Point-of-Sale & Data Analytics Webinar
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1 Point-of-Sale & Data Analytics Webinar Pam Christian Karen Rushforth July 23, 2015
2 ANTITRUST CAUTION GS1 US is committed to complying fully with antitrust laws. We ask and expect everyone to refrain from discussing prices, margins, discounts, suppliers, the timing of price changes, marketing or product plans, or other competitively sensitive topics. If anyone has concerns about the propriety of a discussion, please inform a GS1 US representative as soon as possible. Please remember to make your own business decisions and that all GS1 standards are voluntary and not mandatory. Please review the complete GS1 US antitrust policy at: 2
3 INTRODUCING Karen Rushforth EDI Director Belk Pam Christian Corporate Account Director Parlux Fragrances Sponsored by:
4 AGENDA Consumer Trends Data Sharing Challenges Data Sharing Benefits and Business Impacts Point-of-Sale (POS) Data Sharing Conversation GS1 US POS Data Sharing Workgroup and Resources Accelerated Analytics Questions 4
5 CUSTOMER SHOPPING TRENDS 74% of Shoppers use at least 2 Channels to Buy Same Price Anywhere Return Anywhere Fulfill Anywhere 70% of Omni-Shoppers spend more 60% Search Online and Buy in Store 5
6 CHALLENGES RETAILER CHALLENGES Getting good vendor data Obtaining good product attribute data and images Inventory accuracy Correct vendor product delivered / match order Stock outs, Open to Buy Shrink Product assortments and planning Promotions Product traceability Look on the selling floor / planograms Item level RFID Customer confidence and loyalty Providing a good customer and associate experience Sharing detailed sales and inventory data with a lot of vendors SUPPLIER CHALLENGES Get/process POS data at store level from retailers Providing multi-retailers varied requests Inventory implications Fulfillment / Direct ship (to store / to customer) Stock outs, Open to Buy Shrink Product assortments and planning Promotion tracking Supply chain visibility Managing OH$ (investment vs. sales ratios) Participation in RFID initiatives Consumer confidence and loyalty to brand Store visits (sales, field reps) and positive participation Resource constraints with data integration and inconsistent reporting standards 6
7 POINT-OF-SALE & DATA ANALYTICS Promotions Product Assortments & Planning Product Traceability Managing On Hand Investments Open to Buy Stock Outs Inventory Accuracy Unit Sales Dollar Sales U.P.C. / Store Level Markdown Units % TTL Sales Average Sales by Item & by Store On Hand Units & Dollars On Order Units & Dollars % TTL Investment Weekly Sales & Inventory Data E-Com Sales Consistency of Data Staff Insight to Data Timeliness of Data Sell Thru % Weeks of Supply % TTL Investment Out of Stocks / Lost Sales Oppty Sharing Good Data Accurate Fulfillment Consumer Confidence Shrink Visibility Are our Investments Paying Off? Inventory Implications Stock Outs Product Availability 7
8 BENEFITS OF DATA SHARING SUPPLIER BENEFITS Consistent brand representation across all brands and retailers Lessens manual workload often done by local sales reps; information becomes centralized Produces one set of attributes & images for all retailers Eliminates time mailing and tracking samples to send from one retailer to another Shortens cycle time to website resulting in additional sales RETAILER BENEFITS Creates a homogenous customer experience for Omni-Channel Consistent format and receipt of information from vendors and reduces mistakes Eliminate judgment calls due to lack of data, i.e., assume fur is fake when it is real Less errors in matching images/samples and attributes to products Reduces cycle time to website resulting in additional sales 8
9 CONTENT DRIVES CUSTOMER PURCHASING DECISIONS Customers want more information on products to make better informed purchasing decisions Customers want to be able to view products on line and easily find instore (and vice versa) Attribute Example of Attribute Value Brand Neckline Sleeve Length Closure AGB Scoop Cap sleeve Button-and-loop Length 30 Country of Origin Collection Name Fabric Content Care Instructions Imported Southern Charm Polyester/Spandex Machine Washable 9
