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.
Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.
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
✓ In-flight Analytics – Insights about
performance and opportunities that can
be utilized by sales reps online or offline
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