SKU Ra'onaliza'on & Harmoniza'on Quadrantum 2014
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) 80/20 2012, 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 % 5298309 CARTRIDGE TONER BLACK HP CE278A Hewlett Packard 362,280 1 54 35 52 66 29 5563431 CARTRIDGE LASER SAMSUNG MLT-D1052L Samsung 330,568 2 11 15 32 178 10 3068053 BLACK HEWLETT PACKARD CC364X INKJET CARTRIDEG Hewlett Packard 76,460 89 169 279 23 4 163 1585643 TONER CARTRIDGE BLACK OFFICE DEPOT COMPATIBLE KYOCERA TK-110 Office Depot 16,521 90 30 258 42 291 19 3426383 TONER CARTRIDGE BLACK CANON 1980B002 716BK Canon 45,305 176 187 181 161 194 134 4094649 TONER CARTRIDGE BROTHER DR8000 DRUM Brother 31,227 177 181 267 74 118 218 3785633 TONER CARTRIDGE YELLOW LEXMARK C5220YS Lexmark 17,503 263 261 316 249 79 245 3639849 TONER CARTRIDGE HP Q6003A MAGENTA Hewlett Packard 189,840 264 286 21 304 271 271
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
Channel 1 Direct Traffic Generator Direct Winners Prod Group 1 21 11 14 46 7.71% Prod Group 1 9 1 6 16 2.68% Prod. Group 2 179 132 177 488 21.28% Prod. Group 2 16 10 18 44 1.92% Prod. Group 3 195 115 133 443 15.58% Prod. Group 3 53 40 66 159 5.59% Prod. Group 4 55 20 1 76 10.64% Prod. Group 4 23 1 34 58 8.12% 1743 SKU 6271 SKU Prod. Group 5 4 15 4 23 8.27% Prod. 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. Group 5 16 12 32 60 21.58% Prod. Group 6 59 22 95 176 13.34% Total 176 86 251 513 6.40% Total % 5.37% 4.44% 8.96% 6.40% Direct Sleepers Prod Group 1 125 85 144 354 59.30% Prod. Group 2 248 156 361 765 33.36% 21,75 % 78,25 % Prod. Group 3 631 312 338 1281 45.06% Prod. Group 3 284 258 418 960 33.77% Prod. Group 4 179 38 69 286 40.06% Prod. Group 4 197 27 70 294 41.18% Prod. Group 5 23 15 60 98 35.25% Prod. Group 5 23 24 50 97 34.89% Prod. Group 6 155 160 164 479 36.32% Prod. Group 6 147 155 208 510 38.67% Total 1555 798 968 3321 41.44% Total 1024 705 1221 2950 36.81% 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
All Channels 6472 SKU 21.214 SKU All Channels per region - Traffic Channels DE FR UK NL TOT Direct 679 575 459 105 1818 44.25% Contract 725 560 671 120 2076 50.43% Retail 0 214 0 0 214 5..32% Total 1404 1349 1130 225 4108 14.83% Total % 15.37% 15.82% 13.37% 14.21% All channels per region - Review Depts./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% 36.45% All Channels per region - Direct Winners Channels DE FR UK NL Total Direct 359 250 455 75 1139 Contract 236 223 381 112 952 Retail 0 273 0 0 273 Total 595 746 836 187 2364 8.53% Total % 6.51% 8.75% 9.89% 11.81% All Channels per region - Sleepers Depts./Country DE FR UK NL Total Direct 1428 1129 1691 230 4478 Contract 1970 1319 1795 364 5448 Retail 0 889 0 0 889 Total 3398 3337 3486 594 10.815 39.06% Total % 37.20% 39.15% 41.26% 37.52% 23.42 % 76.62 % Total Overview Regions DE FR UK NL Total SKU s 9133 8522 8448 1583 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
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