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Impulse

We offer the FMCG industry very powerful “sell-more” retail
execution capabilities, enabling them to push the boundaries,
execute better at the POS, reach more customers and increase
sales and profitability. Our monthly FMCG Sales Solutions
- Asseco Impulse is an inspiration for consumer goods companies
interested in growing their business in a very smart way.

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How to leverage targets driving your in-store execution towards excellence!

When defining clear and precise targets for your sales representatives, you increase your chances of winning at the POS dramatically.

How to?

  • Plan the overall KPIs (e.g. sales, numerical distribution, Perfect Store scoring) for a given period, define also the proper goals for each of your sales representatives.
  • Break-down those individual targets to an appropriate grain level - e.g. per month, per day, per visit and enable KPI tracking at the assigned level.
  • Make your sales force fully aware of their daily targets at the beginning of the day and then show them in real-time how target accomplishments grow call by call.
  • Show their performance in relation to their peer group, e.g. in leader boards or competitions.
  • Link their performance in real-time to their variable commision or to bonus points earned – right after the completion of each customer call to show them how their efforts pay off.

Inspiring?

Inspired to get your 2020 plan executed? Let’s discuss it more in-depth on how to introduce effective targeting in FMCG sales.

How to leverage targets driving your in-store execution towards excellence!
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Enrich your SFA with AI based task recommendations!

Artificial Intelligence helps you to analyse huge amounts of sales data, convert the data into insights and turn those insights into actionable task recommendations for your sales managers and field staff. Finally, with AI they receive very specific suggestions on where to go and what to do. All available within your SFA solution and based not on gut feeling but backed by pattern identification and knowledge coming from the data.

Enrich your SFA with AI based task recommendations!

Artificial Intelligence helps you answering questions like:

  • Which stores have the lowest sales of my products and why?
  • Which stores have the highest growth potential for my brands considering categories, regions, seasons, etc.?
  • Which customers are worth visiting now – which visits will improve my sales results based on the highest possible activity impact?
  • What quantity of my products can I offer at the point of sales to guarantee their availability on the shelves and grow sales?

Inspiring?

Let’s discuss more in-depth how AI can help you better understand and effectively influence your retailers and consumers.


Go interactive at the POS with Augmented Reality!

You invest a lot into insights studies understanding the impact of your SKUs and promotions at the points of sales. You also invest a lot into creating the related selling stories enabling your Sales Representative to convey proper messages to your customers at the POS.
So, why not round-up the process with a complementary interactive virtual in-store experience?

How to introduce a virtual in-store experience successfully?

  • Leverage Augmented Reality technologies embedded into your Sales Force Automation solution.
  • Combine your 3D models with on-site picture taking.
  • Visualize your SKUs/promotions in real-time within specific store conditions.
  • Demonstrate your ideas in an easy to understand and persuasive way. Show what the point of sales will look like with your POS materials or how your products should be displayed.
  • Make the staff in the store easily understand your proposition based on a “real-life” visualization.

Inspiring?

Let’s discuss more in-depth how to help your sales force better influence the in-store conditions. See a short demo movie on Augmented Reality by Asseco.

Go interactive at the POS with Augmented Reality!
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Gamification – boost the motivation of your sales force

When introducing Gamification into your sales rep’s daily routine, you will make them operate better at the POS. Consequently, they will hit their targets easier. Their duties will no longer be boring! Gamification will offer your sales representatives fun and excitement whilst increasing their engagement and creativity.

Gamification – boost the motivation of your sales force

How to introduce effective Gamification into your field sales strategy?

  • Introduce clear rules on how to earn points.
  • Link the earning of points directly to the efforts the sales reps must embark on.
  • Illustrate the results in a fancy way.
  • Connect it with Targets and Compensation.
  • Introduce clear rules on how to redeem rewards.

Inspiring?

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POI 2019 Vendor Panorama: Discover new retail execution opportunities

The POI Vendor Panorama represents a market and solutions analysis, carried out to help FMCG manufacturers acquire sell-more competencies more easily and execute better at store level. In its recent 2019 edition, the report indicates that the consumer goods industry keeps looking for new opportunities to improve retail execution performance.

POI advises consumer goods manufacturers to look at*:

  • Sell-more capabilities that will help users to be more effective e.g. Retail Activity Optimization (RAO), Guided Selling and Gamification.
  • Analytical capabilities based on Artificial Intelligence providing insights around the execution reality in the field to help a salesperson make informed decisions at the point of sales (in-flight analytics) as well enable HQ personnel to make well-informed decisions.
  • Image Recognition for smart store shelf image capturing in order to get data analysed faster and more precisely.
  • Best-in-Class solutions which are significant differentiators for FMCG sales to create a competitive advantage, developed by leading global retail execution providers.

