Field Analysis Tool

Challenges:

A leading FMCG manufacturer was seeking improved tools to empower their front-line; National Account Managers, Field Force Representatives and Range Review staff.

Solution requirements included:

• Improved out-of-stock (OOS) analysis identifying geographic problem areas
• Better seasonal sales analysis to reduce wastage and grow sales
• Better range management
• Better review of performance versus IRI sales data

Omniscope Solution:

1. An OOS analysis tool was created as an Omniscope file, using 4 weeks sales data by item/store/day for over 300 stores.
2. Sales information was mapped to average sales by item/store, allowing staff to quickly find OOS days at any level (Brand/Data/Area/Vendor).
3. Omniscope automatically plotted OOS measures on a UK map, identifying problem areas and improving allocation/trip planning of field force resources.
4. Using average retail prices, OOS was valued such that field force staff could discuss actual numbers face-to-face with their customer in the store, with the Omniscope report and map views open on their laptop.

Next steps: Additional ranges and seasonal analyses are being added to the working file.