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Flexing Field Sales Resources

How Dynamic Routing Can Improve ROI

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Improving Field Sales ROI

Knowing the ROI of the Field Sales Force has never been more important to ensure the optimum level of resource is allocated to ensuring perfect execution. This paper examines some of the fundamental prerequisites brand owners should consider in setting up effective measurement tools.

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Fixing On-shelf Availability (OSA) Issues

Why have OSA issues hovered stubbornly at around 8% over the last 10 years? This White Paper explores the root causes of OSA problems and considers how an insight-led approach can make major inroads.

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Optimizing New Product Launches by Analyzing EPoS Data

New product launches need to be carefully planned and even more carefully executed. By analyzing EPoS data, field sales teams can proactively address issues in retail execution in order to optimize sales in the new product launch category.

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Digital Merchandising

Uncovering the Diamonds in the Data

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Optimizing Promotional Execution in Grocery Retail

What is it Worth?

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The Power of Globalization in Retail Sales Process and Technology

Aligning and Executing Global Business Strategies to Achieve Growth and Profitability Through Innovation

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Optimizing and Selling the Perfect Store

The Consumer Goods Manufacturer’s Guide to Optimizing and Selling the “Perfect Store”

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Driving Field Force Efficiency Up and Costs Down: Can It Really Be Done?

How Consumer Goods Organisations Can Win in Australia and Asia

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The New Wave in Mobile Selling

The data alone is little more than a spreadsheet: its true value is unleashed when combined with the software to pinpoint the location of all outlets, including existing customers and prospects – and identify the size of each opportunity.

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Field Force Mobility

Under pressure to achieve more with less and increase productivity organizations are turning to mobile technology to optimize field force activity and maximize in-store selling opportunities. This paper discusses the value and benefits of adopting a field mobility system.

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Consumer Goods – New Technology Driving In-Store Selling Revolution

The consumer goods industry is at a crossroads in the evolution of in-store activity. The relentless competition and proliferation of products vying for limited shelf space has changed the nature of the field rep’s in-store role. The message from companies to their field reps is clear: spend less time merchandising and more time selling in-store. The arrival of technology-enabled selling will drive the change, supporting reps with access to the live data and presentation tools needed to make a successful in-store sales pitch.

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Consumer Goods – Taking Stock of Out-of-Stocks

In-store out-of-stocks can be disastrous - affecting both revenue potential and customer brand loyalty. When equipped with the right tools, though, manufacturing and supplier sales reps can work with retailers to improve their inventory practices and minimize the risk of out-of-stocks.

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Leveraging New Mobility Technology in the Field

In the mobile arena, many hardware and software providers have enjoyed periods as market leaders over the years. In the past 12 months alone, new technologies and devices have rapidly gained in popularity and overtaken the #1 spot. With the state of flux unlikely to change anytime soon, building a sustainable mobile CRM strategy in the midst of such uncertainty is a universal challenge facing organizations today. Read about the keys to crafting a viable long-term plan and executing against it.

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Consumer Goods – Harness the Power in the Field with a Strong Retail Execution System

In an era of increased competition for shelf space and ongoing price wars, consumer goods companies are continually faced with the challenges of an evolving retail landscape. Companies with strong retail execution systems in place are poised to gain a competitive edge because they have valuable information flowing to and from the place where consumers are making choices –the shelf.

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