Managing a category is not just about tracking the volumes shipped to retailers. To understand what is really happening in stores, you also need to know which products are actually being sold, in which outlets, to which shoppers, and with what level of momentum. This is where sell-out and POS data make the difference. They help Category Managers move beyond the sometimes misleading view provided by sell-in data and measure the real performance of their products. In our new eb

Sales, Key Account and Category Management teams now have access to a wealth of information. Yet, between inconsistent formats, complex spreadsheets and analyses that arrive too late, sell-out data is still too often underused. That is a missed opportunity. Sell-out data provides a clear view of what is really happening in the field: which SKUs are performing, which stores or regions have strong growth potential, where out-of-stocks may be emerging, and which promotions are c

That’s the question we explore in our new ebook, “Aligning Retail Sales, Key Accounts and Field Teams: Mission Impossible?” In many retail and consumer goods companies, the sales organization looks perfectly structured on paper: sales leadership oversees overall performance, Key Account Managers negotiate with retailers, and field teams make sure execution happens in stores. But in reality, each team reads performance through its own lens. And when data is not shared, harmoni