Case Study: Johnson & Johnson boosts on-shelf availability and sales with Pensa Systems

Johnson & Johnson Uses Data to Keep Retail Shelves Stocked with World’s Most Popular Skincare Products

Johnson & Johnson, the global healthcare company behind brands like Neutrogena, Aveeno and Lubriderm, needed a better way to understand shelf conditions across retail stores. With Pensa Systems’ Data-as-a-Service offering, the company set out to measure on-shelf availability, share of shelf and in-store execution more consistently, since existing methods like store visits, brokers and gig-worker photos were too limited and couldn’t explain why sales were falling.

Pensa Systems provided continuous shelf monitoring and near-real-time reporting by day, SKU and store, giving Johnson & Johnson a statistically valid “single source of truth” for shelf performance. The analysis revealed that OSA was below benchmark levels, especially for top-selling SKUs in high-velocity stores, and showed that fixing inventory and reordering practices could improve results. The initiative pointed to up to a 5% sales lift, an 83% reduction in stockouts and up to 25x ROI, and Johnson & Johnson continued expanding Pensa Systems’ use across more products and retail channels.

Johnson & Johnson

Geoff Betrus

Director of Customer Development