Merchandising Management: Be Sure You Avoid 9 Terrible Mistakes

hi guys welcome welcome to this webinar hi all of you let's take it hi hi guys people are still joining so let's take a couple of minutes before all attendees to join the webinar and we will begin we would like to say that we are really glad you joined our webinar we hope that this time will be for you very insightful and we will try our best to make it to make it valuable and to to provide and to share some very interesting information okay yeah people are still joining so let's let's give it a minute and we will begin

thank you while people are drawing and I would like just to briefly say that today we are going to talk about very important part a very important topic for the retail business because we work as Lithia company we work with retail mainly and we know a lot about what was going on we're working in different regions and that gives us and like comprehensive understanding of how Global retail Market Works what are the trends and so on and the today's topic about the merchandising management it's an important one because the Shelf is the way how the retailer communicates with the customer and depending on what products on the Shelf in what quantity uh like it influence a lot and the sales it influence the customer loyalty and all all kpis of the retail business okay and uh yeah I see we have almost

everyone on board and we can start so guys yeah thank you for joining one more time uh please feel free to send your questions to the chat and the topic of our merch uh the topic of our of our webinar today is merchandising management so we can start on this point okay let's go Anna so yeah as you can see there's me Mark and there is Anna Anna is a head of Business Development so there will be two of us conducted this webinar today and we are welcoming all of you in here so just a few words about us guys uh so we have been working with different retailers for more than 15 years and currently we have projects in 17 countries and we implemented more than 100 of 60 projects and at the moment our team contains around 100 employees uh the few words about our customers so currently we have projects in 17

countries as I mentioned and our background like mostly in grocery retail Health and Beauty convenience stores supermarkets but we also had a bad experience working with electronics oil and gas DIY and Twitter tailors uh just a little bit more information about our products so Lithia as a platform that automates the different area of supply chain with the help of our Ai and machine learning and our platform itself consists at the moment for four modules and the first module is our inventory optimization this module helps us to automate the replenishment processes like both at the level of your stores and Central warehouses and this module as well consists the powerful bi model in order to help your demand planners to identify some bottlenecks in your inventory processes our promotion intelligence is the solution that intended to manage all of your promotion

activities and forecasts all the sales for the promotion periods and our self-efficiency it helps us to cover like end-to-end merchandising processes starting like from the planogram creation to its execution and Analysis of your planogram and this module also like helps us to create the digitalized floor plan put the equipment on the floor plan after that create the digitalized planogram and control and execute all of the processes with the help of our mobile application and this model as well have a deep and Powerful analytical block as well and our new brand new solution is assortment performance uh is the solution that allows you to manage all the assortments create assortment metrics introduce and display new products uh aggregate store by format automatically track analytics and there is as well like a deep more powerful details included in a certain performance as well yes thank you Mark for introducing our

company and briefly talking about what we are doing and what we are passionate about so I just wanted to add that what we are going to talk about today will be based on our experience of working and implementing the solution for the Shelf efficiency that covers the end-to-end merchandising process so let's start uh we are going to talk about today about the merchandise management audit so when it is required uh what are the parts of the audit and uh what is the background for the audit so when um the first part is uh we will go into we are going to cover when is actually this audit is needed and required so first of all when there is like no structure in the planogramming process there is some mess on the Shelf uh so some displaced and unpredictable places on the store on the lake store uh on the floor somewhere on the floor but not on the shelf and when there are some empty spaces on the Shelf where no one knows

who is responsible for that when store managers do their uh like their own decisions on what should be on the Shelf when for example the promo layout is much like smaller than the regular layout and so on uh the second part when like there is a sign and for us when this merchandise and management audit is needed is when there are some changes in the company's organizational structure uh when some new people are coming they would like to know more about what is going on who is responsible for that and such kind of things and where there are some changes and to make sure that there will be people who are responsible for this process and who know how to do this process uh of course one of the main signs for this merchandising audit is that when we lose our sales and we lose our profitability so that means that if we have some decrease in sales it means

