Using EPOS Analytics to Drive Incremental Value for Kerry
Using EPOS Analytics to Drive Incremental Value for Kerry
As part of our ongoing operations with Kerry, we were asked to make smart use of EPOS data by the client to create efficiencies in the team and drive additional value over a two week period. For Kerry, efficiency is key given that many of their products are short-dated. Availability can also be an issue because of this, so the client wanted a demonstrable data solution that could provide results.
Delivered for
The Activity
In a chilled business with short-dated products, availability can fluctuate, so it is crucial to spot issues early and this is where DART excels. The DART dashboard downloads the previous day’s EPOS data direct from the retailers for all their stores. This allows the Territory Managers to be strategic, to focus on the stores with the biggest and most important issues.
Each day the Territory Managers plan their day using a combination of geography and data in their target store list. The data provided shows the Territory Manager the total Lost Sales Value for each of their stores within their given geography. By targeting the correct stores at the correct times it has allowed us to help stores improve their on shelf availability and reduce the value of sales lost due to out of stocks. The interventions we have made in Kerry Foods using DART to support our coverage have driven availability up by 3% and improved lost sales values by £40K per week.
As well as supporting journey plans, the DART dashboard also visualises the sales data for our brands by regions, allowing the Territory Manager to have strategic sales conversations with the store management team, supporting space and displays based on actual store sales as well as creating some inter store competition.
DART has a Head Office app that allows brand and sales teams also benefit too. They are able to access DART dashboards and reports showing product availability, distribution and promotional compliance. Using DART has not just made our field teams more efficient – it has also helped at a Head Office level to see and report on important statistics across the estate.
The Results
In store corrections led to a 20%-40% sales increase
Over a two-week period the team corrected £60,000 of lost sales value.
DART also drove availability up to 97% in all stores
What the client says
“We have been using DART with our Field and Head Office teams for the last 2 years and have seen the value it has added to our business. We have just relaunched the Field team on a dynamic call file using DART as the key mechanic to determine the stores to visit. Using the Field tool, the team are able to use the deep actionable insight to identify the stores that have the biggest opportunity, unlocking more value adding interventions and incremental displays quicker than ever. In the first month of our dynamic call file DART has helped us avoid over £110k of potential lost sales, 70% more than the previous static call file. The DART Head Office tool has also given our brand and account teams a simple way to identify issues and opportunities across the full estate of stores. We’re very impressed with the value that has been delivered in such a short period of time and we’re looking forward to see how much more DART can unlock.”Michele Dainty - Trade Marketing Manager