As a partner to many leading consumer goods companies we keep analyzing how this market segment is evolving and how the way of working of sales forces are changing globally. Based on this, we found 3 really hot areas in Retail Execution for FMCG you may want to embark on to grow your business.
Dr. Andreas Enders VP international Sales and Implementations
The Perfect Store idea is a the 2016 must have. The concept helps to win at the shelf. Verify which point of sales meets the criteria of your company’s “ideal store”. Your sales representatives need to be equipped with store level KPIs calculated in real-time during the store visit. Make your people focus on this. Then your sales results will grow month by month on a level you can’t achieve without Perfect Store.
Retail Activity Optimisation
Retail Activity Optimisation is the most innovative and promising idea for the FMCG industry in 2016. This ground breaking weapon allows your sales representatives to understand why a customer shall be visited, how to put this customer into the existing daily route and what action they should take in the store to focus on the best up-sell and cross-sell opportunities.
Gamification is a new key to motivate your people. Bring them to the next level by adding fun into the daily work. Let them compete in teams instead of focusing on the single individual. However, gamification has to be connected with targeting, compensation and coaching to make a lot of sense.