that there are not right products on the shelf that customer might not be found in what they are looking for so at the same time like we uh we lose customer loyalty and of course that brings us some decrease in sales so we should definitely keep track of that and use it as a sign for us to go deeply into analysis of the merchandising processes uh the next part and actually it's one of the main triggers when customers come to us as little for uh with the requirement for the business processes automation as when the business is going to scale and or some new project is launched some new format of the stores or some rebranding of the stores and so on so that's why we need to understand and to structure business processes to automate them to uh set them up to some certain level of efficiency before and to make sure that it works well and uh it works well before we go into the

scaling processes and of course before the automation because if we automate like there will be no reason to automate some current process without proper analysis how it is done without the proper first of all like setup of business process and only after that we can go to the automation uh so uh let's talk about just a couple of words why this uh audit is needed and required so first of all we need this uh um alluded to uh Identify some weak Sports and the merchandise and management so to uh if we know where is the where the problem is we we will know and we can come up with some ways how to solve this problem uh secondly of course to evaluate the efficiency of the Shelf management because as I mentioned in the beginning shelf is the mains place and Main uh or like a main way how the retailer communicates with the customer so we should make sure that our Shelf

looks good that we have the product that should be on the shelf that we have them in right quantity in the right position and so on and one of the like the next steps and the next like levels of uh the auditor and the next steps after this audit is to introduce and to set up some merchandise and start the standards inside the company so to create and to introduce some Logic on how the decisions should be made about the layout about making the planogram about uh like how the planogram should look like how the communication process should look like and such kind of things and of course uh like all of the parts that we talked about they can bring retailer to the new level of competitiveness because there is a really high competition in the in the retail Market some big players I enter in the markets and we need to stay in like a stay at a higher level of a higher level of competitiveness so

that's why this merchandising audit it can bring us to the new level of uh the efficiency in the merchandising um so to make sure that uh that merchandising process look uh like Works efficiently we suggest the following way how it should be done so we created this like Circle or we call it the entrance merchandising process and we think that only in this way uh we can ensure that first of all we are doing the right planogram secondly uh like we are creating the right planograms in the central office secondly that we are communicating this planogram to the level of the store in the way that is comfortable for the store manager so we do that with the help of the mobile application some companies do that that through some links web links or through some pictures in the Excel format or like just printing the picture uh so uh but

the next step should be that not only to communicate because we can create the planning room in the central office communicate it but not a control that this is executed this panogram is executive utility and the level of the store and the the store manager actually did and renewed the layout so we should have some tools to be able to control this process and of course on the top of that we all the time we need to make the ongoing analysis of the efficiency of the planogram on making sure that for example the sales changed we need to update the planogram or we introduce new items so all the time we need to analyze the efficiency and to renew the planogram based on the new uh new standards new new sales uh so let's talk about some challenges in uh that can appear in the like during the process of the planogram creation so first of all one of the challenge and what we face during uh like uh pre-sale stage with our customers is that uh

there are no um no structure no corporate standard on how to build the planogram so there is no logic on the level of the central office uh no rules how the planogram should be created and of course these rules they should be in place and the uh like according to the rules the category manager or the planogram manager whoever is responsible for the planogram creation should create the planogram uh and uh as a result uh usually okay not usually but often we face with the situation when the store managers are responsible for that they have uh like they have no guideline they have no rule how to make the planogram and they just do it or on their own perspective and of course we understand that okay that can work when the company has like three or four stores but definitely it cannot work with the when the company has like 50 or 100 stores uh so we need to uh because we need to

um to make sure that our stores they look in the same way that there is some logic if the customer will go to the store in one region and he will see the same layout the same like he will recognize the store and the same if you will go to another region he can also recognize the store and this brand so it also all of these like factors they are influencing the customer loyalty and the influence uh influencing the efficiency of the merchandising process uh the next one our important thing is that often there is some poor assortment Management in the Europe system uh so in some companies there are certain matrixes are absent or they are not actual so we don't know what is their actual assortment metrics for each particular store or for each particular format if we are making the clusterization and uh certain metrics for the format uh and uh sometimes we are not updating and how this process should look like is that there should be

