Bunnings & Krunchbox: Turning dead stock into sales

We recently partnered with Krunchbox to tackle a common but costly problem for a well-known hardware client; underperforming inventory.

Hardware

Turning dead stock into sales success

We recently partnered with Krunchbox to tackle a common but costly problem for a well-known hardware client; underperforming inventory. By leveraging data & insights to identify opportunities and take targeted action our field teams were able to deliver a meaningful sales uplift.

Data-led SKU Focus

Using Krunchbox data, CROSSMARK identified the highest-impact SKUs by analysing top performers by both unit sales and dollar value.

Dead Stock Identification

Dead stock reports highlighted products that had not moved for 12 weeks or more, allowing teams to pinpoint inventory opportunities at store level.

Targeted In-Store Action

Field teams visited 155 stores to optimise stock, replenish priority SKUs and implement data-driven adjustments that improved sales performance.

Retail Opportunity

Increasing in-store visibility and education created an opportunity to drive sales and reach customers beyond Pelican’s traditional target market.

Sales Capability

The hardware team was upskilled with sales training and objection handling to confidently promote Pelican products in store.

Strong Results

The campaign achieved 150% of target, secured additional displays nationwide, and generated valuable data to support expanded ranging discussions.

“Working with CROSSMARK on our recent off-location project was a huge achievement. The team were very collaborative, brought great ideas and ensured follow-up to ensure and measure success. They provided regular feedback and implemented it in a timely manner with instant results. With their extensive Bunnings knowledge and experience, we will definitely leverage this to run another project together very soon. Thanks again CROSSMARK Hardware Team.”

— Adam Calderbank, Key Account Manager, Pelican Products Pty Ltd

Driving growth

Strategy & Solution

Across a long standing partnership, our solution rolled out in three phases:

Focused SKU analysis

We focused in on the top 20 SKUs by unit sales and top 20 SKUs by dollar value, creating a combined priority list of 32 key SKUs after removing duplicates. This allowed us to focus our efforts where they mattered most and would have the greatest impact.

Identifying dead stock

By using Krunchbox’s dead stock reports, we were able to pinpoint SKUs that hadn’t moved in a specific store for 12 weeks or more.

In-store adjustments

Our field teams visited a total of 155 stores over a 4-week period, addressing identified dead stock and ensuring the targeted SKUs were optimised. This included adjusting stock, replenishing key items, and capturing all actions taken to measure their impact. The SKUs worked in each store were unique and driven by what the data was telling us.

Results

We compared sales performance in stores where actions were taken (“worked stores”) to stores with no adjustments (“control stores”). The results speak for themselves: