Analysis and assortment selection

Sales assortment is often difficult to optimally define by reason of high quantity of offered items and a number of retail shops including various formats. It is necessary cohere requirements mutually contradictory, e.g. as follows:

  • Width and length (depth) of the assortment versus available area on retails;
  • Local and regional divergences versus easy managed central assortment;
  • Optimal utilization of sales area;
  • New products put up for sale.

Better case is to have a lot of information from business data; however their computation is not easy. With help of tools like for example Assortment Manager following issues can be optimized: assortment composition for particular consumers, sales channels and formats or clusters (regionally different group of retails). Such tools can be utilized either by producers or traders.

Various data sources can be utilized for analysis – market data in form of scanned or panel data, own data of sales from ERP system or POS or data provided by the consumer. Thanks to preset process and predefined analyses, it is subsequently possible to find opportunities at particular consumers, formats etc., to limit unsalable articles and so to reach optimal composition of assortment complying with specifics of given subject.

The tool is key mainly for KAM managers of FMCG companies because it allows immediately prepare relevant background data for meetings with consumers, presenting exact benefits numerated by finances.

Tool is used by a number of FMCG both international producers, for example Carlsberg Breweries-Palmolive Co., Danone. Colgate, Mars Inc. or Unilever, and in the Czech Republic e.g. Molson Coors Europe s.r.o. and UNILEVER ČR, spol. s r.o.

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