10 BUSINESS IMPACTS OF DATA Business Function Future State Expectation E-Commerce - Enhance Search Engine Optimization (SEO) - Additional selling features improve sales - Customers want more information for better purchasing decisions - Automated process improves cycle time to website Buying & Planning Merchants - Review image at time of PO entry - Utilize attributes for enhanced reporting and allocation to stores Supply Chain - Hazardous materials for package handling - Dimensional/weight information for fast put away at Fulfillment Center - Images assist Fulfillment Center associates with picking & packing customer orders Stores - Images to help with store fulfillment and promotional event set up Tax - Attributes to support various tax rules in store and online. For example, SPF is tax exempt in Texas Legal - Necessary for complying with U.S. Dept. of Commerce rules, i.e., animal fur name 10
11 POINT-OF-SALE & DATA ANALYTICS CONVERSATION What do retailers want vendors to do with this data? What do vendors use the data for? What are the time and resources involved with giving and receiving the data? What do vendors do with data better when it is U.P.C./Store/DC and has all of the key metrics? Success Stories and Teachable Moments 11
12 ASK YOURSELVES THESE QUESTIONS Do you have insight into your sales by market? Can you react to sales quickly? Can the consumer connect your product and all of its accessories on the web? Are you tracking products by size volume or color? Do you know what your best selling products are, or do you just think you do? Why is one product selling better at one retailer vs. another or one region vs. another? Why is a product not selling? Are you able to manage your inventories? Do you know what your inventory at a particular retailer is? By SKU by location? 12
13 GS1 US POINT-OF-SALE DATA SHARING WORKGROUP Business need presented to the GS1 US Apparel and General Merchandise Executive Leadership Committee Industry representatives want to have more robust POS data shared between trading partners GS1 US Workgroup approved and formed mid-2015 Workgroup created a Business Use Case defining the needs for better trading partner collaboration Workgroup currently defining pilot program details and soliciting participants 13
14 POS BUSINESS USE CASE Focus to enhance POS data to include more meaningful data sets. Sales Activity Data to include: On hand (dollars & units) Sales (units & dollars) On order (dollars & units) Markdowns (units) Owned retail (inventory dollars) Improving POS data sharing practices with these data points will enhance retailer/brand collaboration to clearly establish objectives and targets, define success factors, drive efficiencies and reduce costs. In most cases, the insights will be a key enabler for strategic discussions and decision making. 14
15 GS1 US RESOURCES GS1 US Apparel and General Merchandise Initiative Workgroups focused on Product Images and Data Attributes, Item Level RFID, Point of Sale Data Sharing Contact - ApparelGM@gs1us.org Visit - Business Process Guide for EDI (PDF available through GS1 US Store) Education & Training - GS1 US University On-demand educational videos, training modules, webinars and classroom learning, certificate courses and implementation workshops Visit - Advisory Services Offers customized support with a combination of technical and business expertise to address specific challenges you may face in integrating GS1 Standards into your operations Visit - Member Support
16 ACCELERATED ANALYTICS ABOUT ACCELERATED ANALYTICS Accelerated Analytics is a comprehensive software-as-a-service (SaaS) solution for collecting, analyzing, and reporting on retail 852, POS and supply chain data. Accelerated Analytics tools provide years of best practices in retail merchandising and are customizable to your exact requirements. Jennifer Freyer Director of Sales & Marketing Jennifer@AcceleratedAnalytics.com Our Service Eliminates Common Problems: Staying current with retail POS formats IT staff backlog Inefficient report creation Slow turn around of data Inconsistent reporting standards No store level detail Speaking the retailer s language for multiple retailers Difficult data integration 16
17 QUESTIONS? 17
18 CONTACT INFORMATION Michelle Covey Sr. Director, Industry Engagement Apparel and General Merchandise GS1 US TEL EM AIL W EB mcovey@gs1us.org Connect with the GS1 US community on: 18
19 Thank you! 19
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