The document discusses TABS PromoMaster, a trade promotion optimization solution. It addresses problems with inaccurate baselines from syndicated data and incomplete data. TABS PromoMaster provides improved methodology, an intuitive software solution, and robust data harmonization. This includes an accurate baseline called TABS AccuBase, actionable ROI metrics, and harmonization of all relevant promotion data. The solution delivers customizable dashboards, maintains the database, and builds client capabilities. Case studies demonstrate how TABS PromoMaster helps clients maximize trade funds, revise promotion strategies, and reduce spending while maintaining sales.
Bdw driving commercial excellence with analytics-danny kosasihDanny D. Kosasih
1) Takeda Indonesia implemented projects to improve analytics and sales force automation to address data gaps and challenges in tracking performance.
2) Key aspects of the projects included developing a business intelligence system called COMPASS, building a customer database, and implementing a mobile intelligence tool.
3) Moving forward, Takeda aims to continue enhancing analytics capabilities with the goals of predictive and prescriptive analytics to further drive commercial excellence.
Empower Retail combines the best capabilities of CRM, loyalty management and analytics into one powerful solution to maximize your ability to manage customer loyalty and drive revenue. Leveraging over 15 years of loyalty management expertise across consumer industries, HCL AXON has built this CRM solution to help you take your loyalty management to the next level. EmpoweRetail, based on Microsoft Dynamics CRM, is the culmination of over two years’ development based on inputs from clients. EmpoweRetail’s powerful analytics engine allows you to develop offers, track responses, and measure results in unique ways and deliver a superior shopping experience for your customers.
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
This document discusses designing a metrics dashboard for a sales organization. It recommends identifying key performance metrics that support sales objectives and strategy to help managers effectively oversee the sales team. Some benefits of a dashboard include gaining insight into sales drivers, identifying areas needing improvement, and enabling performance benchmarking. The document provides a framework for selecting metrics based on both corporate perspectives and elements of sales performance. It also outlines a process for creating a dashboard that includes selecting appropriate metrics, designing the dashboard, and implementing it.
Een presentatie van Laurent Coenca van Logica, over Innovative campaign management tijdens de Applied Customer Insight (ACI) netwerksessie op 13 maart 2012 in Amstelveen
The document discusses category management best practices supported by detailed data. It provides an overview of category management frameworks, emerging trends like obtaining a complete view of the customer using both online and offline data. It also presents several case studies on topics like customer segmentation, market basket analysis, SKU rationalization, promotional item selection, and localized assortments. The document concludes with a discussion on best practices implementation and price optimization testing along with supplier partnership cases.
Smarter campaign management engaging customers at point of maximum impactHolger Kyas
Abstract: In today’s data driven world, C2B organizations need to be innovative marketing leaders to succeed and create meaningful customer experiences. Companies who excel at this are using advanced analytics and “science fueled creativity” to engage their customers at the point of maximum impact. Hear from advanced analytics experts and leaders from Hilton Grand Vacations, Prolifics and IBM on how they are using intelligence to deliver smarter campaigns to positively affect their bottom line.
Bdw driving commercial excellence with analytics-danny kosasihDanny D. Kosasih
1) Takeda Indonesia implemented projects to improve analytics and sales force automation to address data gaps and challenges in tracking performance.
2) Key aspects of the projects included developing a business intelligence system called COMPASS, building a customer database, and implementing a mobile intelligence tool.
3) Moving forward, Takeda aims to continue enhancing analytics capabilities with the goals of predictive and prescriptive analytics to further drive commercial excellence.
Empower Retail combines the best capabilities of CRM, loyalty management and analytics into one powerful solution to maximize your ability to manage customer loyalty and drive revenue. Leveraging over 15 years of loyalty management expertise across consumer industries, HCL AXON has built this CRM solution to help you take your loyalty management to the next level. EmpoweRetail, based on Microsoft Dynamics CRM, is the culmination of over two years’ development based on inputs from clients. EmpoweRetail’s powerful analytics engine allows you to develop offers, track responses, and measure results in unique ways and deliver a superior shopping experience for your customers.
