Many of the world’s biggest Consumer Packaged Goods (CPG) companies have implemented Right Store programs, with varying degrees of success. The concept is deceptively simple – focus field sales resources on the stores most likely to generate the greatest incremental sales.
However, the determination of which stores truly represent the greatest potential is hugely complex. Getting the right answers requires highly skilled Data Analysts & Insight Specialists, supported by the right software.
This paper considers the challenges in developing a Right Store program and points brand owners in the direction of best practice.