Keep up to date with the A Team
July News 2024
Demand & Replenishment (D&R) - Opportunities & Challenges
Bunnings began the rollout of their new D&R inventory management system in April 2024. It is being staged across departments with more departments coming online in August. It is critical we work with our clients to maximise the opportunities and manage the challenges.
The key challenge is keeping a keen eye on the data in the new system. We have spotted instances where sweep dates have not been in the system or base-level stocks have been incorrect. Our ability to find and address these issues enables reordering to run smoothly and prevent lost sales.
The major opportunity is to maximise additional ordering for off-location allocations. Bunnings has shifted authority back to individual stores to order promotional quantities for clip strips, side stacks and pallet ends rather than solely relying on head office allocations.
This means resources are required at store level to sell in promotional programs. We are now actively working with clients to develop programs based on the following simple criteria. What products should be offered, what stores should it be offered to and when it should be in store? These programs require an additional investment of time but can deliver great rewards. We are keen to work through what will work best for you.
HELPING HAND
Some of our projects involve providing a helping hand, working side-by-side with your team. A recent example was a relay in the timber department across multiple locations. We helped our clients get the job done much more quickly and safely being there to make light work of the job. If you would like us to help out with a special project, even if it is a one off we are happy to chat to you about solutions that work for you.
SERVICING FOB LINES
Bunnings VIS programs require suppliers to maintain inventory in-store. The core of our business is to provide that service to Bunnings on behalf of our clients. Some of our clients also ask us to assist with their FOB ranges. This is above and beyond the Bunnings agreement because FOB inventory is in theory fully maintained by Bunnings team members. However, suppliers find that supporting team members to maintain stock presentation delivers a return on investment. This can be as part of a regular schedule on an as-required basis.
An example is the work we do with Brass Hards from time to time in the plumbing department with DC lines. On these calls we typically:
• Remerchandise – identify and relocate mislocated stock to the correct locations
• Pull down hand stock and put it away correctly
• Replace shelf boxes as required
• Order and replace shelf labels as required
• Identify and eliminate wasted shelf space
• Analyse sales data to identify high-volume lines and convert wasted space to increase facings
• Decrease dependence on overhead stock with better use of shelf space
• Identify unsaleable stock and flag for it to be actioned by Bunnings
• Overall – raise the presence of the brand on the shelf and with Bunnings Team Members
Our feedback is buyers are supportive of the extra resource put in and suppliers are benefiting from increased sales.
– BUNNINGS STORE REFIT CURRENTLY UNDERWAY –
Refits in Progress
• Hoppers Crossing, Vic – complete
• North Launceston, Tas – complete
• West Gosford, NSW – complete
• Brown Plains, Qld – TBA
• Fyshwick, ACT – completion late July
• North Lakes, Qld – completion mid-October
• Alexandria, NSW – completion mid-October
• Darwin, NT – completion mid-October
• Morwell, Vic – completion early November
June News 2024
A Team Adding Value
We have been in the merchandising game for a long time and one thing we have learnt is the industry does not stand still. As retailers change their systems we need to evolve to deliver the greatest value for our clients. When we first started in this business, store ordering processes were much more manual, and our field team could directly influence the placement of an order. Now ordering systems are far more automated and retailers have become more focused and sophisticated in keeping inventory levels lower.
Our focus these days is on doing everything we can to trigger a re-order by doing the following:
1. “Labels and Location” – We regularly refresh labels. It helps to correctly position products to comply with planograms. More importantly, labels are the key to ensuring product makes it to the shelf. (Stock arrives at all different times. Having the location correctly set helps Bunnings in-store staff locate bays and fill stock.) This keeps your products in a selling position and triggers re-ordering.
2. “Data Integrity” – Automated ordering systems are not perfect and are only as good as the data they work off. We check that physical stock levels match system stock on hand levels. For example, if a line has no stock on shelf but the system shows there are 10 in stock, a new order will never be placed. By organising adjustments, we maintain the data integrity that triggers re-ordering.
3. “Range checks” – You have done all the hard work in selling in a range and securing a shelf position. We periodically check that you have all lines in store by auditing against your range list. When we identify missing lines, we address it with Coordinators. If we can’t resolve it in-store, we flag it through our reporting system recording details, bay etc. so you can resolve this with the Bunnings buying team. Our range checks trigger re-orders.
4. “Presentation” – This is all about having products ready for sale. It includes downfilling stock to fill shelf gaps, facing up and addressing undesirable/unsaleable stock by dusting, making a product good or removing for write-off. We document results with photos but more importantly, our work ensures stock continues to sell through, again triggering re-ordering.