Inspiring? Let’s discuss more in-depth!

 

Read the POI Vendor Panorama 2019. Read more about Retail Execution by Asseco and Omnichannel for FMCG.

* Source: “2019 Vendor Panorama for Retail Execution and Monitoring in Consumer Goods”.

POI 2019 Vendor Panorama: Discover new retail execution opportunities
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Next generation Perfect Store - sell better and sell more!

Perfect Store is undeniably a game-changing concept, influencing consumer goods sales dramatically. Once you apply it, your sales will grow by up to 20 % at short notice or even more. However, further upward improvement is at hand! When enhancing Perfect Store with attractive visualizations and artificial intelligence, it will work even better.

Next generation Perfect Store - sell better and sell more!

Do you want to sell more at the POS? Add next generation innovations to your Perfect Store:

Smart Presentation to introduce a great visualization of your Perfect Store standards

  • turn a classical questionnaire into an effective Perfect Store audit guide
  • make the learning process easier by visualizing the Perfect Store standards
  • provide your customers with attractive and easy to understand Perfect Store selling stories

Image Recognition to increase audit efficiency

  • automate the Perfect Store auditing process with picture taking
  • collect more data and turn it into various Perfect Store KPIs to drive in-store excellence
  • enable a hybrid Perfect Store by combining manual and IR-based auditing

Machine Learning to analyse big data faster and turn it into priceless knowledge

  • turn data from the Perfect Store audits into valuable insights
  • provide your sales force with task recommendations on Perfect Store
  • make them focus on those Perfect Store activities that will provide you most sales

Inspiring? Let’s discuss more in-depth! I will be delighted to share our experience gained whilst successfully deploying 75+ Perfect Store projects globally.


Image Recognition - a panacea for poor shelf data collection?

It is almost all about winning at the shelf in FMCG, isn’t it? A Perfect Store helps you to sell more at the POS whilst attracting consumers with a proper assortment, exposition, promotion, etc. Are you able to audit the shelf conditions effectively and then use the power of shelf data to increase your domination at the point of sales? Image Recognition may help you to take your shelf data collection to the next level.

Image Recognition, embedded into your mobile retail execution
technology, will enable you to:

  • Eliminate or complement the classical manual shelf data from in-store auditing.
  • Collect more data coming from the picture taking than from manual audits
    (e.g. adding competitive data).
  • Transform the generated shelf data into more in-store excellence KPIs
    and consequently gain better actionable insights.

In a nutshell, you will gain more extensive, more precise and more objective data, as well
as much more valuable insights. Inspiring? Let’s discuss!

Read more about our Data Intelligence solutions for Sales in FMCG! See how and why
you should embed Image Recognition into SFA Fundamentals and Perfect Store.

Image Recognition - a panacea for poor shelf data collection?
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Do you know how to bring insights into the hands of your field sales teams?

Did you ever consider supporting your field sales representatives in the decision-making process when planning where to go and what to do? If not, you are fully dependent on their individual skills and experience. However, if you want to influence their behaviour based on activity impact, you need to guide them with some insights-based intelligence.

Do you know how to bring insights into the hands of your field sales teams?

Retail Activity Optimisation is the intelligent sales advisor which provides your sales force with relevant suggestions:

  • Which customers should be visited and why? 

RAO takes multiple data sources into account. It generates insights helping to determine those stores which need attention right now. It leverages priority triggers like “drop in sell-out”, “out of stock”, “potential for selling more”, “Perfect Store score decline”, “consumer promotion”, etc.

  • How to plan the best and most efficient route to the stores?

RAO enables to create an optimal route to the stores dynamically. It suggests a list of retail outlets to be visited in a sequence reducing the cost of travel such as fuel and related travel expenses.

  • What actions your mobile staff should take on-site?

RAO recommends a list of “to-dos” and presents the sequence of their execution. This helps your sales representatives to achieve the highest sales during a visit and improve the in-store situation growing future income.

Read more about Mobile Touch Retail Activity Optimisation by Asseco for global FMCG leaders!


The Future of Sales in FMCG!

Due to digitalization, the consumer goods industry is facing great and inevitable changes. The technologies of the future have already arrived. The sooner you re-shape your sales strategy the better. Tune the ways of cooperating with business partners and retailers. Use the power of data to sell better and sell more.

How to digitalize your Go-to-market models?