a clear assortment matrixes for the stores for the like each particular store for the store format so to make sure that we are making the layout we are making the replenishment process based on their a certain metric so the actual assortment for each particular store and uh of course there are a certain rotation is really high especially in the grocery retail so we need to sometimes like usually the new item I introduced as a as like the replacement of the old one so it happens to be a mask if the planogram management category management doesn't know the actual assortment metrics for the store and of course there is a high problem in the uh in Human Resources because a lot of people are involved in that and if the planograms are made manually there is no tool in the level of the retail uh business that helps to create this planogram helps to manage this planogram it is very time consuming to do that and

like to manage this uh this merchandising so um of course there's like a lack of uh first of all it's a lack of Human Resources about even if like we have human resources to do that still there is like not this level of efficiency if you don't have any kind of tool introduced uh and uh there are a lot of tools including ours that allow us to like create the planogram in the automatic ways saving the time of the human resources and having for example just one or two people who are managing this process and keeping the track of the current stage of the planogram creation planogram communication uh of course it's always important to understand how much space we have how much space we have for each particular category how much space we have in general in linear meters uh how much space is occupied by each uh each SKU by

each category by each subcategory and if we don't have the tool if we have these processes manually somewhere in excels files and Excel spreadsheets of course it's very hard to measure it uh so let's talk about uh uh one of the biggest challenges that we think and we face in on the retailer side is there a communication of the planogram to the store so because the one thing is just to create the planogram in the central office it can be beautiful it can look good but the other thing to make sure that there are store managers they will do the layout according to the planogram uh so according to the statistics the 60 uh the 68 of the retailers they meet in average eight weeks to create the planogram distribute the planogram and execute the planograms throughout the whole retail chain because they are using some Excel tools some of them are using category-based planograms but not the item-based planogram so it takes really a lot of time and of course when

the business is scaling it's even like more time consuming and there are some delays in the new straw openings and so on their second challenge is that there is no control of the planogram execution so as I mentioned in the beginning the planogram can be created it can be communicated even to the store manager in the form of the picture in the form of the Excel table but we don't have the tools to make sure that this planogram was executed by the store manager maybe there are some like a lot of chats we don't sometimes we don't know who exactly is responsible for that whose task is it to renew the planogram and people just got lost in this process and there's like no structure in it and that's why it's very hard to make sure that the planogram is actually implemented and of course it leads to such a bad consequences as the empty stocks or overstock shell when we see

some packs of water for example in the middle of the store and so on and of course and one of the biggest issue here is that uh like when category managers are working with the assortment they have some certain terms that are agreed with the suppliers of the vendors about uh how their products should be presented on the shelf for example that they should occupy some certain percentage of the Shelf they should be they should occupy some space in the Shelf some particular shelf and so on if we don't have the tool which is very uh very challenging to uh to make sure that we uh like make uh and we comply all of their terms with our suppliers uh and of course the next part is very important one uh we are in litho we actually found uh fans of analytics in all our Solutions because we think that like all the routine work it should be

done by the tools but the main uh aim of people the main aim of a Specialists on the retailer side is to analyze all the make the ongoing analysis all the time on the efficiency of all of the processes and as people say that what's get managed what's get measured gets managed so it means that if we know like the numbers if you know the problem is if we analyze that but these are the opportunity to fix that and to improve this process uh so um analytics is a very necessary and very inevitable part of the merchandising process because we need to not only to make sure that the planning ground looks good but we need to make sure that we use our space on 100 so that we have the products that bring us in the sales uh and uh one of the issues also like in regards to the absence of the tools and that there are no kpis for uh people who are dealing with the planogram so uh

there are no like common no kpis that is a no responsibility that if the layout is not in compliance with the digital planogram uh that there is no like kpi that will be responsible for and will control the numbers of the um maximum like actual assortment on the shell so that when we are rotating their shortened when we have the new items we need to make sure that we it takes a really a short period of time to place these items on the shelf and vice versa that we should delete the old items on the shelf and of course it's uh like the one of the importance kpis is the efficiency of the layout so it that to make sure that we have the a category for example on the shelves on the especially on the golden shells that we have the top movers on the shelf and the majority of the goods are on the shelves are the top movers uh and um uh one of also one of the important

