Undersold sales
These are lost sales caused by operational issues at store or possibly at central level. These may have ben caused by out of stocks, supply chain issues, quality issues, inaccurate pricing, poor display or merchandising etc. Undersold sales occur when items which are part of a stores standard range are selling less than their potential.
Missing Sales
These are lost sales caused by ranging / assortment issues or long term out of stocks.
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The main part of the screen is split into 2 segments which both operate using the same logic but enable lost sales to be visualised and analysed from a category or a store (as well as, naturally, an item) perspective.
- The upper segment shows the category or product group view
- The “doughnut” graphs the 10 product groups with the highest total lost sales in order from highest to lowest
- 1 The graph for each of the Product groups shows in graphical and numerical form the total sales, total lost sales and the break down of missing and undersold in cash and %
- 2 Use the scroll bar to scroll from left to right
- 3 & 4 By selecting the undersold or missing tabs the sequence of the graphs changes accordingly
Category managers would typically be more interested in the Missing sales whereas store ops team would be focusing on the Undersold.
- 5 To look at any of these top 10 product groups in more detail, clicking the “VIEW” link opens up a detailed view for that product group