Field sales & merchandising / Stock
Plan store replenishment
Turn sales and counted stock into a whole-case order.
Store visit plan
Case order
Enter weekly unit sales.
How it works
Put in your numbers
Use your own rates, times and measurements.
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What it covers: Turn sales and on-hand stock into a case order.
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How to work out a store replenishment order
A good replenishment order covers sales until the next delivery without filling the backroom. This planner uses recent weekly sales, the days of cover you need, stock you counted on the shelf and in the backroom, and a reserve, then turns the gap into whole cases.
- Enter the units sold per week for one product. Use a normal recent week, or an average of the last few weeks.
- Set the days of cover needed. This is usually the time until the next delivery arrives.
- Count the stock in store and enter the units on shelf and units in backroom. Count physically rather than relying on the system figure.
- Add extra reserve units for promotions, displays or uncertain deliveries.
- Enter the units per case. The planner works out the order in whole cases.
- Read the case order, with the target stock, units on hand, shortfall and the units the whole cases add. Check it before placing it, then repeat for the next product.
Tips and common mistakes
- Do not use a promotion week as normal sales, or you will order too much once it ends.
- Leave damaged or expired units out of your count, as they cannot be sold.
- Rounding to whole cases can bring in more stock than you need. If space is tight, check the order fits.
- If a product keeps running out, review the days of cover or reserve rather than just ordering more once.
Questions
How do you calculate a replenishment order?
Turn weekly sales into daily sales, multiply by the days of cover and add any reserve. Take away the units on the shelf and in the backroom, then divide what is left by units per case and round up. As an illustration, 70 a week is 10 a day, 14 days of cover plus 20 reserve is 160, and less 60 in store leaves 100, which is 9 cases of 12.
What does days of cover mean?
Days of cover is how many days of sales your stock should last. If deliveries come weekly, you need at least enough to last until the next one arrives. Allow more if deliveries are unreliable.
Should backroom stock count when ordering?
Yes. Backroom stock is still available to sell, so it should reduce what you order. Count it physically, as backroom stock is easy to miss.
Why round store orders to whole cases?
Most suppliers deliver in full cases, so you cannot order part of one. Rounding up means you may get a little more than you need, which your next order will take into account.
How do I stop overstocking in store?
Base orders on recent normal sales, count stock accurately and keep the reserve modest. Check the case order against shelf and backroom space before you order.
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