 

  • Amend your Go-to-market models. Go Omnichannel and combine your off-line field sales operations with online self-services. Leverage Field Sales Agencies, Syndicated Data Providers, the Crowd, Distributors and Customer Staff next to your own field sales teams.
  • Generate more data. Use data coming from as many sources as possible, especially from all your channel partners, customers and retailers. Use technologies like Image Recognition to collect in-store excellence data continuously.
  • Generate better insights. Add Artificial Intelligence, Machine Learning and Deep Learning capabilities to turn data into actionable data intelligence, generate valuable insights and suggest the best set of actions for your sales teams

Are you ready to face the challenges of tomorrow? Read more about Omnichannel for FMCG and prepare your sales teams for the future! Inspired?

The Future of Sales in FMCG!
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Add virtual store visits to your Go-to-Market strategy and sell more!

Your sales representatives are visiting points of sales every day. So far so good! But why not doing more? Adding digital interactions with your customers will complement your mobile staff’s daily efforts. It will help you to overcome the coverage limitations of face-to-face sales calls. In addition, you will also be able to cooperate with those customers which are not yet served by your field sales force.

Your sales representatives are visiting points of sales every day. So far so good! But why not doing more? Adding digital interactions with your customers will complement your mobile staff’s daily efforts. It will help you to overcome the coverage limitations of face-to-face sales calls. In addition, you will also be able to cooperate with those customers which are not yet served by your field sales force.

Add virtual store visits to your Go-to-Market strategy and sell more!

Start digital cooperation with customers by offering a Mobile Customer Portal. Enable:

 

  • Effective online partnerships with the point of sales in areas like Brand Communication, Orders, Loyalty, Perfect Store and Motivation.
  • Virtual visits any day, at any time and with any store.
  • An increase of your coverage in the universe of points of sales, without additional investments in field sales efforts.
  • The involvement of the point of sales staff in your in-store execution and make them take care of your products.

Read more about Mobile Direct by Asseco for global FMCG leaders!


Do you constantly ensure personal growth of your field sales force?

Embed Coaching into your retail execution technology. It will help you to execute your coaching program for the field sales teams. Constantly develop your sales representatives’ product knowledge, sales performance and personal competencies - step by step, considering their individual maturity, strengths and weaknesses.

Mobile Coaching will enable you to:

 

  • Train your mobile staff towards an expected level, as well as track the results and suggest improvements.
  • Grow your sales force’s knowledge and required skills quickly and in a structured way.
  • Implement new sales strategies and introduce new offers in a very professional way.

Read more about Mobile Touch Coaching by Asseco for global FMCG leaders!

Do you constantly ensure personal growth of your field sales force?
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Future of Sales in FMCG

Today’s market conditions, as well as data collection pose increasing challenges for the consumer goods industry. Not only is data collection incredibly time consuming but also little efficient, as spotlight is limited only to a fraction of stores and, due to its periodic character, to accidental facts. Furthermore, the data collected may not be translated into actionable insights, for instance because of resource bottlenecks. All of this makes answering key questions of consumer communication, segmentation, and predictive advisory extremely difficult.

Future of Sales in FMCG

Meet the main concepts of the future vision of sales in FMCG:

 

  • Re-defining Sales Force Automation as a central process hub, which leverages next to field sales teams also store managers, the consumer crowd and 3rd party providers as key participants generating data constantly.
  • Leveraging the broader scope of data based on Machine Learning, Artificial Intelligence, and Deep Learning to generate actionable insights.
  • Turn insights into tasks for field sales teams allowing them to efficiently influence the point of sales.

 

Read more about our mobile Retail Execution by Asseco solution for global FMCG leaders!


Will adding Machine Learning to your Perfect Store help you to sell better and sell more?

Perfect Store helps consumer goods manufacturers to improve in-store performance significantly. One can realize at least 5-25% sales increase at the POS when equipping field sales force with a mobile Perfect Store solution. Adding Machine Learning will allow you to drive your in-store excellence even more.

Combining Perfect Store with Machine Learning will help you to:

 

  • easily turn data from Perfect Store audits into insights,
  • feed your sales people with immediate task recommendations,
  • concentrate only on activities that are likely to yield better Perfect Store results providing more sales.

Read more about our Mobile Touch Perfect Store by Asseco solution for global FMCG leaders!

Will adding Machine Learning to your Perfect Store help you to sell better and sell more?
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A global/regional Sales Force Automation strategy will help you sell better and sell more!

One global or a limited number of regional Sales Force Automation strategies are key factors helping consumer goods companies in creating substantial business value within their organization. This is particularly true for achieving exceptional sales performance at both global/regional and local level. This is also an opportunity to optimise costs and govern your business more effectively.

A global/regional Sales Force Automation strategy will help you sell better and sell more!