metrics in the merchandising process is there to understand the return from one meter or one phase and so why we need that because when we are analyzing the planogram on the retail side we notice a lot that uh okay the planogram might be looking good but there are some for example big number of facants for some item that doesn't bring us a lot of sales and vice versa there are some items that are presented in the Shelf like glass maybe just one item but it brings us a lot of sales so we need to make sure that this will be like the return rate will be balanced so that the presence of the SKU on the shell should be in on the direct ratio with the percentage in the sales that it brings to our company uh we created and we wrote an article on how the merchandising Department should look like in terms of their organizational structure so please feel free to scan the QR code here and you

will get directly to this article and we'll be able to read this article of course we will share the like while you are taking your mobile phones and scanning I will mention that of course we will share the recording of This webinar with you so you will be able to get back to it but still if it's more convenient you can do it right now uh so now with this being said I will just uh remind about this circle of the planogram creation and we'll give the word to Mark to tell and to sh so we can share how we uh do with the how we deal with this process in litho we will quickly share the solution and how we deal with that inside the Lithia solution lifter platform so Mark there thank you Anna thank you yeah it was interesting it's productive thank you it was a lot of information so yeah guys what you can see here that's our floor plan so we took as an example like this store number eight the Food City in here so you see the floor plan

of our store and what we want to cover for you it's first the analytics of course but before that I just want to specify that you will be able to see all of the equipment that is currently placed on your on your store you can like move the equipment all around your store so it's like pretty flexible part that you can like play around just go and create like multiple equipments here and put them on the floor plan so what's Anna like doing right now she's been to the analytical part so first of all we will need to set up the time period for which analytic we need to build it up for so we will just go ahead taken like from January 1st and then we will upload the analytic there are multiple analytics available right now but the most uh significant one I would say that is our heat map so what you see in here uh there is a highlighted area by Red dark color you and this meaning that the customer flow and the customers are buying from that part of the store most

of the time and you see there is a light blue colors that I highlighted that meaning that this part of the store are not performing really well so based on that what was being said before maybe we can make some conclusions and maybe we can do some changes maybe we can move around the equipment and by this way we will move the customer around our store more so they can buy more and bring you more profits so uh we will go to digitalized planogram right now um let's give it a second so first of all yeah of course we will be able to see all of the details about ours like skus all of the like uh vendor code barcode the dimensions the picture of our SKU the press the balance the location as well so uh the first thing being said uh just to be able to like specify one feature and can you please open the 3D cube uh first I want to specify on that because sometimes the

floor like the back office that are creating the planogram they are not able to see how the planogram is supposed to look like at the store so there is a feature for us there's a 3D cube that you will be able to see like move it all around the equipment and see if there are some any empty spaces or like or there is some changes that needed to be done from our site as well that's just a brief feature for us uh so what we want to cover in here that's our analytics from our digitalized planogram so what we will do we will set up the periods of dates that needed to be seen in the analytic we will upload all the analytics in here and in this point and I just highlighted like ABC selling price so you will be able to understand like which categories are a sellers which categories that we have or there will be B cells category that's a pretty standardized report for the retailers and there is as well like C category that will be highlighted by red

color so maybe we can replace them maybe maybe we can do some changes to get better profits for for the equipment itself so yeah there is a possibility to upload all the analytics part for us uh okay there is as well uh multiple reports available in here but right now you are able to see the sales by selling price and we see that this Simply Orange probe free juice that is highlighted by dark orange this isku have a better like good surprise so this SQ bringing us much more value than all of the skus by this report you will be able also to understand like maybe there is some changes needed to be done to this planogram or maybe we can do some relocations on it and there is a possibility yet to see that the full picture based on our analytics from the planogram um so right now uh we will make some changes for our Platinum uh we will like

