Professional Documents
Culture Documents
Chapter 3
Assortment Planning
The Merchandise Category Structure
Introducing Category Management
Increasingly diverse customer requirements, fierce competition, and a rapidly changing market are forcing retailers to drastically rethink their assortment strategies. Retailers must constantly reexamine assortments from different perspectives, as well as their position in the market based on local factors and different customer groups. Policy decisions such as these can only be taken if the person responsible for an assortment is allowed the right view on information relating to it: The right view is one that cuts across all the individual processes along the length of the value chain, allowing a whole-category approach to managing the assortment.
3-1
Assortment Planning
any level of detail for the analyses, down to merchandise category level or in individual cases, to article level. These reporting tools can provide answers to questions such as: m Which customer groups buy which articles? m Which articles are usually purchased together? m How many articles were sold between 4 pm and 5 pm in store n? You can use exception analyses to filter out unwanted information, as this type of reporting alerts the Category Manager to exceptional situations. The Category Manager also specifies the nature of the exceptions that are reported.
The Category Manager Workbench is structured differently in every company. One example of the way it can be structured, based on the IDES model company, is provided with your system. This example comes complete with process-oriented demo data, at merchandise category level, or for departments defined as cost centers.
SAP Retail supports a merchandise category hierarchy throughout the article life cyclefrom when an article is created to when it is sold and evaluated. When you create a merchandise category, you define a set of common data for its articles. When a new article is created, this data is displayed as a default. Each merchandise category also has certain characteristics, which you define yourself or which are inherited from a higher level in the hierarchy. These characteristics
3-2
Assortment Planning
are automatically transferred to articles. You can define characteristics such as size, color, or flavor. This makes it easy to create records for articles that have some core features and a number of variable ones, such as one brand of shampoo in three different hair types. An article can be listed automatically in a store or distribution center if the merchandise category to which it belongs is already listed there. You can define that the choice of distribution centers to supply stores is dependent on the merchandise category involved. You can post merchandise sales to a merchandise category rather than to individual articles. Whatever logistics process you are carrying out in the system, you can search on the merchandise category to find an article. The merchandise category is also a very useful level of analysis that adds a new dimension to evaluations.
3-3
Assortment Planning
The system runs certain standard checks (to which you can add your own criteria) before reclassifying any objects. One of the standard reclassification checks, for example, ensures that an article is always assigned to a merchandise category immediately above it in the hierarchy and never directly to a high-level merchandise category. Checks like these ensure that the hierarchy remains consistent whatever changes you make to it.
You define your choice of inventory management in the site master record for the store or distribution center in question. For example, you have a store where you would like most of the merchandise to be managed on an exact article basis. You would, however, prefer articles in certain merchandise categories (for example, fruit) to be posted to the merchandise category. Finally, you want a few of the articles in this merchandise category (for example, expensive tropical fruit) to be sold on an exact article basis nevertheless. SAP Retail supports this level of control. If you have merchandise that is initially subject to high-level inventory management, you can switch to managing the inventory on an article basis once the merchandise has been counted in physical inventory.
Seasonal fashion items have a very short life cycle, for example, while brand-name goods, groceries, or household goods often have a very long life cycle. You can use these differences to strategic effect when you build your assortments.
3-4
Assortment Planning
What options are available for assigning assortments to stores or distribution centers?
You have decided to include a new article in your assortment. Before you can purchase this article in a store or distribution center or manage inventory for it, the system requires you to list it, or assign it for a specified period of time to an assortment assigned to the store, distribution center, or customer. There are two ways to do this: q You can assign the article manually to an assortment module created specially for the purposes of listing. q You can have the system use predefined rules to find the most suitable assortment (and therefore assortment user) for your article. The option of creating assortment modules manually allows you to group articles together for a specific purpose, such as a promotion. In some instances, it is also appropriate to predict that the merchandise grouping will be relatively long-lived or find widespread, consistent use throughout your company. Even when creating modules manually, you can have the system carry out automatic checks against assortment rules as you go. You can also let the system do the work for you. It can assign articles to assortments automatically on the basis of your own assortment strategies by using existing parameters such as: q Merchandise category q Assortment grade q Characteristic values q Layout to match articles to assortments
3-5
Assortment Planning
To keep the process of maintaining assortments as flexible as possible, SAP Retail provides an array of different types of assortment module for you to choose from. Whichever type of module you choose, you can enter both single and generic articles (master styles) as the module items, or list individual variants (styles) of a generic article. If you simply specify a generic article, all its variants will be automatically included in the module too. If you attempt to list a variant on its own, the system checks first to make sure that it has not already been listed in the module as part of its generic article. This also applies to structured articles (prepacks, sets, displays) and their components.