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
This document discusses designing a metrics dashboard for a sales organization. It recommends identifying key performance metrics that support sales objectives and strategy to help managers effectively oversee the sales team. Some benefits of a dashboard include gaining insight into sales drivers, identifying areas needing improvement, and enabling performance benchmarking. The document provides a framework for selecting metrics based on both corporate perspectives and elements of sales performance. It also outlines a process for creating a dashboard that includes selecting appropriate metrics, designing the dashboard, and implementing it.
Een presentatie van Laurent Coenca van Logica, over Innovative campaign management tijdens de Applied Customer Insight (ACI) netwerksessie op 13 maart 2012 in Amstelveen
The document discusses category management best practices supported by detailed data. It provides an overview of category management frameworks, emerging trends like obtaining a complete view of the customer using both online and offline data. It also presents several case studies on topics like customer segmentation, market basket analysis, SKU rationalization, promotional item selection, and localized assortments. The document concludes with a discussion on best practices implementation and price optimization testing along with supplier partnership cases.
Smarter campaign management engaging customers at point of maximum impactHolger Kyas
Abstract: In today’s data driven world, C2B organizations need to be innovative marketing leaders to succeed and create meaningful customer experiences. Companies who excel at this are using advanced analytics and “science fueled creativity” to engage their customers at the point of maximum impact. Hear from advanced analytics experts and leaders from Hilton Grand Vacations, Prolifics and IBM on how they are using intelligence to deliver smarter campaigns to positively affect their bottom line.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
The document describes a sales operations model with four components: 1) Sales force design which uses assessments to hire and retain top performers and provides continuous training, 2) Targeted sales effort which leverages market data to optimize sales regions and goals, 3) Process and performance management which tracks sales activities and compliance, and 4) Deploys referral portals to facilitate physician referrals. The model is designed to maximize ROI through an effective sales force and sales process management.
The document discusses Oracle CRM On Demand and Oracle's Social CRM applications. It provides an overview of new features in Oracle CRM On Demand Release 17, including enhancements to usability, branding, forecasting, and partner relationship management. It then demonstrates Oracle's Social CRM applications, which are designed to increase sales user productivity through tools for lead generation, sales campaigns, and shared sales content libraries.
PLA 2.0: Strategies to Improve Your Program and Your PerformanceAdlucent
Congratulations, your PLA program running, growing and generating revenue for your business. Whether or not you’re happy with how it’s performing, one fact remains, you can always do better. PLAs have come a long way since their introduction in 2012, and if your program hasn’t changed much since you rolled it out, you’re probably missing big revenue opportunities.
We will break down how to audit and accelerate your program from two fronts—your product feed and your strategy. Download this white paper to:
- Ensure you’re capturing all relevant traffic
- Expand the number of products that are eligible to show PLAs
- Map search queries to the right products based on intent
- Select the best data to use in your bid management strategy
- Restructure your account to allow for growth
These are Analytical platforms that enable a sudden spurt of performance improvement. Designed to answer specific problems that retailers face, these solutions use BI, Analytics, Big Data and Mobility based approaches to provide a clean wrap.
Frost & Sullivan Presentation: The Key to Marketing SuccessSaepio Technologies
Marketing Asset Management (MAM) systems enable organizations to manage marketing content throughout its lifecycle and provide benefits such as cost savings, workflow optimization, revenue generation, and maintaining brand consistency. MAM solutions integrate with other systems and provide version control, collaboration, and access management for marketing teams. An example is provided of tax services company H&R Block, which implemented a MAM system to streamline processes, improve messaging consistency, and reduce time spent on marketing collateral.
This document summarizes a presentation about introducing Trade Promotion Optimization (TPO). It defines TPO and Trade Promotion Management (TPM), and explains that TPO uses goals, constraints, and predictive analytics to create better trade promotion strategies, while TPM manages day-to-day trade promotion activities. The presentation outlines the benefits of adding TPO to TPM such as improving sales and reducing spending. It also describes how AFS's new TPO version 2 works, including loading targets, customer planning with optimization, and viewing optimized what-if plans versus budgets.
