Industry Data

1. Industry Data A Reseller Perspective

2. Industry Observations • Limited B2B or B2C data for decision making • Supplier/Reseller relationship has changed • Success measured by shipments, not customer metrics • Limited understanding of market share and trends • Absence of data culture and fact-based decision making • Inability to understand true ROI • Looking back and inside instead of forward and outside

3. Data Benefits • Better visibility to the lifecycle stage of a product or category • More accurate forecasting and inventory management • Visibility to average price points to support pricing strategy development • Understand market share position / direction • Improve performance of new item launches • Identifying and leveraging emerging trends • Ability to understand ROI

4. Common Objections • We have a large market share, so we understand the market better than anyone. • My category is declining, so there is no ROI on data utilization. • We’re achieving our growth targets without data

5. CUSTOMER • Purchase Behaviour Assortment Planning • Assortment • Planning • Supplier • Share / Efficiency • Internal Contribution / Productivity • MARKET • Market Share / Benchmarks

6. WHERE DO YOU FIT IN? Supplier Preferred Supplier Partner Strategic Advisor Strategic Ally SIMPLE REPLENISHMENT PARTNERSHIPS CONSOLIDATION 6

7. Final Words • Input to the decision making process, but not the decision making process itself • It’s not a black box or a magic bullet • If you are not getting involved in data, someone else is going to figure it out before you • Stay curious

8. Thank-You!