SKU Ra'onaliza'on & Harmoniza'on

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Emil Payne
10 years ago
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1 SKU Ra'onaliza'on & Harmoniza'on Quadrantum 2014

2 Project Approach 1. Conducted 80/20 analysis on Total Business (Profit, Margin, Accounts Buying) 2. Conducted SKU Op'miza'on Analysis (Key Categories) (Traffic generators, Winners, Sleeper, For Review Quadrants) 80/ , UK&IR, Business Cards Euro Contribution to Selection 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Tail Top 80% SKU/ID 3. Conducted Item Composite Ranking for SKU s Analysis (Key Categories) (Exclusivity, Accounts Penetra3on, Loyalty, Sales per Customer, Conversion) 4. Findings to be reviewed with tac'cal plan RMS Item Item Description Brand Sales Composite Ranking Ranking Weight 20% Weight 20% Weight 20% Weight 20% Weight 20% Avg % % Loyalty % Account (Share of Exclusivity Penetration Requirements) Sales Per Conversion Customer % CARTRIDGE TONER BLACK HP CE278A Hewlett Packard 362, CARTRIDGE LASER SAMSUNG MLT-D1052L Samsung 330, BLACK HEWLETT PACKARD CC364X INKJET CARTRIDEG Hewlett Packard 76, TONER CARTRIDGE BLACK OFFICE DEPOT COMPATIBLE KYOCERA TK-110 Office Depot 16, TONER CARTRIDGE BLACK CANON 1980B BK Canon 45, TONER CARTRIDGE BROTHER DR8000 DRUM Brother 31, TONER CARTRIDGE YELLOW LEXMARK C5220YS Lexmark 17, TONER CARTRIDGE HP Q6003A MAGENTA Hewlett Packard 189,

3 Project Approach (SKU Op3miza3on / Category Results / Explana3on Quadrant ) Direct Traffic Generator High Sales Low Profit Direct Winners High Sales High Profit SKU Op3miza3on SKUS that have a HIGHER than average sales contribu3on BUT LOWER than SKUS that have a HIGHER than average sales contribu3on AND HIGHER than Direct for Review Low Sales Low Profit Direct Sleepers Low Sales High Profit SKUS that have a LOWER than average sales contribu3on AND LOWER than SKUS that have a LOWER than average sales contribu3on BUT HIGHER than

HIGHER than average sales contribu3on AND HIGHER than Direct for Review Low Sales Low Profit Direct Sleepers Low Sales High Profit

4 Channel 1 Direct Traffic Generator Direct Winners Prod Group % Prod Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % 1743 SKU 6271 SKU Prod. Group % Prod. Group % Total % Total % 15.93% 17.92% 12.89% 15.35% Direct for Review Prod Group % Prod. Group % Prod. Group % Prod. Group % Total % Total % 5.37% 4.44% 8.96% 6.40% Direct Sleepers Prod Group % Prod. Group % 21,75 % 78,25 % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Prod. Group % Total % Total % Total % 47.45% 41.22% 34.56% 41.44% Total % 31.25% 36.42% 43.59% 36.81% Percentage of total nr of SKU s of each country

Group 6 68 54 32 154 11.68% Total 522 347 361 1230 15.35% Total % 15.93% 17.92% 12.89% 15.35% Direct for Review Prod Group 1 82 55 44 181 30.32% Prod. Group 2 485 218 293 996 43.44% Prod.

5 All Channels 6472 SKU SKU All Channels per region - Traffic Channels DE FR UK NL TOT Direct % Contract % Retail % Total % Total % 15.37% 15.82% 13.37% 14.21% All channels per region - Review Depts./Country DE FR UK NL Total Direct Contract Retail Total % Total % 40.90% 36.25% 35.46% 36.45% All Channels per region - Direct Winners Channels DE FR UK NL Total Direct Contract Retail Total % Total % 6.51% 8.75% 9.89% 11.81% All Channels per region - Sleepers Depts./Country DE FR UK NL Total Direct Contract Retail Total % Total % 37.20% 39.15% 41.26% 37.52% % % Total Overview Regions DE FR UK NL Total SKU s Traffic 15.37% 15.82% 13.37% 14.21% Winners 6.51% 8.75% 9.89% 11.81% Review 40.90% 36.25% 35.46% 36.45% Sleepers 37.20% 39.15% 41.26% 37.52% Update Merchandising & Procurement- slide 5

/Country DE FR UK NL Total Direct 1984 1197 1386 224 4791 Contract 1752 1254 1610 353 4969 Retail 0 639 0 0 639 Total 3736 3090 2996 577 10.399 37.56% Total % 40.90% 36.25% 35.46% 36.

6 Contact Quadrantum P.O. Box BK TILBURG The Netherlands Mob. +31(0) Mail [email protected] Copyright Notice ALL content ON this presentation INCLUDING but NOT LIMITED TO ALL text, graphics, logos, button icons, images, audio clips, AND software, IS the property OF Quadrantum Organisatie Advies OR its authorized content suppliers AND protected BY the Dutch Law AND international copyright laws. The content ON this presentation may be used FOR viewing ON this presentation, but title TO the content shall NOT pass TO ANY USER. ANY other USE, INCLUDING the reproduction, modification, distribution, transmission, republication, display, OR performance, OF the content ON this presentation IS strictly prohibited. However, the USER may reproduce LIMITED excerpts OF the content FOR personal USE ONLY, provided that EACH such copy contains a copyright notice AS follows: Copyright 2014 Quadrantum Organisatie Advies & Interim Management ALL Rights Reserved.

Advies OR its authorized content suppliers AND protected BY the Dutch Law AND international copyright laws.

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