Category management is a process that involves managing product categories as business units and customizing them on a store-by-store basis to satisfy customer needs. The document discusses the evolution of category management processes over time and introduces an acronym (CATEGORY) to help remember the 8 steps of category management and their intended applications. It also discusses how this acronym framework can be applied to talent transformation processes.
The document discusses category management and the challenges of implementing it. It provides an overview of category management, including its definition, benefits, and the 8-step process. It also summarizes Nielsen research on category management in the Baltics that found challenges such as weak coordination between retailers and suppliers, lack of continuity in agreements, and difficulties exchanging store/category data. The document advocates choosing an approach based on commitment and capabilities, and emphasizes the importance of collaboration, clear objectives, and evaluation.
This document discusses various ways to incentivize affiliates in an affiliate marketing program. It notes that increasing default commission rates is an effective way to drive awareness and recruit affiliates. Offering tiered commission structures that increase commissions based on sales volume can also incentivize affiliates. Running prize draws and competitions can boost affiliate engagement if advertisers offer opportunities to win prizes for meeting sales targets. However, the document cautions that incentivizing affiliates effectively in crowded market requires consideration of goals and can be detrimental if not implemented properly. It provides tips such as keeping incentives simple and transparent to maximize results.
ECR Europe Forum '05. Category Management in a limited data environment. Case...ECR Community
Category Management in a limited data environment:
Category Management has been one of the most successful ECR tools over the past decade. At its core is what can be labour-intensive collation of accurate consumer information from many different data sources. But what if some data is missing? Learn how to maximize the benefits of Category Management in a limited data environment.
The Analytics CRM Accelerator for Microsoft Dynamics CRM provides companies with a full-featured analytics platform that spans marketing, sales, and customer service. It helps users improve customer satisfaction, gain customer loyalty, and increase profitability with every interaction. The accelerator is built on Microsoft SQL Server and utilizes SQL Server analytics and reporting to enable customers to create, tune, and configure their analytics solutions using existing resources.
Nine Dimensions Of Commercial Excellence (Sandeep Bhat)Sandeep Bhat
Nine Dimensions of Commercial Excellence outlines nine dimensions to optimize commercial interactions and maximize profit contributions: 1) customer relationship management, 2) key account management, 3) sales force capability enhancement, 4) targeting, 5) business efficiency management, 6) resource deployment and development, 7) promotional mix, 8) marketing excellence, and 9) alternate sales channels. It also discusses accelerators like dynamic detailing, interaction analytics, and social media analytics to improve sales and customer excellence.
This document discusses six essential dimensions for sales force success: 1) Strategy and Structure, 2) Customer Knowledge, 3) Talent, 4) Climate, 5) Processes, and 6) Support Systems. It explains that high performing sales organizations integrate these six dimensions and regularly evaluate and adapt them. Specifically, it emphasizes having a clear sales strategy aligned with business goals, understanding customers, developing sales talent, fostering a positive work climate, defining sales processes, and providing competitive intelligence and other support to sales teams.
Integrate provides B2B marketing solutions including strategy development, implementation, and optimization. Their services include custom campaign offerings with flexible pricing models and targeting, as well as analytical tools and real-time reporting for tracking performance. Integrate aims to streamline the media buying process and facilitate effective cross-channel strategies through their centralized platform and dedicated support.
Datamine’s Competition Analysis System is a sophisticated, highly engineered data processing and visualization platform providing telcos with outstanding analytical capabilities.
Companies spend nearly 15-20% of annual revenue on trade promotions, totaling $700 billion worldwide. However, only 30% of promotions are profitable. TPO uses modeling to identify optimal prices and discounts to maximize sales lift and ROI. It helps high power brands maintain relationships and low power brands gain negotiating power. An effective process includes modeling past performance, budget planning, execution, analysis, and incorporating lessons into future planning.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
Path To Revolutionary Merchandising And Marketing DecisionsG3 Communications
The webinar discussed how retailers can take a more integrated approach to merchandising and marketing decisions by putting the shopper at the center. It outlined how industry trends are creating new challenges and how retailers need to think holistically across areas like strategy, technology, process, and organization. The webinar also included a case study of how Price Chopper used DemandTec's price optimization tool to improve pricing strategies and compete more effectively in a changing market.
