defined analysis – “Why and how…”
All kind of sales reports, from category to products and details
Excel ad-hoc analysis for super users
A taste of how successful Scandinavian retailers work with BI

30. Background & company
+ 20 years experience from POS, ERP and BI solutions in the Scandinavian market
Customers:

31. Retail Business Intelligence – InStore
We are a BI company with 100% retail focus
Most BI solutions focus on analytics and “self service BI” for a few business controllers
We believe in “BI for all” and our solutions are designed for “InStore BI“

32. Thank you!
os@septemberbi.no