Back to School – Retail Sales & Inventory Reporting

By Jim Lewis, CEO Enhanced Retail Answers LLC

I just lately experienced the honor of lecturing at my alma mater, the College of Florida. We reviewed the basic principles of retail analytics, the instruments and roles of retail and wholesale inventory planners. We talked about how products decisions are built to ideally make magic on the gross sales floor. But the magic does not generally come about.

A university student requested what triggers a store to have empty cabinets. That’s a entire lecture within just by itself. We talked about some of the motives- what can be controlled and what cannot. They know what they go through- that the pandemic brought on havoc on the supply chain. While that is true, there are a lot of other triggers, specially now that the supply chain is easing. We concentrated on studying the mechanics of how out of shares consequence in shed product sales. One particular of the stories I showed the stock of an merchandise by keep by week, highlighting when it was out of inventory. Learners swiftly did the math to figure out how considerably income was remaining still left on the desk.

Tracking Store Inventory

Keep track of stock by sku by 7 days by shop to discover outs and missing opportunity.

Predicting Out of Shares

While there are some retailers whose philosophy is that they’d instead be out of inventory than mark down an item, the wide vast majority really do not want to be out of inventory. Avoiding inventory outs calls for a good deal of transferring parts to sync harmoniously. There must be a consistent flow of stock coming from the wholesale side with peaks and lulls taken into thing to consider. The allocation course of action depends incredibly a lot on the sophistication of the retailer. Some auto replenishment devices basically adhere to a minimal quantity, some add charge of sale to that, but most aren’t good enough to prioritize suppliers and products that are out the most. And lots of don’t insert again lost product sales, which signifies the overall foundation for the forecast does not reflect the real probable. Then there is the sheer quantity of sku’s- millions of sku-store combos to take care of.

Track Store Outs

Hold keep track of of the merchants or items that are constantly out of stock.


The most effective approach for keeping in inventory is VMI (Seller Managed Stock) the place the retailer employ’s their supplier’s methods to forecast and ensure retailers continue to be in inventory.  It fundamentally means all those sku’s will have far more concentrate on them than non-seller managed items. This aim allows the supplier laser focus on outlets and sku’s that are most possible to go out of stock, and beef them up.


Even with the most effective of intentions, there may well not be adequate stock or open to acquire to allocate in the most efficient manner. Which is why documenting situations is crucial. If you only have so a lot of sources- which retailers or items receives fed very first? What will get prioritized? Or does every single retailer get a smaller sized sum? These may adjust dependent on the condition, but we suggest developing a “play book” so there is a program in place.

Details Science

It genuinely isn’t mind science. We have an abundance of stories and techniques that continually research which items and shops are bought out- so that inventory can be prioritized to repair the dilemma. Based on a mix of knowledge points- wholesale inventory flow, historic shop and item stock outs, seasonality, promotions, etc., we use a several very simple algorithms to do the do the job. It does involve effective computing electric power to sift by means of thousands and thousands or billions of data of facts, so it is not for the faint at coronary heart.

I always take pleasure in talking to pupils. At its coronary heart, ERS was founded on education and learning- instructing producers to feel and act like retailers. It has developed into substantially much more over the last 20 decades, but training stays a main target of our enterprise.

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