Of course, this is not all we do. For example, we are well equipped to deliver training programs to Bunnings Team Members to help them sell through product.
MARKET RESEARCH
Is there something you want to find out about in the field? Perhaps you want to learn more about a complementary channel that you are considering entering. Or maybe you want to collect some more detailed data within the hardware industry.
We are in a unique position to be your eyes and ears in store land because we have over 100 people throughout the country at your disposal. Using our online reporting app we also have the tools to input and consolidate your data in a structured way to deliver you meaningful reports.
If you are looking to get something done that is a little outside the box, don’t hesitate to have a chat because there is a good chance we can help or point you in the right direction.
Cutting in New Lines
It’s a more time-consuming job than people often realise as the steps include:
• Locating the stock which can sometimes be like looking for a needle in a haystack
• Pulling up the planogram in the Bunnings system
• Making adjustments to existing stock. This can involve shuffling around many line items to create the space
• Clean the area and stock
• Remove shelf tickets no longer required and replace them with new ones
• Photograph the new set-up to report back to the client
• Communicate with the co-ordinator on progress
– BUNNINGS STORE REFIT CURRENTLY UNDERWAY –
Refits in Progress
• Maitland, NSW – completed
• Box Hill, Vic – completed
• Hoppers Crossing, Vic – completion mid-June
• Fyshwick, ACT – completion late June
• Lismore, Qld – completion late June
• Alexandria NSW – completion mid-October
May News 2024
ANACONDA SPECIAL PROJECT
We worked with the client to define the project and create clear task instructions for our team. We then scheduled our team to call on the designated Anaconda stores in a timely manner. Our team documented the implementation of the task store by store and took photos on completion. This was all recorded in our online app A Team Live and the results were shared with the client.
Promotional Line Stock Transfer
Our longstanding client Digital Door Locks have recently commissioned us to assist with a program to balance stock on selected promotional lines in Bunnings stores. Our job is to physically move stock from slower moving stores to fast-moving stores during the course of our regular call cycles. Digital Door Locks have provided us with a list advising the stores where a transfer will take place and the quantities involved. When we visit the “overstocked” store we make contact with a team leader and request that they raise the appropriate transfer to the designated “understocked” store. Armed with the appropriate documentation we then transport the stock from “a to b” and ensure it is received correctly at the understocked store. As always, we record the process in A Team Live so our client and our management can track the status of the project.
People Profile
Kasey Aqualina has been involved in retail and merchandising for 20 years and a valued member of A team since 2020. Demonstrating exceptional infield skills, Kasey stepped up to become a NSW Brand Ambassador in 2021 and has continued to provide a great service to all concerned. Kasey tells us “I enjoy learning about the products we represent and sharing it with Bunnings team members and our staff. I also appreciate working in closely with our client’s state managers to maximise
For those unfamiliar with the brand ambassador program, this is how it works.
On designated calls Brand Ambassadors are 100% dedicated to the appointed brand in assigned metro areas. They focus on specialised tasks such as maintaining complex displays to a consistent standard, intensive focus on POS, F&B tags, off location displays and sharing market information with Bunnings staff.
Colleague mentoring and client collaboration is also important. Our ambassadors bolster brand presence in regional areas by conducting training for our regular merchandising team and performing audits on program execution standards. Our ambassadors also work with client area managers for any troubleshooting or special requirements.
– BUNNINGS STORE REFIT CURRENTLY UNDERWAY –
Refits in Progress
• Maitland, NSW – completed
• Box Hill, Vic – completed
• Hoppers Crossing, Vic – completion mid-June
• Fyshwick, ACT – completion late June
• Lismore, Qld – completion late June
• Alexandria NSW – completion mid-October
April News 2024
Australian Hardware Journal Review
Every year the Australian Hardware Journal invites us to share our thoughts on the state of the industry and the direction we are taking our business. Our General Manager, Matt Wild was glad to participate covering off important topics such as how Bunnings are refining their business model and how our clients are paying more attention to the way they service independent stores.
Read full article below
CRC Promotional Allocation Dump Bin
Our client, CRC secured an allocation for an off-location dump bin for a twin promo line. Our job is to:
- Program the stores where the allocation has been made so it can be actioned
- Identify the stock at inwards goods
- Discuss off-location placement with the coordinator
- Take a before photo of the location where we are placing the dump bin and upload it into A Team Live.
- Make up the dump bin and place the stock
- Have the Bunnings pricing team label the bin as per Bunnings’ requirements
- Take an after photo of the dump bin filled, label it in the new promo position and upload it into A Team Live.
