Blogs

10th August 2018 Limitations of Averages When Forecasting Rates of Sale

Many people use averages for forecasting (daily or weekly rate of sale), but it does mean you always under replenish sales as you go into a peak and over replenish sales coming out ...

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10th August 2018 Retail Industry Profitability Drivers

  When selling to retailers there are only four ways to improve their profitability. These are: 1. Increase sales This can be done by in many ways including opening more stores, ...

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25th July 2018 Managing Your Sell Out The Equal Covers Replenishment Method

For some fashion retailers, it is important that a style sells out everywhere it is stocked at the same time, at least as closely as we can manage it. The equal covers method aims to ...

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19th July 2018 Factors to Consider When Creating a Supplier Scorecard

Selecting a supplier of software is a complex process. Some sales organisations are very good at presenting themselves and less good at delivery. Some are good at delivery but you might ...

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11th July 2018 Know Your Customer

Retailers are frequently told they must know their customer, be customer centric, provide the kind of service customers can get online, etc. Great, but how do you do it in practice? The ...

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6th July 2018 Solution Selling Verses Product Selling

When sales people first started selling they sold products and for a long time product selling was the only way of selling. Product selling is about finding the people that need your ...

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22nd June 2018 8 tips for better initial allocations

Initial allocations (or first injections) should be enough to cover forecast sales before replenishment can kick in, plus a safety stock. And for many retailers this can be 40 to 60% ...

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7th June 2018 Demand is demand at a price

  Forecasts are almost always generated given the current price of the items being forecasted.  However, once a forecast is made, it is possible to revise the forecast ...

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16th May 2018 Using Lost Sales Information to Improve Availability by 10%

Most non-food retailers don’t measure availability and don’t estimate lost sales.  Yet in grocery (where lost sales are measured more consistently) various studies ...

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2nd May 2018 Planning and Evaluating Promotions

When planning promotions it is important to define the objective for each promotion.  In a previous post, one objective was to move customers up the price point scale.  Here’s ...

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