An Outdoor Equipment Supplier’s SPS Commerce Analytics Success Story

In 2014, a well-known outdoor equipment company’s new sales executive brought in SPS Commerce and its full-service retail analytics solution to better equip sales teams with insight on sell-through and inventory. This data-driven culture has developed trust with the company’s retail customers, driving confidence in and acceptance of their sales proposals. Today the company sells more than 300 SKUs at outdoor, hardware and sporting goods retailers.

SPS Commerce Case Study
  • Customer Type:
    Supplier
  • Industry:
    Sporting Goods
  • SPS Product:
    Analytics
  • CUSTOMER SINCE:
    2014

Using Sell-Through to Build Buyers’ Trust

The company’s data analysts use weekly point-of-sale analyses to monitor sell-through and inventory levels. SPS Commerce Analytics provides the information they need in a user-friendly interface.

“Our sales teams use the insight from SPS Analytics to help them prepare for line review meetings and dig into how our products are selling in specific stores,” said a company sales manager. “We are confident in the data and the knowledge of our business that it provides.”

Buyers often change roles or move to other companies. The supplier found that by demonstrating an understanding of product sales using retail analytics, their team quickly gained trust with new buyers.

“Buyers rely on us for insight. Using SPS Analytics, we gain clout by demonstrating a deep knowledge of the market and how to improve sales at our customers’ stores or on their e-commerce sites,” shared the spokesperson.

Tracking Inventory to Drive Sales

SKU-level inventory is the most essential metric that the company tracks. If it’s not on the shelf, you can’t sell it.

Therefore, they monitor its inventory levels at retailers and proactively reaches out to buyers if quantities are low and reorders are needed, or if quantities plateau as this may represent a misplaced pallet.

“We see a sales spike in the winter when our new products ship, as well as during the holidays. During these times, we watch our inventories closely, making sure that retailers have enough of every SKU for their in-store and online customers. SPS Analytics makes this insight easy to uncover so we can act quickly.”
– A Sales Manager

Identifying Opportunities with Retail Analytics

The supplier uses years of historical sales data, paired with market data from the NPD Group, to approach buyers with changes to assortments. These fact-based suggestions often result in new orders.

Dashboards in SPS Analytics provides sell-through data by store and SKU, comparing it against average store sales. Its visualization capabilities make it easier to spot trends and issues with ease.

SPS Analytics will alert sales if website sales of an item have declined so it can be addressed. Its sales team can assess the situation to see it they need to update photos or rewrite the product description.

The Challenge:

Eliminate guesswork for improved sales and demand planning.

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The Solution:

Deliver sales and inventory insight to the sales team using SPS Analytics.

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The Results:

Elevated trust with buyers and increased sales.

“Buyers rely on us for insight. Using SPS Analytics, we gain clout by demonstrating a deep knowledge of the market and how to improve sales at our customers’ stores or on their e-commerce sites.”

– A Company Spokesperson