Customer Analytics in Retail - Know Thy CustomersDhiren Gala
A solution to decode the mysterious ways in which customers move is closer than you think.
Customers are at the heart of any business. One unshakable rule of any business is to “know your customer.” In today’s business climate, this means using Business Intelligence (BI) to analyse complex customer data. With BI, companies can answer a wide range of critical questions about their customer base.
Learn why the industry’s only comprehensive ABM platform is the bedrock for any ABM strategy. Hear directly from our product team to find out what’s new with the ABM Platform and peek into the future direction. You’ll gain firsthand knowledge and best practices on how leading companies are leveraging the ABM Platform to execute successful ABM programs across the funnel.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
The document describes a sales operations model with four components: 1) Sales force design which uses assessments to hire and retain top performers and provides continuous training, 2) Targeted sales effort which leverages market data to optimize sales regions and goals, 3) Process and performance management which tracks sales activities and compliance, and 4) Deploys referral portals to facilitate physician referrals. The model is designed to maximize ROI through an effective sales force and sales process management.
The document discusses Oracle CRM On Demand and Oracle's Social CRM applications. It provides an overview of new features in Oracle CRM On Demand Release 17, including enhancements to usability, branding, forecasting, and partner relationship management. It then demonstrates Oracle's Social CRM applications, which are designed to increase sales user productivity through tools for lead generation, sales campaigns, and shared sales content libraries.
PLA 2.0: Strategies to Improve Your Program and Your PerformanceAdlucent
Congratulations, your PLA program running, growing and generating revenue for your business. Whether or not you’re happy with how it’s performing, one fact remains, you can always do better. PLAs have come a long way since their introduction in 2012, and if your program hasn’t changed much since you rolled it out, you’re probably missing big revenue opportunities.
We will break down how to audit and accelerate your program from two fronts—your product feed and your strategy. Download this white paper to:
- Ensure you’re capturing all relevant traffic
- Expand the number of products that are eligible to show PLAs
- Map search queries to the right products based on intent
- Select the best data to use in your bid management strategy
- Restructure your account to allow for growth
These are Analytical platforms that enable a sudden spurt of performance improvement. Designed to answer specific problems that retailers face, these solutions use BI, Analytics, Big Data and Mobility based approaches to provide a clean wrap.
Frost & Sullivan Presentation: The Key to Marketing SuccessSaepio Technologies
Marketing Asset Management (MAM) systems enable organizations to manage marketing content throughout its lifecycle and provide benefits such as cost savings, workflow optimization, revenue generation, and maintaining brand consistency. MAM solutions integrate with other systems and provide version control, collaboration, and access management for marketing teams. An example is provided of tax services company H&R Block, which implemented a MAM system to streamline processes, improve messaging consistency, and reduce time spent on marketing collateral.
This document summarizes a presentation about introducing Trade Promotion Optimization (TPO). It defines TPO and Trade Promotion Management (TPM), and explains that TPO uses goals, constraints, and predictive analytics to create better trade promotion strategies, while TPM manages day-to-day trade promotion activities. The presentation outlines the benefits of adding TPO to TPM such as improving sales and reducing spending. It also describes how AFS's new TPO version 2 works, including loading targets, customer planning with optimization, and viewing optimized what-if plans versus budgets.
Category management is a process that involves managing product categories as business units and customizing them on a store-by-store basis to satisfy customer needs. The document discusses the evolution of category management processes over time and introduces an acronym (CATEGORY) to help remember the 8 steps of category management and their intended applications. It also discusses how this acronym framework can be applied to talent transformation processes.
The document discusses category management and the challenges of implementing it. It provides an overview of category management, including its definition, benefits, and the 8-step process. It also summarizes Nielsen research on category management in the Baltics that found challenges such as weak coordination between retailers and suppliers, lack of continuity in agreements, and difficulties exchanging store/category data. The document advocates choosing an approach based on commitment and capabilities, and emphasizes the importance of collaboration, clear objectives, and evaluation.