uh re reduce or we will increase the amount of these juices and reduce the amount of this juices so after that we will publish the planogram and as Anna was saying before like during the circle cycle of our planogram and it's going to the distribution right now so the task was published and it was sent to the store already so right now uh we will just show you how the execution look like from our mobile application uh let's just give it a second we will just briefly connect from the iPhone and show you our mobile app [Music] take your time our uh leave your team can you please make me the host from the mobile application self it's done yeah so we can try to share okay

let me try it one more time yeah okay so right now as being said uh we will present your mobile application and let's give it a second so right now Emma uh as we are as a super admin we are able to see all of the stores in our mobile app but if there is some any like restriction that's needed to be set at like this person a will be responsible for the story they will be only able to see the one store so what you can see guys in front of you in here so that's our task management uh and there is a new task a completed task empty task expire task or task in progress so that's when the store manager like starting the work day and he will be able to open the application and he see that he got a one new task so we will Deep dive into the task so remark I would just like to bump in here and add that like kind of to make summary and to

make it clear that with the help of the mobile app that's how we ensure the proper communication of the planogram with the stores because of course it can be done in the system uh with just printing their plan around ascending by the emails and in the link and so on but we think that it's a bit of a lot obsolete way but the mobile application is more convenient it's more it's paperless and it's more like a eco-friendly and so on yeah sorry thank you thank you Anna yeah so in here we see the task that was coming from the back office so first of all yeah we will open the planogram as well as for our like back office we will be able to see all the digitalized SKU with the name of the SKU with all of the details uh after that uh we will just go ahead or open open our like uh yeah there is like all the details about our skus after that we will be able to see the list that all of the skus that

currently presented on this planogram um with all of the details in here there is some changes that needed to be done from our site so we see that the actions that are required for example to add the items or to remove the items and there is as well a history of uh who was working before with this planogram so we see Anna or Hector or there is like multiple users that were responsible for that they was working with the planning Ram so uh we will go back uh let's imagine like we are currently at the store we did everything from our sides and right now we need to show the back office that everything was changed from our side so we open the phone camera and we just take a picture on it and let's upload the photo and there is this possibility for us to just send a message to the back office saying like hijack or Highmark everything was done from our side can you just please check it and let us know if everything looks

good so we send the photo and we send the message on all together and after that yeah after that we will just jump back to our back office side and show you guys like how we are able to see that everything was made from the store that the task was completed uh while Anna resering uh just want to mention if you have like some questions just send them to the chats by by the way and in here so what Anna did right now she opened like uh the picture that was coming from the store manager so we can simply open the back application in the back office and we will be able to see and compare it to the real live planogram and by this way we will be able to see that everything was made from our sides uh so there is a second way how can we do it uh can you just please go to the menu after that

uh to our dashboard yeah then the task management and there is a specification in here because you will be because for example if you will have like multiple stores uh you will be able to see all of the stores based on the task and there will there will be a deviation based on like uh expired tasks new tasks completed task it will be divided for our users and we will go like for example to the completed task and by this way uh yeah if you just go to the completed task on the right uh on the right yeah just here thank you and we will be able to see that there is completed tasks that were coming from our site like from Juices or Pepsi planograms or multiple names of the planogram and the user that was completed this task so that's the part about our uh control and execution of the planogram but as

Anna mentioned before in Lithia we are really in love with the reporting part so what we will do right now we will just show you our our visual reports because we have a bunch of them and let's just give it a second so we will set up a period of time and before to explain you like all of the details in here let me just navigate you like little by little what do we have in here so first of all our system consists of different eight reports it's a report like for like data like for like assortment report balances report phase change and recommendation reports return rate report layouts traction and the calculation of efficiency so uh right now guys you are able to see a like for like reports and I would say that the purpose of this report is to analyze and changes in key metrics and sales efficiency of layouts and stock of your items this report consists itself of three parts so the first part is of report the diagram that's showing us the

