Missed Opportunity
Missed opportunity refers to the revenue lost when products are unavailable in stores. It is calculated by analyzing each product's sales rate at a store and estimating the potential sales during the out-of-stock period. This analysis provides insights that assist brands in reducing revenue loss and optimizing inventory management.
Key features
The system outlines essential aspects that identify and analyze lost sales potential, providing insights to highlight areas for improvement.
Date range filter
The date filter enables users to select the desired period for viewing Missed Opportunity data, displaying month-by-month information for the past 30 days from today's date.
Summary cards
At the top of the screen, summary cards display key metrics:
| Key Feature | Description |
|---|---|
| Actual Revenue | Total income from sold products |
| Missed Revenue | The income lost due to products being unavailable for sale |
| Uplift Potential | The percentage of additional revenue that could be generated if missed revenue opportunities were resolved |
| Avg Daily Units Sold Per Asset | Average number of units sold per day for each asset over the selected period |
| Avg Days SKU OOS Per Product | The average number of days each product remained out of stock in each store within the selected period |
| Total Assets Monitored | The total number of assets being tracked over the selected period |
Detailed view table
A comprehensive table provides granular insights into performance metrics over the selected time period.
| Elements | Description |
|---|---|
| Outlet Name | The name of the outlet |
| Outlet Code | The code of the outlet |
| Product | Product names |
| Asset Serial Number | Serial Number of the Asset/cooler |
| Cases per facing | Number of product cases displayed for each individual product facing in a cooler |
| Case price | Price of 1 case of a product |
| Case Size | Number of product units in 1 case |
| Unit Price | Price of 1 product unit. Formula: Case Price / Case Size |
| Total In-stock Days | Total number of days a product is available for sale without being out of stock |
| Out of stock Days | Total number of days a product is unavailable for sale due to being out of stock |
| Total Cases Sold | Total number of product cases sold |
| Total Units Sold | Total number of individual units of a product sold. Formula: Total Cases Sold * Case Size |
| Times Refilled | The number of times a product has been restocked or replenished |
| Avg Daily Cases Sold | The average number of product cases sold per day. Formula: Total Cases Sold / Total In-Stock Days |
| Avg Daily Units Sold | The average number of product units sold per day. Formula: Total Units Sold / Total In-Stock Days |
| Missed Opportunity Units | The number of units that could have been sold if a product had been available. Formula: OOS Days * Avg Daily Units Sold |
| Missed Revenue | The income lost due to products being out of stock. Formula: Missed Opportunity Units * Unit Price |
| Actual Revenue | The total income generated from actual sales of products. Formula: (Total In-stock Days * Avg Daily Units Sold) * Unit Price |
| Potential Revenue | The estimated income that could have been generated if all products were available. Formula: Missed Revenue + Actual Revenue |
| Planogram | Planogram associated with the asset/cooler |
| Market | Market to which the outlet belongs |
| Channel | Channel to which the outlet belongs |
| Distributor | The distributor of the products |
| Classification | The group a product belongs to, used to organize products by type |
| Primary Sales Rep | Email ID of the Sales Rep |
Export option
Users can download the information in multiple formats:
- Simple Excel Format – A straightforward spreadsheet for easy viewing and sharing
- Pivoted Table Format – An analytical format enabling users to explore data relationships and trends
- JSON Format – Stores data in JavaScript Object Notation (JSON) file format
- HTML Format – Stores data in HyperText Markup Language (HTML) file format
Advantages and benefits
The Missed Opportunity analysis provides insights that assist with:
- Inventory Management Insights: Identify the products and stores that are suffering most from availability issues, to help prevent lost sales due to stockouts.
- Identify Revenue Potential: Identify the additional revenue available by reducing stockouts of popular products.
- Data-Driven Decision Making: Optimize sales strategies, pricing, inventory, and promotional efforts, based on product level sales velocity data.
- Customer Satisfaction: Reduce out-of-stock days to improve retailer and customer experience.