Hawkeye Consulting Advisors, Ltd.

S&OP process impacts excess finished goods and operational efficiency.

Sales and Operations Planning (S&OP) Process creates collaboration using a single-focus as a key metric. This has a huge impact on finished goods inventory.

Effective S&OP can help CPG companies handle demand fluctuations more proactively through better point-of-sale related collaboration with retailers.

Consulting expert met tight deadlines and gained financial results including 25%+ inventory turns improvement.

High performance CPG companies know how best to balance supply with dynamic demand.

Specialty Retail is a retail division of a major international food wholesale company with challenges. Gross sales revenues were not hitting the desired levels and the company's ownership was searching for more positive results.

1) Determined best-in-class company to benchmark performance against. Created a characteristic profile of desired customers with metrics to evaluate strengths and weaknesses.
2) Surveyed existing customers to measure their level of satisfaction, their level of loyalty and their perception of the brand. Feedback was sought to determine the current position within the marketplace.
3) Evaluated the cost effectiveness of various promotional campaigns. Looked at response rates versus the cost to implement each marketing message and campaign.
4) Created SWOT analysis, identifying strengths, weaknesses, opportunities and threats that will cause the business to adjust current plans and practices.
5) Proposed recommendations to increase sales revenues:
-Promote more products in each advertising flyer or display ad.
-Shorten the timeframe when a promotion or sale is in effect, creating a greater sense of urgency and call to action.
-Promote the business with seasonal offers during the most favorable periods.
-Promote the business to location-based communities that have demonstrated their loyal patronage. Utilize sub ZIP code logic when determining where to promote the business.
Utilize social media and email marketing to promote the retail outlet and company's ecommerce website. Announce weekly featured products and "special" promotions with each posting or message.
-Offer incentives for customers who purchase more than the average basket value in one shopping visit.
-Enhance the frequent buyer / loyalty club program with customer incentives.
-Create a stronger tie to the local community. Host a special event with local school district that brings new customers to the store.

-Create online content, including a product / customer newsletter that demonstrates the expertise or specialty of the store and answers customer questions.
-Utilize local online business / consumer directories to educate the community about the business.
-Submit newsworthy press releases to create a positive buzz about the business.
Utilize local and online coupons to bring in new customers.
-Promote the business at local online web directories.
-Sponsor contests at the store with local schools, colleges or universities with programs that compliment the business.
-Sponsor demonstrations at the store with local professionals with complimentary services.
-Teach or demonstrate the use of the products to existing and new customers in the store.
-Host seminars by local celebrities or experts using the store's products.
-Offer premiums or gifts for loyal customers showing the store's appreciation of their ongoing support and patronage.
-Upgrade store personnel to the desires performance level.
-Train store personnel around new expectations and behaviors.
-Establish new sales targets and monitor performance.
-Offer discounted product upgrades to in-store customers.
-Be prepared to match targeted local competitor when challenged.
-Expand product line following customer survey requests and buying opportunities.

1) Hired / upgraded store personnel.
2) Revised / implemented robust advertising campaign.
3) Remodeled store layout to more effectively utilize available retail space.
4) Expanded available product offering, bringing in more and new customers.
5) Hosted community events to create more local market awareness and a closer tie to the community.
6) Trained sales staff on sales techniques, strategy and new vision for store operations.
7) Educated staff about what's important to target customer following customer survey evaluations.
8) Created a stronger brand identify in advertising campaign, promotional materials and store environment.
9) Increased gross sales revenues over previous year's results.
10) Improved profitability position of retail operation.