Jaree J20 Suite Client Success Story - HP EMEA Store-in-Store

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Jaree J20 Suite Client Success Story - HP EMEA Store-in-Store

  1. 1. CLIENT SUCCESS STORYHEWLETT PACKARD EMEA<br />RETAIL STORE-IN-STORE<br />MARKETING PERFORMANCE MANAGEMENT<br />
  2. 2. CLIENT PROBLEM<br />Situation: 150 Store-in-Stores with 50 retailers in 30 countries<br />Business Objectives<br />Increase laptop sales<br />Increase cross-selling<br />Increase up market positioning<br />Simplify decision making for shoppers<br />Problem<br /><ul><li>How effective are promoters?
  3. 3. Right products? Available?
  4. 4. What stores are performing?
  5. 5. Should we expand/reduce?</li></li></ul><li>© Jaree AG<br />JAREE SOLUTION: 3 STEPS TO MPM<br />
  6. 6. STEP 1: WHAT DRIVES MARKETING RESULTS?<br /><ul><li>Identify Objectives
  7. 7. Determine the drivers
  8. 8. Define measurement</li></li></ul><li>STEP 1: IDENTIFY SALES DRIVERS<br />SALES<br />MERCHANDISING<br />IMPACT<br />PROMOTER<br />IMPACT<br />PURCHASE<br />CONVERSION<br />Promoter<br />Selling Skills<br />Live<br />Product<br />Promoter<br />Technical Knowledge<br />POP Material<br />Product<br />Availability<br />Demonstration<br />Relevance<br />Simplified J20.driver™ Marketing Success Drivers Map<br />
  9. 9. STEP 2: MEASURE THE KEY METRICS<br /><ul><li>Collect the data
  10. 10. Process the data
  11. 11. Store the data</li></li></ul><li>J20.db™<br />DAILY<br />WEEKLY<br />MONTHLY<br />HP<br />FINANCE<br />MARKETING<br />SPENDING<br />J20.data™<br />RESEARCH<br />AGENCIES<br />MARKET<br />SHARE<br />J20.data™<br />RETAILER<br />ERP<br />STORE<br />SALES<br />J20.data™<br />STORE MANAGER<br />+<br />PROMOTER<br />FEEDBACK<br />J20.survey™<br />AGENCY<br />PROMOTER<br />STORE<br />PICTURES<br />J20.survey™<br />CUSTOMER SURVEYS<br />J20.survey™<br />STEP 2: GET THE METRICS FROM THE KEY PLAYERS<br />
  12. 12. STEP 3: MANAGE MARKETING PERFORMANCE<br /><ul><li>Explain
  13. 13. Decide
  14. 14. Monitor</li></li></ul><li>STEP 3: MANAGE BASED ON FACTS<br /> Tactical Monitoring<br />KPI: Sales, Unit Price, Connect Rate<br />Focus in-store staff on sales drivers<br />Support negotiation with retailers<br /> Strategic Analysis<br />High level reporting for program development<br />Strategic reporting to CEO<br />ROI evaluation enables investment decisions<br />Qualitative<br />+<br />Quantitative<br />KPI<br />
  15. 15. CLIENT BENEFITS<br />Cross-selling increased threefold<br />In-Store staff incentive<br />Accessories availability improved<br />Up-selling: Average Unit Price increased<br />Staff focused on high-end products<br />Price erosion successfully addressed<br />Global investment increased<br />Increased regional budget significantly<br />Optimized investment vs. store location<br />Fact-based decision making<br />
  16. 16. MANAGE YOUR MARKETING PERFORMANCE WITH JAREE<br />CONTACT<br />CHRISTOPHE MEILI<br />+41 43 300 53 64<br />christophe.meili@jaree.com<br />http://www.jaree.com<br />JAREE AG<br />VOGELSANGSTRASSE 48<br />8006 ZURICH<br />SWITZERLAND<br />Street View<br />

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