- Record results by store of completion of the project
We are well into the project and delivering another great result for our client.
Brand Ambassador Program
Our standard method of servicing clients through a shared call to Bunnings stores is a well-proven, time-efficient model and most clients appreciate the cost benefits. However, some clients prefer a more focused approach. This is where our brand ambassador program comes in.
Our brand ambassador’s role has a strong hands-on component. For designated calls, they are 100% dedicated to the appointed brand in assigned metro areas. These calls focus on specialised tasks such as maintaining complex displays to a consistent standard, intensive focus on POS, F&B tags, off-location displays and sharing market information with Bunnings staff.
The brand ambassador’s role also has important colleague mentoring and client collaboration elements. Our ambassadors bolster brand presence in regional areas by conducting training for our regular merchandising team and performing audits on program execution standards. Our ambassadors also work with client area managers for any troubleshooting or special requirements. Our clients have appreciated us conducting joint calls to accelerate specific programs.
We are finding clients are achieving a strong return on investment on this dedicated service.
If you feel this service could work for you, we are here to help.
March News 2024
New Bunnings Stock Management System
We often talk about Bunnings stock management systems because our knowledge and ability to work with them is critical to your success. Bunnings have been evolving their inventory management over recent years and are progressively rolling out their latest iteration commencing April 2024.
It’s known as Demand & Replenishment (D&R) and replaces systems and processes for re-ordering all items except Green Life. In Australia, it replaces Assisted Stock Replenishment (ASR) and Predictive Optimised Min Max (POMM). In New Zealand it replaces ASR (min/max) and direct store ordering. D&R will cover all supplier and DC products.
Our team have participated in Bunnings training for the new app and early indications are this is a more user-friendly system with access to more information. The biggest change we see is that ordering of stock for off-location displays (clip strips, side stacks and other off locations) will become increasingly driven by stores, with the support of promotional activity and allocations via head office. This gives our team a lot more scope/responsibility to directly influence orders in-store. The key to us helping you is to work with us to provide promotional calendars of what SKUs you want placed and when. Then the rest is up to us!
We look forward to working with you on this over the coming months.
Onboarding New Clients
Over the years we have had plenty of practice at winning over and retaining new clients. We have formulated a procedure for smoothly transitioning our service for clients who are already ranged at Bunnings. We thought you might find a little summary helpful.
Prior to commencing
- Lock in a new start date. Bunnings like it to be on the first of the month as it helps keep their KPI reporting clean. We like it that way too.
- Formally advise Bunnings that a new merchandiser will represent the vendor with a couple of weeks’ notice.
- Determine lines of communication.
- Procure client’s range list – finelines, description, pack quantity, grades and images.
- Procure any other client product information – e.g., features and benefits and load it into our online portal – A Team Live.
- Work with the client to identify any specific tasks that require implementation including picking up any projects that may be part way through with the previous merchandiser.
- Brief admin and field staff on new client commencing.
- Train client on the use of A Team Live – reporting function.
On commencing
- Start fulfilling the VIS program and tracking performance in Bunnings Ap – Vendor Hub and A Team Live.
- Access planograms via the Bunnings app to ensure compliance.
- Conduct an initial range health audit and identify corrective actions.
- Conduct client review after initial visits.
If you are thinking about changing merchandisers talk to us about how we can make it a seamless process.
Range Integrity
There are a number of aspects to staying on top of stock for our clients. Our regular call involves spot checks of low-stock items to see if the physical stock on hand level
matches the stock level shown in the system. This is an important process because it enables us to identify anomalies that could prevent re-orders from being triggered. The classic example is when a line has zero stock on shelf but the system shows let’s say 5 units. This means the system will never trigger a re-order because it thinks there is stock. Our job is to flag this with the Bunnings team to correct the system to reflect the reality so a re-order can take place.
A more significant task we conduct in consultation with our clients is a full range check. In this instance, it is nice to know stock levels but the more important thing is to make sure the full range is on shelf as per the planogram. If a shelf ticket is removed and not replaced, then it is easy for this line not to be re-ordered and then it becomes a “ghost” product. We tackle this by heading in-store with a full range list and cross-checking all lines are on the shelf. If we find any missing lines, we print a label and restore the shelf layout to reflect the planogram. This enables the product to get going again. Or we may discover that a product has been de-ranged, in which case we report this back to the client.
We are happy to talk to you about adding this service to your program as an interval service.