Dynamics of all indices analyzed in this report on the left side uh the second part of the report the diagram that impact on the Dynamics and on the third part of the report you will be able to see the key figure blocks like summary figure for the main periods and the growth relatives to the period and comparison in the different Deltas so there is Delta on your Sales Delta on profits Delta on sales perimeter and profit per meter and for example our inventory turnover or stocking day so everything will be available in this life for like report and before jumping okay yeah uh before jump into the next one uh we will set up the system will always highlight you what you need to do so Anna just picked the analysis section and there is a second part of our reports uh so this report contains a two tables like with valuable indicators and absolute draws so you will be able to see based on your uh planogram like all

of the Deltas that will be summarized in here in in a big file of with all the percentages uh divided by different Deltas so uh the second part of our reports are we will need to set up here the indicators like based on our sales after that uh yeah we will go back to effects and we will be able to see the Deltas uh based on like Sales Delta on sales or like just Delta assist and percentages and Anna can you just close this report and go to the second part of it okay so the facts by period that's the second part of our report that will you will be able to see like based on our planogram or the brands or the exact SKU that you want to see in here but this uh digits that you see in front of you that's in a value in the money in currency like for each specific customer so there is a multiple Parts like on profit on sales on the profit per meter turnover

inventory turnovers so this report is pretty flexible as well and it has like a wide range of different possibilities what you can uh see in this report so uh our store reports it's our assortment reports and I would say guys that the purpose of this report is to analyze the placed or unplaced assortments on the planograms and check the items that needed to be removed from the planogram or the or like in a different way that needed to be added to the planogram because sometimes there is like skus that are currently like uh that you currently have them in your assortment metrics but they are not presented in your floor plan so this report is consistent of two parts and I would say the first part of the report the information of the dashboard related to the new assortment on top you are able to see there is like different assortments the number of unplaced active items that we have and the second part of these reports uh will help us to

see the dashboard that related to like different irrelevant assortment that needed to be removed from our current planograms so after that yeah you will be able to open the circle for example uh can you just go to the next one yeah and you will be able to see the different categories what do we have in here uh based on the ask you so in this case uh we see like that uh for example animal products that needed to be uh that needed to be removed either to the floor plan is 1600 of products in this way with the help of this report and we can also set up the kpis for the planogram management so for example for the planogram uh people for their category managers for example to keep their uh share of unplaced items so we talked about the kpi for example it should be it should be like uh not more than 10 so ideally it definitely like it should be close to zero

yeah thank you thank you for the detail so uh the first report it's our balances report and in here as we see the system is already highlighted like what do we need to do we need to set up the store that we want to see in here so let me just briefly give you the explanation of this report so this report allows us to analyze the planogram feeling according to the balances history by with facing and by stock that you currently have so this report consists itself of four parts and here you will be able to see the fill rate by planograms that divided by facing with after that you will be also able to see uh the chart with the visualization that is currently possible to view by the following section by like shop planogram item group and so on and on the right side I you will be able to see like um you will be able to see the

occupation of the shelf by by each specific shelf that we currently have in here and there is a bottom stack uh that help you to understand like the planogram Feeling by facing the wheat stock of balances because for example I will just give you more detail on this report so for example you see on this shelf on this low alcohol shelves we have a planogram that is like this shelf number uh number two is currently fulfilled by 90 so it's a good kpis in years and we don't we don't need to pay more attention to it but if we will go to the Beer planogram uh and we will see the Shelf number one or even like in here yeah the low alcohol the Shelf number six uh it's only fulfilled by 47.6 percent so that's meaning that we are losing the money we have maybe some empty spaces on the shelf and maybe we need to fill it more with more skus so

that's the purpose of this report um the next report guys it's our facing change recommendation and I would say that yeah first of all we need to set up everything that the system will give you the uh like some details that what do you want to say what do you want to set it up in here to be able to see this uh face and change recommendation reports and I would say like that the purpose of this report is to analyze the recommendation for increasing or decreasing facing in your planograms or like format planograms or multiple planograms based on the return rate so uh this report helps us to gain like some recommendation to modify the number of facings based on the sales metrics and this report uh con consists like of two displays uh table with the recommendation with the say like with

