A matched test-versus-control comparison showed profit growing 12.6% at the test station versus 5.6% at the control station.
BRSM-Nafta grew profit by 12.6% at a test station withLEAFIO Shelf Efficiency, against 5.6% at a matched control station. Unit sales at the same station rose by 13.9% and turnover by 11.1%, against 6.7% and 7.2% at the control.
BRSM-Nafta is an Eastern European fuel retail chain that runs convenience stores at its gas stations. Founded in 1992, it was one of the first fuel station chains in its home market. Today it operates 200+ trading points, carrying 17,000+ SKUs, and ranks among the top three importers of liquefied auto gas in its home market.
Shelf Efficiency was the first of three LEAFIO platform modules to go live in a simultaneous rollout. It replaced manual Excel planograms with a centralized, system-driven process. According to BRSM-Nafta, it implemented all three modules with almost the same teams, without expanding headcount.
This case is most relevant for fuel and convenience retailers that still manage planograms in spreadsheets and struggle to scale merchandising efficiently.
Results at a Glance
| Metric | Control station (no layout changes) | Test station (LEAFIO planogram changes) | Net effect (percentage points) |
|---|---|---|---|
| Profit | +5.6% | +12.6% | +7.0 |
| Unit sales | +6.7% | +13.9% | +7.2 |
| Turnover | +7.2% | +11.1% | +3.9 |
| Planogramming process | Manual, Excel-based | Centralized, system-driven | — |
Test period: one test station compared with one matched control station selected automatically.
Test period; one test station compared with one matched control station selected automatically by LEAFIO's Efficiency Calculation report.
The Challenge: Planograms Scattered Across Excel Files
Before LEAFIO, BRSM-Nafta managed planograms manually in Excel: spreadsheets for some categories, photos for others. This created three problems:
- shelf execution was difficult to monitor at each station;
- planogram updates were slow;
- getting changes to station staff was slow.
BRSM-Nafta set three goals for the project: make merchandising more efficient, reduce losses and write-offs caused by products missing from shelves, and cut the time stores need to execute planograms.
Why BRSM-Nafta Chose the LEAFIO Platform
BRSM-Nafta chose the LEAFIO platform to cover its full merchandising cycle with three modules:
- Assortment Performance defines which products each store carries.
- Shelf Efficiency places them on the shelf through planograms.
- Inventory Optimization keeps them in stock.
The chain started implementing all three modules at the same time. Shelf Efficiency was completed first, so the first measurable results come from it.
Implementation
The rollout started with an automated data exchange between BRSM-Nafta's accounting system and LEAFIO, which serves all three modules. A Shelf Efficiency pilot and training followed in February and March 2026. BRSM-Nafta's team started building planograms in the system during training and gradually connected new stations. From March to June 2026, the client's own team extended the approach tested in the pilot to new categories and stations, gradually covering the whole network. The category management and merchandising teams ran the project, with weekly status meetings alongside the implementation team.
What Changed with LEAFIO Shelf Efficiency
- Profit up 12.6% at the test station, against 5.6% at the control. Shelf Efficiency showed turnover, profit, and unit sales for every product at a test station. Based on this data, the team updated the station's layout and gave more shelf space to the best-performing products. Compared with a matched control station, the test station grew profit by 12.6% (vs. 5.6%), unit sales by 13.9% (vs. 6.7%), and turnover by 11.1% (vs. 7.2%).
- Execution checked from head office. During the test period, the station received layout tasks through the LEAFIO mobile app. Staff regularly took realograms, photos of the actual shelf, so head office could check execution. Checking planogram compliance at stations is now automated.
- One system instead of scattered Excel files. Creating and updating planograms takes less time. New stations open with shelf layouts based on current, clear planograms in the system. Planogram changes are based on data and analytics in Shelf Efficiency.
How the Results Were Measured
To separate the effect of the new layout from seasonality and overall market trends, BRSM-Nafta compared the test station with a matched control station rather than with its own past performance. LEAFIO's Efficiency Calculation report selected the control station automatically, based on the closest match in turnover, product availability, share of sales, and number of products. Automatic selection rules out choosing a convenient comparison by hand.
The difference in growth between the two stations is the net effect of the new planograms: +7.0 percentage points in profit, +7.2 in unit sales, and +3.9 in turnover. This net effect is attributed to Shelf Efficiency, the module that drove the layout change at the test station.
In the Client's Words
“We're satisfied moving from manual Excel planograms to a fully system-driven process. We implemented three solutions at once with almost the same teams, without having to expand headcount or duplicate resources.”
Deputy Director, Gas Station Stores Department, BRSM-Nafta
Conclusion
BRSM-Nafta measured its first Shelf Efficiency results against a matched control station, not against its own past performance. After data-based layout changes, profit at the test station grew 7.0 percentage points more than at the control station. With Assortment Performance and Inventory Optimization still being implemented, the chain is building its full merchandising cycle on one platform.
Another fuel retailer on LEAFIO:Baltic Petroleum. For a broader view of the category, seeour guide to store planogram software.
FAQ
What results did BRSM-Nafta achieve with LEAFIO Shelf Efficiency?
At a test station, BRSM-Nafta grew profit by 12.6%, unit sales by 13.9%, and turnover by 11.1%. A matched control station grew by 5.6%, 6.7%, and 7.2% over the same period.
How did BRSM-Nafta measure the effect of its new LEAFIO Shelf Efficiency planograms?
The test station was compared with a control station that LEAFIO's Efficiency Calculation report selected automatically by turnover, product availability, share of sales, and number of products. The difference in growth between the two is the net effect, separated from seasonality and market trends.
What problems was BRSM-Nafta solving before implementing LEAFIO Shelf Efficiency?
Planograms were kept manually in Excel, with spreadsheets for some categories and photos for others. This made shelf-execution monitoring difficult and slowed down updates and distribution to stores.
How did BRSM-Nafta check planogram execution at its stations with LEAFIO Shelf Efficiency?
The test station received layout tasks through the LEAFIO mobile app. Staff regularly took realograms, photos of the actual shelf, so head office could check execution.
Which LEAFIO modules does BRSM-Nafta use?
BRSM-Nafta is implementing three LEAFIO platform modules at the same time: Shelf Efficiency, Assortment Performance, and Inventory Optimization. Shelf Efficiency was completed first and delivered the first results. Assortment Performance and Inventory Optimization are still being implemented.