This document discusses various ways to incentivize affiliates in an affiliate marketing program. It notes that increasing default commission rates is an effective way to drive awareness and recruit affiliates. Offering tiered commission structures that increase commissions based on sales volume can also incentivize affiliates. Running prize draws and competitions can boost affiliate engagement if advertisers offer opportunities to win prizes for meeting sales targets. However, the document cautions that incentivizing affiliates effectively in crowded market requires consideration of goals and can be detrimental if not implemented properly. It provides tips such as keeping incentives simple and transparent to maximize results.
ECR Europe Forum '05. Category Management in a limited data environment. Case...ECR Community
Category Management in a limited data environment:
Category Management has been one of the most successful ECR tools over the past decade. At its core is what can be labour-intensive collation of accurate consumer information from many different data sources. But what if some data is missing? Learn how to maximize the benefits of Category Management in a limited data environment.
The Analytics CRM Accelerator for Microsoft Dynamics CRM provides companies with a full-featured analytics platform that spans marketing, sales, and customer service. It helps users improve customer satisfaction, gain customer loyalty, and increase profitability with every interaction. The accelerator is built on Microsoft SQL Server and utilizes SQL Server analytics and reporting to enable customers to create, tune, and configure their analytics solutions using existing resources.
Nine Dimensions Of Commercial Excellence (Sandeep Bhat)Sandeep Bhat
Nine Dimensions of Commercial Excellence outlines nine dimensions to optimize commercial interactions and maximize profit contributions: 1) customer relationship management, 2) key account management, 3) sales force capability enhancement, 4) targeting, 5) business efficiency management, 6) resource deployment and development, 7) promotional mix, 8) marketing excellence, and 9) alternate sales channels. It also discusses accelerators like dynamic detailing, interaction analytics, and social media analytics to improve sales and customer excellence.
This document discusses six essential dimensions for sales force success: 1) Strategy and Structure, 2) Customer Knowledge, 3) Talent, 4) Climate, 5) Processes, and 6) Support Systems. It explains that high performing sales organizations integrate these six dimensions and regularly evaluate and adapt them. Specifically, it emphasizes having a clear sales strategy aligned with business goals, understanding customers, developing sales talent, fostering a positive work climate, defining sales processes, and providing competitive intelligence and other support to sales teams.
Integrate provides B2B marketing solutions including strategy development, implementation, and optimization. Their services include custom campaign offerings with flexible pricing models and targeting, as well as analytical tools and real-time reporting for tracking performance. Integrate aims to streamline the media buying process and facilitate effective cross-channel strategies through their centralized platform and dedicated support.
Datamine’s Competition Analysis System is a sophisticated, highly engineered data processing and visualization platform providing telcos with outstanding analytical capabilities.
Companies spend nearly 15-20% of annual revenue on trade promotions, totaling $700 billion worldwide. However, only 30% of promotions are profitable. TPO uses modeling to identify optimal prices and discounts to maximize sales lift and ROI. It helps high power brands maintain relationships and low power brands gain negotiating power. An effective process includes modeling past performance, budget planning, execution, analysis, and incorporating lessons into future planning.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
Path To Revolutionary Merchandising And Marketing DecisionsG3 Communications
The webinar discussed how retailers can take a more integrated approach to merchandising and marketing decisions by putting the shopper at the center. It outlined how industry trends are creating new challenges and how retailers need to think holistically across areas like strategy, technology, process, and organization. The webinar also included a case study of how Price Chopper used DemandTec's price optimization tool to improve pricing strategies and compete more effectively in a changing market.
Customer Analytics in Retail - Know Thy CustomersDhiren Gala
A solution to decode the mysterious ways in which customers move is closer than you think.
Customers are at the heart of any business. One unshakable rule of any business is to “know your customer.” In today’s business climate, this means using Business Intelligence (BI) to analyse complex customer data. With BI, companies can answer a wide range of critical questions about their customer base.
Learn why the industry’s only comprehensive ABM platform is the bedrock for any ABM strategy. Hear directly from our product team to find out what’s new with the ABM Platform and peek into the future direction. You’ll gain firsthand knowledge and best practices on how leading companies are leveraging the ABM Platform to execute successful ABM programs across the funnel.
