Transform retail visits to win at the shelf
SAP Cloud for Sales Retail Execution
Ariane Lindblom, Senior Director, Sales L...
Agenda

• Consumer and Retail Trends:

Retail Execution Is More Important than Ever
• SAP Cloud for Sales Retail Execution...
Showrooming: Gloom, doom price wars

© 2011 SAP AG. All rights reserved.

Confidential

3 3
Showrooming: Impact on the holiday season

80%

1

of retailers expect to be in 10 retailers have a strategy
impacted
in p...
Convergence of 4 macro trends is reshaping consumerism

The rise of the
A new-normal economy

WIW
WIWI
consumers

Pervasiv...
The What I Want – When I Want It Consumer

No Cellphone

Cell phone

79%

Smartphone

85%

68%
35%
46%

50%

56%

48%
41%
...
The future of the store lies
in becoming a hub for omnichannel experiences:
Brand
Delivery
Digital
Localized

© 2011 SAP A...
Consumers control the outcome.
PRODUCT CHOICE

CHANNEL CHOICE
WILLINGNESS TO CHANGE

But you can control
the experience.
©...
So, perfect execution at the shelf is
more important than ever.

Get it right and the rewards are handsome.
© 2011 SAP AG....
But delivering the perfect store experience is challenging.

Territory
Management

Visit
Planning

Gap Analysis

New Promo...
SAP can help you with SAP Cloud for Sales Retail Execution

 Insight, Execution, Results: right stores, right promotions,...
Complete Retail Execution with Continuous Improvement

Visit
Planning

Visit
Analytics

© 2011 SAP AG. All rights reserved...
Visit Planning

 Easy survey and task definition
 Flexible activity planning &
routing to define and assign tasks
and su...
Visit Execution

 Check In / Check Out of visit
 Communicate with headquarter staff
with social collaboration
 Access a...
Visit Analytics

 Enhanced Account 360 with
Recommended Visit Frequency and
Visit history.
 Enhanced reporting on survey...
SEE IT IN ACTION

© 2011 SAP AG. All rights reserved.

Confidential

16
SAP Cloud for Sales
Retail Execution
Deliver great customer
experiences to win at the
shelf every time
Kate Jacob, Sales Manager

Kate has received a new
promotion for JJ’s
latest barista machine.
In a matter of
minutes, Kate creates
surveys…
and the tasks
necessary for her
sales team to
support the new
barista
promotion
Based on Point of Sales
Classification, activity plans
are automatically assigned
to the relevant accounts
John Kim, Field Sales Rep

John is notified of
the latest barista
promotion in his
new feed.
He filters his key
accounts by priority
and sees a map
with an optimized
route plan
At the start of his
first customer visit,
John pulls out his
tablet to see what
tasks are assigned
And he checks-in
and begins
completing the
relevant surveys
and tasks
He performs plan-ogram checks and
promotion compliance
John notices
missing promotional
material and a
chipped counter. He
makes a note and
attaches a picture.
Within minutes,
John is notified
from customer
service that a new
counter and rebate
collateral are on
their way
John captures few
more notes, photos
and competitor
pricing information
John notices that
the coffee
capsule inventory
is low and
insufficient to
support the new
promotion.
He creates a
sales order, gets
a manager
signature and
the order is sent
in real-time
John has
completed all instore activities,
checks out and
even has a few
minutes to fill out
his expense report
Kate Jacob, Sales Manager

Kate uses the
information
submitted by
her sales team
to measure the
success of the
promotions ...
She can also
send messages
to the most
productive reps
and share tips
with the rest of
the team.
SAP Cloud for Sales
Retail Execution
Deliver great customer
experiences to win at the
shelf every time
SAP Cloud for Sales Retail Execution
Transform retail visits to win at the shelf

Read the
Nespresso
Story!

Learn more at...
Thank You!
Ariane Lindblom
Senior Director, Sales Line of Business
ariane.lindblom@sap.com
@arianelindblom
http://www.link...
THANK YOU
Q&A
Resources to learn more:
•

Resources to learn more at
www.sap.com/cloudforsales/retailexecution

•

Connect...
© 2011 SAP AG. All rights reserved.

No part of this publication may be reproduced or transmitted in any form or for any
p...
 Enabling the Perfect Store: Retail Execution Excellence
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Enabling the Perfect Store: Retail Execution Excellence

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What’s the first step in creating the “perfect store”?

