Retail stores are an evolving footprint. We’ve all had times when we’ve gone into a store to get one of our usual favorites, only to find that it’s moved to a different section or been replaced by a “new and improved” alternative. This is evidence of what the industry calls category resets and new item cut-ins. In the past, retailers have relied on various brokers to handle these processes for them, often with inconsistent results (which may explain why you found a new brand of granola bars at a store by your work one week, but couldn’t find it at the same retailer near your house the next). Enter SAS Retail Services. SAS is helping to change the entire in-store execution process from the ground up to deliver retailers—and consumers—more consistent, reliable and efficient results.
SAS recently landed two new major in-store execution (ISE) contracts that illustrate how it’s working to improve the traditional ISE model. The first win was a contract for a managed ISE program for 225 SUPERVALU warehouse and banner stores. Under this program, SAS will provide on-site team leads to manage the overall strategy and supervise brokers contracted by individual brands and suppliers. SAS will coordinate the efforts of the individual brokers and offer real-time updates to suppliers and retailers via SAS’ proprietary RetailLogic™ software.
“This technology allows us to track everything from store coverage to category completion to time efficiency. It shows the suppliers and the retailers that the work is actually getting done—something you don’t always get with individual brokers,” says Nick Mills, SAS Senior Vice President.
Another grocery retailer, Giant Eagle, chose to step the service up a notch, signing on to have SAS provide a dedicated ISE program in over 300 of its stores. With the dedicated model, SAS will provide not only in-store management and real-time reporting, its team will also do all of the actual on-shelf work. This streamlines the process and eliminates the need for retailers to work with multiple outside brokers.
“It’s a much more efficient model for retailers,” explains Mills. “SAS works directly for the retailer and indirectly for the supplier, so there’s more control. And there’s no additional cost; our fees are deducted from what suppliers would normally pay the brokers. A few years ago, this type of service really didn’t exist. But now that the retailers have seen what it can do, the industry is moving this way.”