The following types of assortment module are available: q Standard module These are normally used for merchandise that has a relatively long life cycle and a fairly uniform listing pattern (brand-name goods, for example). q Local module These modules apply specifically to a single assortment and are never assigned to more than one. q Exclusion module The listings you specify in an exclusion module are blocked wherever they might have occurred. This safety mechanism ensures that the assignments in question are not made, even accidentally. q Promotion module These allow you to group articles together for the purposes of a promotion.
3-6
Assortment Planning
q Rack jobber module Rack jobber modules are groups of merchandise for which overall responsibility remains with the suppliers. (The suppliers not only deliver these articles, they are also responsible for their presentation in the store.) q Profile module These modules are not created manually by a user, but automatically as a byproduct of article maintenance. From time to time, merchandise might be delivered to a store or distribution center in which it is not listed. You can configure each site individually to handle this in one of three ways: q Always list the articles retroactively. q Never list the articles retroactively. q List the articles retroactively if the user at goods receipt authorizes it.
3-7
Assortment Planning
The system compiles each assortment list from listing data, taking assortment list cycles into account. You can group articles according to assortment list type, a parameter that you use to define two cycles: q The intervals at which the system generates new full versions of the assortment list (containing all articles in the assortment) q The number of change versions (containing those articles where data has changed since the last assortment list) that can be generated before a new full version is required. To make things easier for your stores, the articles are arranged in the assortment list by department, layout, layout module, and article sequence number. This should correspond to the physical layout of the articles in-store. When you are ready to send the list, you can choose between generating a printout for your store or sending the list as an electronic message.
3-8
Assortment Planning
3-9
Assortment Planning
You can define an account group to reflect each of the functions that the business partner vendor can fulfill for your company (for example, supplier of the goods, ordering address or recipient of the invoice). This account group streamlines vendor processing. Once it has been defined, you need only enter the bare minimum of additional information when you process a vendor online. You can assign a vendor more than one function. You can even create more than one master record per vendor if you need to enter different master data (for example, addresses) for different functions. The functions and master records are assigned to each other, so the link between them is always apparent. You can enter vendor data centrally for all areas of your business. Since different departments in your company have different data requirements, you can also maintain vendors with one specific view accounting or purchasing. Furthermore, you can maintain data to apply to a specific vendor subrange or site; this allows for individual minimum order levels or terms of payment.
3-10
Assortment Planning
You achieve this by assigning vendors and stores to supply regions. If a store attempts to order from a vendor that is not assigned to its region, the system issues a message warning you of the mismatch. You can also make supply regions a factor in automatic vendor selection.
How does data defaulted from the vendor master help me maintain an article?
When you maintain purchasing data in an article master record, certain data is automatically defaulted from the vendor master record. This data can include the purchasing group, the planned delivery time, or the units that the article can be measured in. It can be defined at central vendor master level or at purchasing organization, vendor subrange, or site level for that vendor. This means that you can always ensure that the appropriate purchasing group orders merchandise. For example, the articles in the vendor subrange adhesives can be ordered by a different purchasing group than the articles in the detergents vendor subrange.
3-11
Assortment Planning
Even when you have powerful reporting tools, it makes sense to keep the number of articles in your system manageable. SAP Retail helps you discontinue merchandise that you no longer need. You do not need to remember exactly which articles are due for discontinuation. SAP Retail finds candidates for you by recognizing articles that have not been used for a long time. A few final checks are carried out and the article is archived.
q Set, display, and prepack You can create these in SAP Retail as structured articles. You can manage them at different inventory management levels either at the level of the whole structured article or at the level of its components. For example, you buy a display as one article (put together by the vendor) and manage it as one article through the distribution center. In the store, you break it down into its components to post sales to the individual articles. Generic articles and structured articles are fully supported in all logistics processes.
3-12
Assortment Planning
3-13
Assortment Planning
The SAP Retail article master has other user-friendly features too. It gives you an overview of all the data in an article master record in a form that suits you. You can lay out your article master screen to your own specifications. You can turn off fields that you do not need and group fields together to meet your own special requirements.
What are tickets and additionals and why should I use them?
You assign additionals to an article to increase the effectiveness of its presentation to your customers. Additionals is an umbrella term used in SAP Retail to describe tickets or price labels, care labels, security tags, swing tickets, clothes hangers, and services such as arranging clothing for display on hangers.
