LS RETAIL – POSSIBILITIES TO SELL MORE...AND LOSE LESSGIEDRIUS CUPRINSKASProduct Manager

MAIN GOALS SET

FOR RETAIL ERP

Increase sales

Make processes more effective /

Reduce costs

Free up working capital

LS RETAIL NAV 2013 –

INCREASING SALES

Marketing Campaigns

Personalisation

Mobile Loyalty

Mobile POS

Motivating Sales Force

Demand Forecasting

MOTIVATING

SALES FORCE

GOAL OF

MOTIVATING SALES

FORCETo encourage sales of the desired items by

encouraging (all in the hierarchy) store staff.

Sales Commission

SALES COMMISSION –

CHALLENGES

How to encourage sales of the desired

items?

How to make encouragement smarter?

How to reduce amount of manual work?

How to get rid of Excel files?

LSR SALES COMMISSION –

FUNCTIONALITY Commission is calculated by:

Item Suppliers

Item Groups or Categories

Particular Items

Stores or Store Groups

Transaction Date/Time

Salesperson / Staff ID

Sales Targets

SALES COMMISSION

– FUNCTIONALITY 2

Commission rules can be assigned to staff group.

Particular items, item groups or campaign items

can be excluded from commission calculating.

It is possible to manually post correcting entries.

FUNCTIONALITY – 3

It allows to more flexibly motivate staff in stores.

It allows to more flexibly link marketing campaigns

with staff motivating policies.

It allows to increase average basket size.

It allows to automate commission accounting.

SALES COMMISSION

– BENEFITS

LOSS

PREVENTION

LOSS PREVENTATION

– PURPOSE

The principal goal of loss prevention is to

preserve (increase) profit by reducing company

losses.

The purpose of LS Retail Loss Prevention

module is to give tools helping to reveal and

analyse the unusual cashier behaviour.

LOSS STATISTICS IN

THE BALTICS

33%

8,4%

45%

13,6%

Staff

Suppliers

Customers

Errors

1,6

3%

1,7

4%

1,5

0%

1,5

3%

1,4

7%

1,4

8%

1,4

6%

1,4

0%

1,4

1%

1,4

0%1,4

3%

1,4

0%

1,4

0%

1,3

7%

1,3

7%

1,3

7%

1,3

4%

1,3

5%

1,3

0%

1,2

9%

1,2

0%

1,0

4%

1,0

4%

0,9

1

1,1

1,2

1,3

1,4

1,5

1,6

1,7

1,8

AT

CH

DE

DK

NL

NO

PT

FI

IT

GB

GR

ES IE SE

PL

FR

SK

HU

BE

ČZ

LT

, LV

, E

E

TR

RU

MOST UNSAFE

ITEMSElectric appliances

Cosmetics

Shaving goods

Alcoholic beverages/Food

Fashion

Jewelry

Theft costs – 246 mln. EUR, investment in theft prevention – 11% of that amount.

PROBLEMATIC POS

TRANSACTIONSDiscounts for ‚special‘ customers

Loyalty card abuse

Usage of knowingly incorrect bar codes

Deliberately entering wrong quantity or weight

Deceitful change of price or discount

Manual entering of item codes, quantity or discount

Fictitious item returns and voiding transactions

Drawer openings

...

LS RETAIL LOSS

PREVENTIONRecognises unacceptable cashier behaviour and helps to analyse it:• Number of voided lines in transactions exceeds X

%;• Sales with margin less than X %;• Sales (returns) after work hours;• Discounts exceeding amount X; • Returns exceeding amount X; • Returns without a receipt; • Manually assigned discounts;• Manually changed prices;

WORK PRINCIPLES

Transactions Filtering IncidentsEvent log

On-line

Analysis

OLAPData

Mining

Triggers

TYPES OF TRIGGERS

Built-in (sophisticated, programmed)

User Defined (freely configurable)

Additionally programmed

LOSS PREVENTION –

PLANS

More built-in triggers:

Average scan times

...

Real-time reporting

Receipt-replay (synced video

replay)

Integration with LS Retail BI

It allows to reduce losses caused by illegal

cashier behaviour.

It allows to identify various working issues and

allows to faster solve them:

Low quality item labels

Incorrect bar codes

Wrong sales prices

LOSS PREVENTION –

BENEFITS

LS RETAIL: TO SELL MORE ...AND LOSE LESS

Summary

SUMMARY

LS Retail NAV 2013 for Retail –

brings opportunities:

To better motivate store staff

To earn more