Pensa Candy Checkout CaseStudy.pdf

Pensa

Driving candy revenue and profits through self checkout operational excellence

SITUATION

With falling shopper traffic during COVID-19 and skyrocketing digital adoption over the past decade, retailers and brands have started to question the importance of physical store locations. But a complete online experience does not provide two key retail functions that walking through your local store can: an advantage to ultra convenience as well as personal touch and feel. A confectionery brand and a strategic grocery retail partner knew focusing on the shelf and ensuring best-in-class on shelf availability (OSA), with Pensa’s help, was going to create defensible value and trust among shoppers. It was currently unclear if there was a current OSA issue since inventory levels did not throw up precipitous declines.

ON SHELF AVAILABILITY (%)

FRONT END SELF CHECKOUT

KEY INSIGHTS

Self checkout had much higher OSA (%) volatility over traditional locations, perhaps due to higher foot traffic in this area.

KEY ACTION

Strong alignment on these insights between buyer and brand team drove retail senior leadership to execute a new process for replenishment of check lane to multiple times per day increasing revenue and profitability.