If you want to deliver an amazing consumer experience every time, it’s all about having the right product in the right place at the right time and at the right price. But do you have a retail execution methodology that can help you create that perfect store?

Consistent retail execution means making the most of your retail store data and taking a highly a disciplined approach to achieving maximum sales. It’s key to delivering a consistent brand experience throughout the consumer’s buying journey.

Join us for this webcast to learn how SAP Cloud for Sales Retail Execution can help you create the perfect store. Find out:

How to use customized activity plans and surveys to help ensure sales reps target the right accounts and perform the relevant tasks at the right time

Why sales reps are able to make better on-the-spot decisions about product placement when they have 360-degree visibility into accounts and products

Which real-time reports and survey analytics you need to take action and increase sales performance
Presented by:
Ariane Lindblom -- Sr. Director, Solution Marketing Sales LoB SAP

Published in: Technology, Business
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Enabling the Perfect Store: Retail Execution Excellence

  1. 1. Transform retail visits to win at the shelf SAP Cloud for Sales Retail Execution Ariane Lindblom, Senior Director, Sales Line of Business November 14, 2013
  2. 2. Agenda • Consumer and Retail Trends: Retail Execution Is More Important than Ever • SAP Cloud for Sales Retail Execution: Helping You Win at the Shelf • Seeing It in Action: Day-in-the-Life of Consumer Products Sales • Q&A and How to Learn More 2 © 2011 SAP AG. All rights reserved. Confidential 2
  3. 3. Showrooming: Gloom, doom price wars © 2011 SAP AG. All rights reserved. Confidential 3 3
  4. 4. Showrooming: Impact on the holiday season 80% 1 of retailers expect to be in 10 retailers have a strategy impacted in place to combat it. 5% of lost sales expected because of showrooming (Source: EKN Impact of showrooming - 2012) © 2011 SAP AG. All rights reserved. 4 Confidential 4
  5. 5. Convergence of 4 macro trends is reshaping consumerism The rise of the A new-normal economy WIW WIWI consumers Pervasive consumer technology adoption Technology innovation (Source: EKN Research) © 2011 SAP AG. All rights reserved. 5 Confidential 5
  6. 6. The What I Want – When I Want It Consumer No Cellphone Cell phone 79% Smartphone 85% 68% 35% 46% 50% 56% 48% 41% 35% 14% Percentage of U.S. Adults Online 17% 12% 9% 2011 2012 2013 1995 2000 2005 2010 2013 (Source: Pew Research Center) © 2011 SAP AG. All rights reserved. Confidential 6
  7. 7. The future of the store lies in becoming a hub for omnichannel experiences: Brand Delivery Digital Localized © 2011 SAP AG. All rights reserved. Confidential 7
  8. 8. Consumers control the outcome. PRODUCT CHOICE CHANNEL CHOICE WILLINGNESS TO CHANGE But you can control the experience. © 2011 SAP AG. All rights reserved. Confidential 8
  9. 9. So, perfect execution at the shelf is more important than ever. Get it right and the rewards are handsome. © 2011 SAP AG. All rights reserved. Confidential 9
  10. 10. But delivering the perfect store experience is challenging. Territory Management Visit Planning Gap Analysis New Promotion In-Store Compliance Sales & Competitive Intel Visit Analytics Campaign ROI © 2011 SAP AG. All rights reserved. Visit Planning Visit Best Practices Sales Coaching Confidential 10
  11. 11. SAP can help you with SAP Cloud for Sales Retail Execution  Insight, Execution, Results: right stores, right promotions, right time  Reduce stock-outs  Create a consistent, engaging consumer experience  Power of the cloud makes it fast to deploy and affordable Transform retail visits to win at the shelf. © 2011 SAP AG. All rights reserved. Confidential 11
  12. 12. Complete Retail Execution with Continuous Improvement Visit Planning Visit Analytics © 2011 SAP AG. All rights reserved. Visit Execution Confidential 12
  13. 13. Visit Planning  Easy survey and task definition  Flexible activity planning & routing to define and assign tasks and surveys to be performed in an account. Map based visit planning with integrated Calendar view in browser and iPad.  Rule based determination of recommended tasks and surveys from the activity plans and routine rules  Select tasks and surveys to be completed in visit © 2011 SAP AG. All rights reserved. Confidential 13
  14. 14. Visit Execution  Check In / Check Out of visit  Communicate with headquarter staff with social collaboration  Access all relevant promotional information, including plan-o-grams  Complete relevant tasks and surveys  Capture pictures to attach to surveys  Record competitive information  Easily create follow-up orders with product lists  Quickly resolve issues with service tickets  Supported on browser and iPad online/offline. © 2011 SAP AG. All rights reserved. Confidential 14