– BUNNINGS STORE REFIT CURRENTLY UNDERWAY –
Refits in Progress
• Maitland, NSW – completion late May
• Box Hill, Vic – completion late May
• Hoppers Crossing, Vic – mid June
• Fyshwick, ACT – completion late June
• Lismore, Qld – late June
– New Store Update -
February News 2024
We Have New Zealand Covered
Most of you would be aware we have excellent coverage in Australia calling on every single Bunnings store in the country and the capacity to service independent stores to your requirements. You may like to know through our alliance across the ditch we can deliver a co-ordinated approach to servicing both countries. A joint approach is becoming even more relevant as Bunnings consolidates its buying function across Australia and New Zealand. If you want to learn more, we are here to help.
Pumping up displays at Bunnings
Part of a successful supplier partnership with Bunnings is being proactive with launching new lines. And we have a part to play in implementing such programs. We recently helped White International roll out their new and improved constant pressure pump by swapping out displays in larger stores. The task involved removing the superseded display pump for the store to sell on clearance, unboxing a new pump and placing it on display. As per normal we track our progress and feed it back to the client, so they know the job is getting done!
Managing Bunnings Inventory
Bunnings implement a number of disciplines with suppliers to maintain stock integrity. A couple of examples are Short Supply Allowance (SSA) and Physical Stock on Hand (PSOH) audits. If Bunnings identify that a supplier has short-supplied stock they flag it with the supplier to investigate and verify/dispute the short supply. The supplier has a deadline to report and is penalised if a short supply has occurred. The supplier passes this verification task to us, and it is an important responsibility as it impacts on the supplier’s reputation and bottom line. Similarly, Bunnings will request a supplier from time to time to conduct a physical count of stock on hand to check this against the number in the system. This provides an opportunity to reconcile any differences in these numbers to facilitate smooth reordering. Again, our clients pass this important task onto us to perform.
– BUNNINGS STORE REFIT CURRENTLY UNDERWAY –
Refits in Progress
• Mindarie, WA – completion mid-March
• Maitland, NSW – completion late May
• Box Hill, Vic – completion late May
• Hoppers Crossing, Vic – mid-June
• Fyshwick, ACT – completion late June
– New Store Update -
We are pleased to advise the new Noarlunga store is now open. Our State Supervisor for South Australia/Northern Territory, Jeremy Schouten took care of the set-up for our clients. Jeremy told us this project was a relocation of an existing store “The move went quite smoothly. There are always some challenges with getting all supplier’s stock in the right place at the right time, but we made it work. It’s a great move for Bunnings because they have moved to a more modern facility with an extra 1400 sq metres of retail space. Plus, there is a better drive-through timber yard and more room for parking.”
January News 2024
Projects Keep Rolling On
BATH PILLOW OFF LOCATIONS
One of our clients had a fun promotional allocation line – a bath pillow. Our job was to track down stock in stores and secure off-location displays. We’re biased but we reckon our team did a great job of setting up clip strips and side stacks in prominent positions.
In Aisle Training
Panasonic have recently come on board with us. We are off to a flying start educating Bunnings team members on the features and benefits of one of their clever products. We collaborated with Panasonic to create the training module for them using our experience delivering similar content. The result is a clear and simple training module that can be delivered in aisle in about 5 minutes by our team using either mobile phones or tablets. Importantly, we track our performance using our A Team live reporting system to record each time we deliver our training program at a store. Panasonic can then easily access consolidated reports to see how many stores have received the program.
Marketing and Design Service
HARDWARE INDUSTRY EXPERTS
We like to remind our clients from time to time that we have the resources to help with your marketing. Our marketing partners have chalked up decades of experience in the hardware industry. We know what we are talking about and are much more cost-effective than an advertising agency. Our team even includes people who have held senior marketing roles for suppliers to Bunnings / tool industry, so we are strategic too.
Talk to us about how we can help with
STRATEGIC
• Marketing Plans
• Submissions to Bunnings
• Range reviews
• Product and competitor analysis
• Pricing
PROMOTION
• Bunnings specific point of sale material
• Training content
• Media releases
• Technical writing – manuals etc
• Packaging
• Brochures
• Websites
• Email marketing
• Social Media
• Advertising
• Signage
• Video production
• Sales incentive programs
• Presentations
• Conferences
– BUNNINGS STORE REFIT CURRENTLY UNDERWAY –
Refits in Progress
• Mindarie, WA – completion late March
• Maitland, NSW – completion late May
• Hoppers Crossing, Vic – mid-June
– New Store Update -
We are underway with our merchandising of the Noarlunga replacement store. We are working to a scheduled mid-February 2024 opening.
