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The retail execution game has now become crucial for brands to step up and carve out their spot on the shelf and in the carts of consumers. Learn how cpg companies should invest in technologies that enable their sales team to sell more using the retail execution.

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the retail execution race to sell more

The Retail Execution Race to Sell More

When it comes to retail

execution, CPG companies

are still struggling at the shelf.

In order to rise above the

competition, companies should

invest in technologies that enable

their sales team to “sell more.”

According to the latest POI

Vendor Panorama, despite all the

advancements in retail execution

technology, about 75% of the survey respondents aren’t using capabilities that enable their

sales reps to sell more.

The Race is Heating Up.

With Amazon encroaching further on retailers, private labels seeing a surge in sales and the

Aldi/Lidl war heating up in America, it’s now more critical than ever for brands to step up their

retail execution game and carve out their spot on the shelf and in the carts of consumers.

Some of the key capabilities POI recommends companies should look for when evaluating for

a retail execution solution are:

✓ Retail Activity Optimization (RAO) –

POS data that determines which stores

reps should visit to save time and drive

the greatest ROI

✓ Image Recognition – Taking a picture

of a shelf that can be uploaded and

analyzed to determine compliance and

return KPIs on shelf performance

✓ Guided Selling – Using branching logic

and fact-based data to give sales reps

directions for their in-store and selling

activities

✓ In-flight Analytics – Insights about

performance and opportunities that can

be utilized by sales reps online or offline

stayinfront.com

getting more value from your field force

Getting More Value from Your Field Force

During store visits, most reps will complete the standard merchandising tasks and conduct

audits and compliance checks. Many don’t have the time, information or guidance to spend

looking for additional selling opportunities or engaging the store manager in a discussion on

ways to generate more revenue.

To truly be competitive, sales reps need to be able to complete the routine tasks faster, easily

access information about the store’s performance and deliver targeted sales pitches on the

spot. Intuitive, fully integrated solutions for digital merchandising, real-time dashboards and

KPIs, guided workflow with alerts, and dynamic fact-based selling tools, enable field reps to

do more, know more and sell more on every store visit.

In the race to win at the shelf, every bit of competitive advantage counts. To paraphrase Dale

Hagemeyer of POI, “If your retail execution solution does not deliver ’sell more’ capabilities,

why spend are the money?”

StayinFront is honored that our consumer goods solutions have been named Best in Class

for Mobile UX, Analytical Insights, Coaching, Guided Selling and Interactive Customer

Presentations in POI’s 2017 Vendor Panorama for Retail Execution and Monitoring in

Consumer Goods.

Source: http://stayinfront.com/blog/Blog/ArtMID/6082/ArticleID/381/the-retail-execution-race-to-sell-more

stayinfront.com