Tropicana Brands: Listening to the customer has never been easier
A lost and found sales story
The mission of the Tropicana Brands Advising Team is to provide internal and external customers with best-in-class insights, strategy, and thought leadership on the chilled beverage customer and category. To better understand and improve the shopping experience specifically related to on-shelf availability in this category, Tropicana turned to Scintilla.
Shining a light on incremental opportunities
Because traditional on-hand metrics don’t always provide true product availability, the Tropicana Brands Advising Team leveraged Channel Performance APIs to provide insights that quantified lost sales opportunities:
- Analysis identified 1% of stores driving 10% of lost dollars
- 40% of stores accounted for 80% of all lost dollars
- Leverages known and projected data to find opportunity stores and items
- Creates actionable insights while differentiating supply chain from store level issues
- Driven by the power of Scintilla omni daily store/item data
- Forecasted using day-adjusted shopping patterns to identify statistically significant sales outliers
- Leveraging a multifaced approach can lead to a consistent measurement of progress in addressing in store opportunities
Immediate impact
These rich insights can help Tropicana Brands make steps towards improved performance at the store and shelf level:
- Identified 40 triage stores with severe and pervasive poor shelf conditions to engage suppliers with correction action
- Located trapped inventory in 1,178 stores (no sales >8 weeks)
- Leveraged key insights to influence front-end and single-serve strategy
- Tracked first rollback event and identified baseline lift rates for future events (32% sales lift despite massive in stock risks)
- Segmented and clustered stores by opportunity, to be used in spring modular strategy
Read the Tropicana case study to learn how Scintilla helped improve the shopping and shelf experience.
References:
Proprietary First-Party Data, Scintilla 2023
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