One global/a limited number of regional Sales Force Automation strategies enables you to:

 

  • unify key business processes, actions and measures at a global level,
  • easily exchange best-practice knowledge, experience and functionalities across the markets you operate in,
  • quickly implement proven processes from one market into another,
  • better serve your customers and influence the shoppers, regardless of where they are located,
  • improve KPIs and sales results significantly – country by country, region by region and globally.

Read more about our Sales Force Automation solutions for global FMCG leaders!

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Will Artificial Intelligence influence your Retail Execution strategy?

The simple answer is yes! It is very likely that AI technologies will be included into your mobile retail execution solution to help you sell better and sell more at the point of sales. The most obvious application is Image Recognition. What does an Image Recognition capability offer? In a nutshell it allows your sales representatives to reduce manual auditing and gather more data easily.

Image Recognition will empower your sales force to:

 

  • gain quick and actionable insights into the in-store shelf situation,
  • automate the auditing process,
  • objectify KPI values.

Read more about our mobile Retail Execution software by Asseco for global FMCG leaders!

Will Artificial Intelligence influence your Retail Execution strategy?
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Next Generation Perfect Store: new technology is impending and in full swing!

Perfect Store has already changed the consumer goods industry and it still does not stop. Expect more sophisticated technology shortly. Perfect Store 3.0 will influence the FMCG world and change the game soon. Get ready for new challenges.

Next Generation Perfect Store: new technology is impending and in full swing!

Influence the in-store excellence more than ever before:

  • Perfect Store 1.0 helps to create and maintain the best sales conditions in retail outlets with the use of a set of KPIs.
  • Perfect Store 2.0 unlocks the Perfect Store benefits faster leveraging the Perfect Store eco-system created by RAO, Motivation, Coaching or Smart Presentation.
  • Perfect Store 3.0 will allow you to go beyond the current technology! What does this mean? You can expect Image Recognition and Machine Learning automating the audits, turn audit data into insights and generate tasks much more effectively – no matter whether they are executed by your sales people, agencies, the crowd or even the shop owners.

Read more about our Perfect Store solution for the FMCG industry! Learn more about our Retail Execution offering for the FMCG industry!

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How to bring your selling stories in front of your retailers?


Do you want to sell better and sell more? If so, you need to put your selling stories into the hands of your field sales teams. It should be done within the Retail Execution technology used by your mobile sales force. You must leverage a solution allowing you to combine the attractive layout of your sales folders with the respective customer call.

Read more about such a Smart Presentation solution for the FMCG industry! Learn more about such a Retail Execution offering for Consumer Goods companies!

How to bring your selling stories in front of your retailers?
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Are you dreaming of sales actions adapted dynamically to current priorities?

Do you want to invest the efforts of your field teams only into those Points of Sales with the highest expected return on investment? Do you want to support your mobile staff to make well informed sales decisions at the store?

Are you dreaming of sales actions adapted dynamically to current priorities?

Retail Activity Optimisation is the proper reply to those questions:

 

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Use the power of Motivation to unlock the value of Perfect Store!

Perfect Store is one of the most powerful “sell-more” concepts in the consumer goods industry. It allows you to improve sales by 5 to 20 % or even more at short notice. However, one key learning from 50+ Perfect Store projects is that you need to motivate the field team to embark on the Perfect Store journey.

Link Perfect Store with Motivation to sell more

Perfect Store allows FMCG companies to create and maintain the best sales conditions at the POS no matter whether you rely on your own, 3rd party or your distributor’s merchandisers. However, without proper Motivation the field forces may not be keen on focusing on Perfect Store. Thus, you need to reshape the targets and compensation schemes to let them benefit from Perfect Store accomplishments. In other words, Motivation helps you to unlock the Perfect Store value.

Read more about our Perfect Store solution for the FMCG industry! Learn more about the Motivation capabilities by Asseco!

Use the power of Motivation to unlock the value of Perfect Store!
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Digital transformation becomes mandatory to sell more in FMCG!

In-store execution is an important factor influencing sales growth in the consumer goods industry. Innovative Retail Execution technologies can effectively support you in winning at the shelf. However, we see another huge opportunity for FMCG manufacturers to sell more. It is the digital transformation which stands just around the corner.

Digital transformation becomes mandatory to sell more in FMCG!

What does digitalisation really mean in FMCG sales?

It is the ability to provide your customers with real-time and 24/7 access to key aspects of your business. It complements your sales force’s face to-face in-store visits with online self-services for the stores, even those not covered by your sales force. In other words, it allows you to move some of your Retail Execution processes into the digital world as well and consequently maintain relationships with a greater number of retailers than ever before. Don’t get left behind, prepare for your digital change!

Read more about our Going Digital Omnichannel concept for the FMCG industry!

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