BC Sales: Top Industries for Adoption

FMCG growth is about selling smarter, not just more In FMCG, sales teams often get lost in too much data and reports rather than growing sales. The real key to growing sales is understanding your customers better. Sales teams are faced with common problems like: ✅ Using old sales data instead of current shopper habits ✅ Treating all stores and regions the same ✅ Running promotions that don’t fit local customers Here’s a better way: 1️⃣ Use up-to-date data to see what customers want now 2️⃣ Group stores and customers to offer the right products and deals 3️⃣ Work with marketing to focus on what shoppers really need, not just pushing products. For example, one brand found out some regions liked smaller packs during sales, and changed their offers which led to a 30% sales increase in just weeks. The lesson here is: Use data to help customers, not just to sell more products.

Major #KPIs for #Trade #Marketing #Analysis 1-#Sell-#Out #Rate: Measures the rate at which products are sold to consumers from retailers, providing insight into demand and product turnover. 2-#Sales #Volume and #Revenue: Tracks total units sold and revenue generated to assess overall market performance and profitability. 3-#Market #Share: The product’s share of total sales within its category, helping to evaluate competitive positioning. 4-#Average #Basket #Size: Measures the average number of units or monetary value in each transaction, indicating cross-sell and upsell opportunities. 5-#SKU #Performance: Analysis of individual SKU sell-out data to identify top and underperforming products. 6-#Promotion #Effectiveness: KPI assessing the impact of promotions on sales uplift, allowing a better understanding of ROI for trade campaigns. 7-#Out-#of-#Stock #Rate: The frequency or duration of stockouts, which can affect sell-out rates and consumer satisfaction. 8-#Days of #Inventory: Measures the average days stock remains in inventory, helping to avoid overstock or understock situations. 9-#Planogram #Compliance: Monitors adherence to planned shelf placement, influencing visibility and consumer access to products. 10-#Customer #Reach/#Distribution #Points: Number of stores or outlets carrying the product, affecting market penetration. 11-#Return #Rate: Tracks the volume of returned goods as a percentage of total sell-out, impacting net sales.

✔️Is your fill rate meeting industry benchmarks?🤔🧐💯 🎃Managing fill rate benchmarks is not just a metric...it is the backbone of customer satisfaction and business performance. 🏆Leading channels like brick-and-mortar and DTC set the bar high with 97–99% fill rates, while ecommerce and B2B still target impressive 95–98%. But these numbers do not come easy. 🕹️Top Challenges🛑 📈Demand volatility and unpredictable market shifts 🚚Supply chain disruptions and delayed Shipment 🧔Supplier inconsistency and communication gap 📦Inventory inaccuracies and manual processing Errors ✔️What works? 🤠 🔭Invest in real-time inventory visibility and predictive analytics tools. 🏂Foster proactive supplier relationships collaborate to anticipate and resolve bottlenecks. 🧐Regularly review fill rate KPIs by channel and identify areas for rapid process improvement. 👾Automate order and GRN processes to eliminate errors and improve accounting accuracy. 🏃Ready to level up your fill rate? ✔️Set channel-specific benchmarks ✔️Solve frequently recurring issue ✔️Let your supply chain become a source of competitive advantage 🤷How do you overcome fill rate hurdles in your business? Share your experience or proven tip 👇 in Comment #Supply #Category #KPI #Retail #Ecommerce #B2B #Benchmarking #logistics #Qcom #Supplier #Startup #omnichannel #Retail #merchandising #apparel #fmcg #vc

Retail trading is not just about the end result of consumerism and profits, but also about the process. The sweet-spot of the process is understanding and measuring NUMERIC and WEIGHTED distribution, typically from comprehensive SATs such as Solutech Limited's SFA. What's the difference and why does it matter? NUMERIC - The percentage of outlets that carry your product (or any SKU in your range). WEIGHTED - The percentage of category sales represented by outlets that carry your product. Numeric distribution measures how widely available your product is. It is the number of outlets stocking product as a proportion of the total outlets in market (means you need to understand the markets thoroughly). Weighted distribution measures how important or effective your distribution is in revenue terms. It is the category sales in outlets stocking product as a proportion of the total category sales (means you need to understand competition). In a nutshell, Numeric distribution focuses on the breadth of reach while Weighted distribution focuses on the quality or value of reach. Why does this matter? Consider these scenarios: 1. High Numeric, Low Weighted - You’re present in many small outlets, implying limited sales impact. Focus your efforts on bigger volume outlets. 2. Low Numeric, High Weighted - You’re in fewer outlets but high-value ones, implying strong premium or targeted brand strategy. 3. High in both - Ideal, implying wide availability and strong market impact. 4. Low in both - Weak distribution, and the business must prioritise market expansion. Hope this helps! #Retail #Trade_Marketing #Business_Data #Analytics #Route_to_Market