for changing that needed to be done from our site and the second part of the diagram helps us to understand and share in the layout and the share in the sales in a different way so uh the green color in here in this report indicates the field which are recommended to increase by our facings and the red one is helps us to understand that which phases needed to be decreased so this report as well is a pretty flexible one and you will be able to see all of the details like sales Dynamics like facing change recommendations like return rates on the specific item in our case and there is like different uh Deltas that you can be able to see through this report uh so the next report it's our return rate report and I would say that yeah first of all we will just need to set up the time range for the reports like type

of our return rates then analysis section and the store that needed to be analyzed in here and we can also Deep dive into the more details like pick up the supplier or exact brand that depends like on what do we want to see in this report so this report guys helps us to allow to compromise I'm sorry to compare all the product groups uh suppliers Brands different levels in the return rates and at the category like of the group level make some decisions based or to increase or decrease the layouts uh based on the sales metrics so this report contains like two different uh yeah sorry okay yeah it's uh I think that Yeah we actually highlighted the main things uh yeah it's okay so yeah our next one it's layout structure and in here guys yes first of all we

will be able to see two different charts in this table so two pie charts with the layout structure in the top of the report it's like convenient for us to set up the analysis uh different analysis first like a level item group second level like item group retire or brands or what do we want to see in here and in the bottom part of the charts uh you will be able to set up and see the information about like layouts with additional Fields using the information in this table you can restore like the history by planogram for previous periods so this report helps us and show us to understand the structure of the layout but with uh in a different sections and to analyze to analyze uh and perform by any date so you can like track the history of these planograms in the table and view the planogram information for any date so that's our layout structure reports

yeah thank you very much yeah for highlights and the details about the solution and it was pretty comprehensive and I hope that it was insightful for our webinar visitors just a couple of words like to wrap up our webinar I would like to share a couple of case studies of the Implement implemented projects uh I would say that there are around five around 50 customers using this solution so one of the customers is one of the top 10 USA Regional Russia retailers so they are present in Michigan Indiana higher taxa Texas and Florida they are specialized in grocery they are pretty uh they like have 25 stores with their assortment around the 15 000 skus so before we came with the Lithia solution they didn't have any kind of setup process of the

creating the planogram there were no people responsible for that was just like on the control of the store managers so they hired the person who became responsible for their creation of the planogram and controlling all this process at all the locations so that there's just one person who is responsible for 25 stores and they centralized all the approach of the planogram creation they uh brought it and set up it in in the central office they also have um like um they updated all the information about the dimensions about the product pictures with the help of like their own day together and with the help of the external catalog and they of course it is one of the effects they increased their performance transparency across the retail chain so they now they have analytics on all of the 25 stores what was what was going on some they can can compare like the previous stage like about the sales with

the current state and they are scaling rapidly so they are accelerated the new store launch in terms of like from the merchandise inside from the planogram side and instead of 14 days it takes right now just foreign for a four and a half sorry they said to create the planogram for the whole store with the pretty like big assortment So it's 15 000 skus it's not like a small supermarket and the other retail chain it's one of our uh uh first customers I would say they bought the solution when they had just like something around the 10 or 15 stores so they know that they knew that they are going scale rapidly and they wanted to set up the system they're using our replenishment solution and the Shelf efficiency solution so uh before uh the solution was introduced there was there were no like structure in the merchandising process no way how

to communicate the planogram to the level of the store and right now they have two people responsible for the planograms they are just like part-time part of their time they are spending on creating the planograms on communicating them and part of the time they spent on ongoing analysis of the process and now they have their possibility to control their planogram on the level of the store so they can they can do it with the help of the mobile application the community indicate it through the mobile application and afterwards they can see the resulting reports in the central office so uh thank you very much for uh taking part in this webinar we were glad to see you all here the recording will be shared with all of the participants and we hope to see you during our next webinars I wish thank you thank you a lot yeah thank you for being focused in this webinar with me thank you a lot yeah thank you guys

to one more time have a great day ahead bye bye