from Nick Jones commercial director, CPM UK
Sir; I read with great interest your article £2bn sales lost in the black hole (The Grocer, September 7) and could not agree more. Indeed, your own Grocer 33 out of stocks data further highlights the massive opportunity stores and manufacturers are currently missing out on.
We know that focusing on the last 50 yards is crucial through the work we do with more than a dozen manufacturers in the top four UK grocery multiples checking distribution, ensuring availability and assessing promotional compliance.
The impact of this work speaks for itself  typically driving between a 20-30% increase in sales for our clients. Indeed, in a control test where we withdrew activity for a major non-food manufacturer in one region, sales dropped by 38%.
Working in close partnership with key members of staff at store level is essential to improving the supply chain. IT systems are only as good as the information they contain. Working with stores to verify this information is an important part of our role.
For example, book stock accuracy activity conducted on behalf of GlaxoSmithKline, in the major multiples, revealed that in only 54% of cases did our physical checks match figures on the system.
{{COMMENT & LETTERS }}
Sir; I read with great interest your article £2bn sales lost in the black hole (The Grocer, September 7) and could not agree more. Indeed, your own Grocer 33 out of stocks data further highlights the massive opportunity stores and manufacturers are currently missing out on.
We know that focusing on the last 50 yards is crucial through the work we do with more than a dozen manufacturers in the top four UK grocery multiples checking distribution, ensuring availability and assessing promotional compliance.
The impact of this work speaks for itself  typically driving between a 20-30% increase in sales for our clients. Indeed, in a control test where we withdrew activity for a major non-food manufacturer in one region, sales dropped by 38%.
Working in close partnership with key members of staff at store level is essential to improving the supply chain. IT systems are only as good as the information they contain. Working with stores to verify this information is an important part of our role.
For example, book stock accuracy activity conducted on behalf of GlaxoSmithKline, in the major multiples, revealed that in only 54% of cases did our physical checks match figures on the system.
{{COMMENT & LETTERS }}
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