Transform Your ABM Metrics from Wobbly into World-ClassDemandbase
Your ABM metrics define your performance to date and drive your strategy going forward. So why the heck are they so tricky to nail down? In this session, we’ll provide a roadmap to your metrics nirvana by diving into real-world reports and analytics, and show you how to operationalize the next generation of ABM KPIs.
This document provides an overview of sales commission software that automates the complex and time-consuming process of manually calculating commissions. The software calculates and tracks commissions accurately and pays them in a timely manner. It also provides real-time dashboards and leaderboards to motivate salespeople by allowing them to see their performance. The software is easy to use and helps businesses scale efficiently.
Quotient Marketing is a management consulting firm that helps companies improve their marketing and sales processes to increase revenue and profits. It analyzes operational processes, identifies potential savings, recognizes business drivers, and reevaluates processes. Using business intelligence tools and a quality process reengineering approach, Quotient Marketing helps companies generate revenue growth, productivity improvements, and better asset utilization without requiring capital expenditures.
The document discusses the Markistry High Performance ABM Workshop which provides organizations a framework and guidance to transition from list-based marketing to high performance account-based marketing by mapping out an eight-stage ABM process and addressing considerations around skills, change management, metrics, resources, and sales and marketing alignment in order to drive marketing effectiveness and revenue through ABM. The workshop also presents interactive modules covering topics like account selection, buying center development, personalization, and technology integration to help organizations confidently implement ABM with the right expectations and fewer mistakes.
The document discusses Magento Business Intelligence and how it helps merchants overcome common data and analytics challenges. It provides an overview of MBI's platform capabilities like data connection, consolidation, transformation, warehousing, analysis and visualization. It also outlines the Essentials and Pro tiers, included features, pricing and examples of how MBI has helped companies like Truly Experiences and Guideboat improve marketing ROI and identify qualified leads through data-driven insights.
This document discusses developing, deploying, and measuring effective digital strategies. It provides an overview of Expon, a process-focused model for developing online marketing strategies aligned with business objectives. It also discusses identifying and implementing software and systems to enable key processes, executing tactics and campaigns, and tracking, analyzing, and adjusting experiences based on metrics. The document provides tips on segmentation, purchasing funnels, measurement, and optimization.
This document introduces marketing mix modeling (MMM) as a way to quantify the sales impact of marketing activities and optimize future marketing spend. It discusses how to build an MMM through data collection, model building, forecast optimization, and recommendations. An MMM goes beyond simple attribution by using past marketing spend and sales data to determine how to allocate future budgets across channels. The document provides details on the typical MMM framework and process.
A comprehensive Power point slide on Digital strategy and planning covering topics like Budget Forecasting, Data Visualization, Benchmarking, SWOT Analysis, KPIs and Analytics.
1) Revenue management techniques help increase revenue but traditionally fail to account for demand generation functions like marketing. Integrating revenue management, marketing, pricing, and distribution channels allows firms to optimize total demand profit.
2) Under a total demand profit optimization framework, demand forecasts drive appropriate promotion strategies, customer-centric pricing considers customer value and willingness to pay, and customers are incentivized to book through most profitable channels.
3) Future benefits come from tightly coupling revenue management with customer intelligence and data to develop customer-centric pricing based on individual customer preferences, behaviors and value.
Retail Webinar - How to Stay 10 Steps Ahead of Retail Competitors?JK Tech
Today, profiling competitors is an imperative strategy. The proactive approach to competitor pricing strategy analysis will assist your retail business to anticipate other competitors’ business strategies. Having such proactive knowledge fosters strategic business agility.
Learn how retail competitive analysis helps you to achieve that competitive edge and optimize your business’s ROI.
Key Takeaways:
1) Monitoring Product Pricing and competitor-tracking.
2) Analytics and insights on competitor pricing & promotions.
3) How to use competitor data to reprice your products at scale?
4) How to detect competitor strategy and avoid the “race to the bottom”?
5) The need to compare the assortment of a brand to competitors in the market.
6) Tracking Manufacturer Suggested Retail Price compliance by resellers.
7) Product mapping using the latest techniques.