  15. 15. Visit Analytics  Enhanced Account 360 with Recommended Visit Frequency and Visit history.  Enhanced reporting on survey answers, visits and visit tasks  Sample reporting use cases  Average price of competitor product across stores  Discounts being offered across stores  Accounts that are out of compliance  Visit tracking  ROI calculation s and more © 2011 SAP AG. All rights reserved. Confidential 15
  16. 16. SEE IT IN ACTION © 2011 SAP AG. All rights reserved. Confidential 16
  17. 17. SAP Cloud for Sales Retail Execution Deliver great customer experiences to win at the shelf every time
  18. 18. Kate Jacob, Sales Manager Kate has received a new promotion for JJ’s latest barista machine.
  19. 19. In a matter of minutes, Kate creates surveys…
  20. 20. and the tasks necessary for her sales team to support the new barista promotion
  21. 21. Based on Point of Sales Classification, activity plans are automatically assigned to the relevant accounts
  22. 22. John Kim, Field Sales Rep John is notified of the latest barista promotion in his new feed.
  23. 23. He filters his key accounts by priority and sees a map with an optimized route plan
  24. 24. At the start of his first customer visit, John pulls out his tablet to see what tasks are assigned
  25. 25. And he checks-in and begins completing the relevant surveys and tasks
  26. 26. He performs plan-ogram checks and promotion compliance
  27. 27. John notices missing promotional material and a chipped counter. He makes a note and attaches a picture.
  28. 28. Within minutes, John is notified from customer service that a new counter and rebate collateral are on their way
  29. 29. John captures few more notes, photos and competitor pricing information
  30. 30. John notices that the coffee capsule inventory is low and insufficient to support the new promotion.
  31. 31. He creates a sales order, gets a manager signature and the order is sent in real-time
  32. 32. John has completed all instore activities, checks out and even has a few minutes to fill out his expense report
  33. 33. Kate Jacob, Sales Manager Kate uses the information submitted by her sales team to measure the success of the promotions as well as sales rep performance.
  34. 34. She can also send messages to the most productive reps and share tips with the rest of the team.
  35. 35. SAP Cloud for Sales Retail Execution Deliver great customer experiences to win at the shelf every time
  36. 36. SAP Cloud for Sales Retail Execution Transform retail visits to win at the shelf Read the Nespresso Story! Learn more at sap.com/cloudforsales/retailexecution
  37. 37. Thank You! Ariane Lindblom Senior Director, Sales Line of Business ariane.lindblom@sap.com @arianelindblom http://www.linkedin.com/in/arianel
  38. 38. THANK YOU Q&A Resources to learn more: • Resources to learn more at www.sap.com/cloudforsales/retailexecution • Connect with us: © 2011 SAP AG. All rights reserved. Confidential 39
  39. 39. © 2011 SAP AG. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft, Windows, Excel, Outlook, and PowerPoint are registered trademarks of Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, System z9, z10, z9, iSeries, pSeries, xSeries, zSeries, eServer, z/VM, z/OS, i5/OS, S/390, OS/390, OS/400, AS/400, S/390 Parallel Enterprise Server, PowerVM, Power Architecture, POWER6+, POWER6, POWER5+, POWER5, POWER, OpenPower, PowerPC, BatchPipes, BladeCenter, System Storage, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, Parallel Sysplex, MVS/ESA, AIX, Intelligent Miner, WebSphere, Netfinity, Tivoli and Informix are trademarks or registered trademarks of IBM Corporation. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. Adobe, the Adobe logo, Acrobat, PostScript, and Reader are either trademarks or registered trademarks of Adobe Systems Incorporated in the United States and/or other countries. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries. Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business Objects is an SAP company. Sybase and Adaptive Server, iAnywhere, Sybase 365, SQL Anywhere, and other Sybase products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Sybase, Inc. Sybase is an SAP company. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. The information in this document is proprietary to SAP. No part of this document may be reproduced, copied, or transmitted in any form or for any purpose without the express prior written permission of SAP AG. Oracle and Java are registered trademarks of Oracle and/or its affiliates. UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems, Inc. HTML, XML, XHTML and W3C are trademarks or registered trademarks of W3C ®, World Wide Web Consortium, Massachusetts Institute of Technology. © 2011 SAP AG. All rights reserved. Confidential 40
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