Enabling the Perfect Store: Retail Execution Excellence
 

Enabling the Perfect Store: Retail Execution Excellence

on

  • 2,716 views

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

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

Statistics

Views

Total Views
2,716
Views on SlideShare
2,712
Embed Views
4

Actions

Likes
1
Downloads
63
Comments
0

1 Embed 4

https://twitter.com 4

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

     Enabling the Perfect Store: Retail Execution Excellence Enabling the Perfect Store: Retail Execution Excellence Presentation Transcript

    • 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
    • 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
    • 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 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • 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
    • Complete Retail Execution with Continuous Improvement Visit Planning Visit Analytics © 2011 SAP AG. All rights reserved. Visit Execution Confidential 12
    • 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
    • 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
    • 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
    • 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 as well as sales rep performance.
    • 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 sap.com/cloudforsales/retailexecution
    • Thank You! Ariane Lindblom Senior Director, Sales Line of Business ariane.lindblom@sap.com @arianelindblom http://www.linkedin.com/in/arianel
    • 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
    • © 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