💔 Feeling like your retailer relationships are one-sided? 𝗬𝗼𝘂'𝗿𝗲 𝗻𝗼𝘁 𝗮𝗹𝗼𝗻𝗲. Many consumer brands feel like traditional Joint Business Planning (JBP) with retailers is a "one-and-done" event, leading to miscommunication, missed sales, and stagnant growth. 𝗪𝗵𝗮𝘁 𝗶𝗳 𝘆𝗼𝘂 𝗰𝗼𝘂𝗹𝗱 𝗰𝗵𝗮𝗻𝗴𝗲 𝘁𝗵𝗮𝘁❓❓❓ The future of CPG and retail is about transformation through greater and more frequent collaboration. The key to unlocking sustained growth is in the data. 🥊 𝗧𝗵𝗲 𝗢𝗹𝗱 𝗪𝗮𝘆 𝘃𝘀. 𝗧𝗵𝗲 𝗡𝗲𝘄 𝗪𝗮𝘆 Traditional JBP is often painful and inefficient; a one-size-fits-all approach that doesn't account for unique retailer needs and often involves: 👎 Infrequent, transactional meetings 👎 Supplier-centric, one-way presentations 👎 Performance reports based on inaccurate, outdated data The new way: an ongoing, symbiotic partnership based on data-driven JBP, focusing on mutual success and shared goals and built on:   👍 Daily SKU- and store-level POS and inventory data   👍 Unified data and visibility for confident decision-making   👍 A key differentiator that builds trust, authority, and credibility 🔓 𝗨𝗻𝗹𝗼𝗰𝗸 𝗚𝗿𝗼𝘄𝘁𝗵 𝘄𝗶𝘁𝗵 𝗥𝗲𝗹𝗶𝗮𝗯𝗹𝗲 𝗗𝗮𝘁𝗮 𝗮𝗻𝗱 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 Instead of just showing up with a standard slide deck to buyer meetings, show up with actionable insights and a true understanding of your retailer's business. Your data can help your partners solve real, everyday problems by helping them: ✔️ Identify underperforming products and promotions ✔️ Pinpoint regional opportunities for new products ✔️ Forecast and meet demand with greater accuracy ✔️ Enhance shopper engagement and brand loyalty 💖 𝗜𝘁'𝘀 𝗮 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽, 𝗡𝗼𝘁 𝗮 𝗣𝗶𝘁𝗰𝗵 True data-driven JBP is a two-way street. When both sides proactively share and leverage accurate data, you can: ✔️ Align on shared sales and revenue goals ✔️ Collaboratively build successful sales, marketing, and supply chain strategies ✔️ Optimize resources for the best possible outcomes The results of this partnership are increased sales, stronger relationships, and an improved shopping experience for the end consumer. 🚦 𝗦𝘁𝗼𝗽 𝗣𝗶𝘁𝗰𝗵𝗶𝗻𝗴. 𝗦𝘁𝗮𝗿𝘁 𝗣𝗮𝗿𝘁𝗻𝗲𝗿𝗶𝗻𝗴. Ready to transform your JBP? Contact Retail Velocity today to dive deeper into the blueprint for modern retail partnerships: https://hubs.li/Q03KqklK0 #JointBusinessPlanning #RetailPartnerships #CPG #POSData #InventoryManagement #RetailExecution #ConsumerGoods

Not all companies are ready for daily data, so they use weekly data. The key is to use extremely recent data. With VELOCITY, yesterday's data is available the next morning - for the chain or EVERY store plus online, and at a SKU level. This has proven to drive the best demand planning and JCP's.

Essential Sales & Distribution Metrics! 📊 What gets measured gets managed. In Sales & Distribution, tracking the right metrics isn’t optional it’s the difference between growth and stagnation. 🚀 From sell-in vs. sell-out, coverage & productivity, to order fill rate and distribution reach these KPIs reveal where the market is won or lost. ✅ The sharper your visibility the stronger your control. 👉 Which metric do you think drives the biggest impact in distribution performance? #Sales #Distribution #FMCG #SalesGrowth #BusinessExcellence #MetricsMatter #SalesMetrics #DistributionMetrics #SalesGrowth #FMCGSuccess #SalesStrategy #DistributionExcellence #MarketPenetration #RouteToMarket #SalesForceEffectiveness #DataDrivenSales #SalesPerformance #BusinessGrowth #ChannelManagement #EssentialMetrics #SalesLeadership #RevenueGrowth #SalesInsights #ExecutionExcellence #SalesOptimization #SalesAndDistribution #FMCGDistribution #RetailMetrics