3-14
Assortment Planning
Each additional has its own master record and its data can be transmitted electronically. You can define events that automatically cause the system to generate the additional (for example, goods receipt). You can attach gum tabs and swing tickets. You can have special packaging made with private labels that have your companys image or that indicate which merchandise category the merchandise belongs to in the distribution chain.
Brand Management
3-15
Assortment Planning
Just-In-Time Ticketing
Once the purchase order has been created and sent to the vendor, production can begin. Using the information you have provided in the purchase order about the additional, the vendor requests a quotation from a printer, who then negotiates the details of the order with your vendor. Once printed, the additionals are sent to your vendor, who affixes them to your merchandise for you.
Pricing
The Pricing component is a dual-purpose tool that can calculate both retail-sector sales prices (for distribution chains and stores) and wholesale-sector prices (for distribution chains and price lists) for you. You can specify the parameters on the basis of which you want the system to calculate the prices of new articles. These parameters can include the basic purchase price (cost) of the merchandise (the vendors base price or the distribution centers transfer price) and a planned markup, as specified by you.
The Pricing component is flexible enough to accommodate considerations (such as competition in your market segment) that affect the margin that you can define and the profit you can expect to make on your merchandise. If the cost of an article changes, Pricing allows you to choose whether the margin should stay the same (resulting in an adjusted retail price) or whether to sell the merchandise at the same price as before (with adjusted margins). Pricing reflects the stresses placed on the traditional value chain, where costs spiral with each new link in the chain. Efficient Consumer Response methods, such as meeting regional needs and optimizing logistics processes, help to reduce the merchandise costs that affect your sales price calculations.
3-16
Assortment Planning
You can calculate prices at distribution chain level, at site or site group level, or at price list level. (A price list in the SAP Retail system is a group of customers maintained in the customer master.) You can also calculate separate prices for a specific organizational unit within a group. For example, you can have the system calculate a different price for one store than for the rest of its distribution chain, by entering both the distribution chain and the store on the selection screen.
Pricing Levels
Does Pricing allow me to monitor all the factors that might influence my pricing policy?
In SAP Retail, sales prices are usually calculated on the basis of the purchase price. The purchase price is determined using the purchase price calculation schema on the basis of condition types that affect pricing (for example, the basic purchase price or vendor discounts). Other parameters that are relevant to pricing are the regular vendor indicator set in the vendor master and the source of supply defined in the article master. The system evaluates these when determining the source of supply. Conditions are sets of criteria affecting price calculations. If, for example, a customer orders a certain quantity of an article on a particular day, the variables customer, article, purchase order quantity, and date determine the final price for the customer. All these variables are stored in the system as condition records.
3-17
Assortment Planning
The R/3 Condition Technique has four main elements, including: q Condition type, which represents the type of price factor q Condition table, which comprises the condition records that contain the condition data you have entered in the system q Access sequence, which defines the order in which the system searches condition tables for a valid price. (Conditions can also be used cumulatively; you can add together discounts that are defined for both an article and its merchandise category.) q Calculation schema, which defines the condition types that are allowed and the sequence in which they are to be analyzed
You can also include the factor of a competitors price in your price calculation to ensure that you keep within the currently acceptable price range for your market segment.
3-18
Assortment Planning
later) in the article master. You can call up a list of all the promotional merchandise assigned to a store or distribution center, or a list of all the sites that are allowed to stock a particular article. The system displays a variety of data for each article, including prices, margins, and a number of processing status levels (an overall processing status, a listing status, and promotion announcement status).
A Pricing Screen Tailored to Your Needs Prices Calculated with the Consumer in Mind
3-19
Assortment Planning
q You can specify a discount of 100%. q You can specify a retail price of zero. If you want to assign the discount item to the regular item, you can do this either: q Using the point-of-sale system q In a user exit
3-20
Assortment Planning
fields with default data taken from the customer master. This data is also used in the Financial Accounting component. Storing customer data in one place and sharing it between applications saves you time and effort. You never have to enter the same master data twice. If the address of one of your customers changes, you only need to make the change in one place in your system.
Can I also get statistics on my consumers long after sales data was posted?
The Information System contains statistics passed on from the Billing component. You can also have the info structures updated directly in the Information System by data received at the point-of-sale interface (inbound). Sales data can be transmitted to SAP Retail at two different levels of detail: q Basket analysis Every single sales transaction is communicated to SAP Retail, complete with full details. This option allows you to analyze the details of all your individual sales transactions. This might be appropriate if you wish to analyze the spending patterns of your customers in order to be able to award loyalty bonuses, for example. q Aggregated to the level of the number of articles sold per store You choose this option if you do not need detailed information on all sales transactions to be transmitted to SAP Retail.
3-21