Daniel Lopez U. EU Marketing Manager. Created by: September 28 th, Date: CHEP. Store Solutions

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1 Created by: Daniel Lopez U. EU Marketing Manager Date: September 28 th, 2016 CHEP Store Solutions

2 Supply chain is being driven by a more demanding, savvy shopper Customers are making more top-up shops, with smaller basket sizes, placing an emphasis on easy-to-shop environments, price and availability. 277 grocery trips made per person, per year 70% of customers decide on purchases while they re in the store 61% of shopping missions are top-up Sources IGD, Kantar Worldpanel, POPAI, IRi, Stora Enso 6.5 Average basket size in Hungary. Eastern European countries have far lower basket sizes then Western Europe 29% of volume sales across Europe are now sold on promotion

3-in-10 shoppers will either leave a store or buy nothing if they can t find a product they want 21% of shoppers will go to a different store if the product they want is unavailable

3 3-in-10 shoppers will either leave a store or buy nothing if they can t find a product they want 21% of shoppers will go to a different store if the product they want is unavailable 9% will buy nothing at all if the product they want is unavailable 64% of shoppers found a product they wanted was out of stock the last time they visited a grocer (up from 41% 2011)

4 A great challenge for successful retail execution: On-shelf availability 86% of retailers say availability is a top supply chain priority

5 Just consider the case of milk From3 SKUs

6 to 25 SKUs

7 And it s not just the added complexity of making product available on the shelves, it is also the growing cost of replenishment. 50bn Spent in the EU on replenishment every year Source IGD, Planet Retail 2015 Forecast

8 How can CHEP help retailers and manufactures to efficiently replenish and effectively merchandise at the store?

9 Greater efficiency in the store: Inspire your customers to buy more Optimise on-shelf availability Transform use of space Improve shopability Speed up replenishment Minimise replenishment costs Reduce risk of loss and damage

10 Shopability and adaptability: creative solutions that inspire sales Entrance Easily customised to meet your space plan at every location throughout the store, whatever the store format. Double deep Out of aisle Shelf Shelf end Gondola end Check out

11 Case Study: Inspiring sales at AhorraMas In Spain, a major manufacturer recently trialled the CHEP quarter pallet for six weeks with 2 SKUs at retail chain AhorraMas.

Inspiring sales at AhorraMas: a boost of up to 121% +81% +65% Gondola end The trial was conducted in four different store areas +96% 1 +99% When compared with normal shelf placements, both

12 Inspiring sales at AhorraMas: a boost of up to 121% +81% +65% Gondola end The trial was conducted in four different store areas +96% 1 +99% When compared with normal shelf placements, both SKUs saw increases in sales across all areas ranging from 28% at shelf location to 121% for shelf ends. SKU1 SKU2 +32% +28% SKU1 SKU2 Shelf +79% +121% Shelf end Out of aisle SKU1 SKU2 SKU1 SKU2

13 Retail Spain AhorraMas The increase in sales and time saved compared to placing products on shelves is remarkable. Quarter pallets were also shown to provide better stock control in the stores, reducing stock-outs. Efren Pareja, Category Manager

Case study: Cutting replenishment time by over a half Before

Display platforms In Southern Europe a major European retailer

EU half display platforms for four weeks Replenishment cycle

14 Case study: Cutting replenishment time by over a half Before trial: fixed shelving Sales increased by 8% After trial: Display platforms In Southern Europe a major European retailer and a leading manufacturer trialled RRP replenishing on CHEP s EU half display platforms for four weeks Replenishment cycle times reduced by 59% Picking costs reduced by 24% Packaging costs cut by 3%

15 CHEP s five step plan: taking it to the next level 01 REVIEW Review the opportunities to increase sales and availability and cut replenishment costs. 02 ASSESS Identify the right products, categories and activities. 03 INTEGRATE Qualify our display-ready platforms for efficient use across your supply chain to the shop floor. 04 SUPPORT Convert your suppliers and support them in designing sales-inspiring retail-ready solutions to meet your own store guidelines and cost reduction goals. 05 ENGAGE Range conversion and promotional calendar integration.

the key categories, SKUs and activities with the highest potential for improvement Combine

16 Putting this five step plan into action: where to start Categorise your SKUs by their shelf life and sales velocity to determine availability and stock management priorities Identify the key categories, SKUs and activities with the highest potential for improvement Combine efforts to implement the RRP solutions and quantify the improvement to validate the approach and model

17 Retail Spain Condis This type of pallet is more of a marketing tool than a logistics tool. We have seen that the CHEP quarter pallet helps promote the brand significantly, increasing sales. Victor Escançiano, Logistics Director

18 Platforms for profit

Merch Manual UK 8/24/05 9:49 am Page 161. Module 8: Planograms: an introduction

Merch Manual UK 8/24/05 9:49 am Page 161 Module 8: Planograms: an introduction Merch Manual UK 8/24/05 9:49 am Page 163 Module 8 Contents Retailing in a perfect world... 8.01...and in the real world 8.02