Essential Sales & Distribution Metrics! 📊 What gets measured gets managed. In Sales & Distribution, tracking the right metrics isn’t optional it’s the difference between growth and stagnation. 🚀 From sell-in vs. sell-out, coverage & productivity, to order fill rate and distribution reach these KPIs reveal where the market is won or lost. ✅ The sharper your visibility the stronger your control. 👉 Which metric do you think drives the biggest impact in distribution performance? #Sales #Distribution #FMCG #SalesGrowth #BusinessExcellence #MetricsMatter #SalesMetrics #DistributionMetrics #SalesGrowth #FMCGSuccess #SalesStrategy #DistributionExcellence #MarketPenetration #RouteToMarket #SalesForceEffectiveness #DataDrivenSales #SalesPerformance #BusinessGrowth #ChannelManagement #EssentialMetrics #SalesLeadership #RevenueGrowth #SalesInsights #ExecutionExcellence #SalesOptimization #SalesAndDistribution #FMCGDistribution #RetailMetrics

Negotiating a future cost price increase? How elastic is the retail price?   When a supplier in a long-term relationship with a retailer needs a cost price increase and the retailer values the supplier, both parties typically speculate about the impact on volume while negotiating. Many times, no one can quantify the retail price change impact, creating more questions than answers during the negotiation. You might think about price elasticity, but how often do suppliers do the analysis to quantify the price impact on volume before negotiating? Price elasticity measures consumer demand and sensitivity to price changes. This is critical data suppliers need to analyze before pushing for a price hike. Supplier proactivity reduces retailer fear and uncertainty when faced with an unscheduled cost increase. This is preconditioning, and in a long-term relationship, it is highly appropriate. The supplier’s analysts should assess and quantify the price elasticity at different retail points. This gives the retailer options. Price elasticity is “the percentage change in volume demanded, divided by the percentage change in price.” Sounds simple, but there are other inputs. External consumer data, pricing psychology, trends (e.g. a shift to private label over name brands), historical retail price/volume data, CPI, and seasonality can all impact demand. The more inelastic the price is (as with essential CPG staples), it is easier to justify the retail price hike knowing that consumers will not change their purchasing habits much. Steps to proactively address elasticity before negotiating: -         Determine Elasticity – Create a robust model with disparate data. -         Forecast Volume Impact – Predict volume change based on various retail price points. -         Segment Your Portfolio – Review product lines and categorize based on elasticity. For elastic products (e.g. luxury snacks), propose smaller price increases or bundles; for inelastic products (e.g. staples), be bolder with the increase. -         Predict Retailer Strategies – Use elasticity to predict if retailers can pass along costs by increasing retail prices, or if the retailer needs to absorb some cost to preserve volume. -         Plan Preconditioning Communications – Create a communication plan prior to negotiating. If encountering high elasticity, prepare to give concessions to offset any volume drops. If you are a supplier who ignores price elasticity prior to negotiating with a retailer, prepare to be uncomfortable, experience retailer confusion, and not obtain price increase approval during the negotiation. By proactively planning, using facts and data, preconditioning, and creating value through collaboration, you can improve your relationship, mitigate risk, and both parties can ‘win’ (but the better negotiator will always ‘win more’). What other price action challenges do you face? #PricingStrategy #RetailInsights #CPG #BusinessNegotiation #TheGapPartnership

Many B2B distributors are sitting on gold but it’s buried deep inside their sales data. 📦📊 Over the past few months, I’ve been speaking with several distributors who supply products across North America. Almost all of them face the same hidden challenge: 🔹 Online and offline sales channels don’t sync. 🔹 Inventory forecasting is based on gut, not data. 🔹 Marketing spend isn’t mapped to actual ROI per SKU. At Wissend, we’ve been helping distributors bridge this gap through analytics-driven eCommerce transformation where every sales decision is powered by insight. Example: A U.S. distributor we worked with reduced dead-stock by 27% and improved cross-sell by 18% — all through SKU-level visibility and customer data mapping. The result? A smarter, leaner, faster-moving supply chain that reacts to demand, not assumptions. Curious how data-driven decisions can transform your distribution business? I’d love to share a few U.S. success stories (no slides, just real numbers)😀 #EcommerceTransformation #USDistribution #RetailAnalytics #SupplyChainOptimization #B2BCommerce #Wissend #DigitalTransformation #SaaSSales