8) Also, competition analysis offers many other benefits that you should not miss!
Watch the recorded session here: https://jktech.com/webcast/how-to-stay-10-steps-ahead-of-retail-competitors/
Since the economic downturn, many retailers cut staffing levels to bare minimum in order to weather the storm. As the economy turnaround continues and consumer spending starts to increase, there is a renewed opportunity to enhance brand image with both old and new customers. Execution is as important as ever. Quality service levels are required to convert foot traffic to sales while perfect field execution must be achieved to implement corporate strategies to capitalize on the investment of targeted marketing campaigns.
This document discusses 5 key factors for companies to assess whether they are ready to optimize trade promotions. The 5 factors are: 1) being consumer-centric in trade promotion planning, 2) having effective promotion tactics, 3) measuring promotion success, 4) having an organizational culture receptive to change, and 5) demonstrating a strong return on investment from optimization. Adopting predictive trade analytics can help companies collaborate better with retailers, simulate promotion scenarios, and continually improve promotion performance.
This document provides a guide to web analytics and marketing metrics. It discusses the importance of tracking the right metrics that matter to executives, such as those relating to revenue, costs, and business growth. It suggests metrics in key areas like brand performance, customer lifetime value, online and offline sales attribution. The document also discusses ensuring metrics are relevant to the business objectives and used properly. It provides examples of how simple and focused analytics can provide meaningful insights and business impact. Finally, it rates companies on a "metrics maturity model" in terms of how fully they integrate data, analytics, culture and processes.
MAPS is a merchant analysis pricing system that provides concise information about the health and profitability of a merchant portfolio. It utilizes contract terms to determine profitability and provides tools to analyze interchange rates, reconcile residuals, perform merchant pricing comparisons and "what if" scenarios, and identify where money is going amid increased competition. As a hosted solution, it offers daily reviews, analysis, and residual information while requiring users to provide their data and handling the technology, personnel, distribution, analysis, and intellectual property itself.
This document provides tips for empowering a data-driven marketing team. It recommends setting goals tied to business objectives rather than just channels. It also suggests using campaigns and the customer journey as the framework for metrics instead of individual channels. Additionally, it advises implementing measurement frameworks consistently across the entire enterprise for improved accountability and effectiveness.
Leeds Digital Festival: How to justify your marketing spend to your bossXpand Marketing
Research shows that many marketing managers and executives are frustrated with the constant budget restraints and pushback that they face when trying to plan their company's marketing.
Is this you? If so, we’re here to tell you that it doesn't have to be this way.
In this webinar, Danni and Fran will discuss the common concerns and priorities of bosses or upper management when it comes to marketing spend.
We'll also share some proven strategies for aligning marketing objectives with the overall business strategy, proving the ROI of your marketing efforts, and building strong relationships with your boss and stakeholders.
By the end of this webinar, you'll have the tools and knowledge you need to justify your marketing budget and get the resources you need to succeed.
Retailers that carry both the PVL (private label) and Diamond brands of cutlery outperform retailers carrying only PVL on several sales measures. At the household level, new buyers of Diamond cutlery are completely incremental and independent of PVL buyers. Adding the Diamond brand to the assortment of a Northeast food retailer doubled their cutlery sales, demonstrating the incrementality of including both brands. The recommended assortment structure is a predominantly PVL mix with complementary Diamond items.
The document discusses best practices for trade promotions, including using correct metrics like retail sales instead of shipments, correct data harmonization of factors like brand size and geography, and planning promotions based on lift models and trend analysis. It also recommends focusing on objectives like improving profits for retailers and manufacturers, and avoiding ineffective tactics such as an over-reliance on displays or "dis-loyalty" cards. Key metrics discussed include incremental sales, return on investment, and consumer units.
The document describes new and improved features for QuickTABS, a software tool that allows users to analyze syndicated data. The key new features include: enabling automatic syncing of filters and layouts across reports and time periods; adding summary and graphing functions to reports; and including heat map conditional formatting and contextual definitions. These new features are aimed at improving navigation, visualization, and understanding of analysis within the QuickTABS interface.
This survey studied 449 respondents who had purchased or considered purchasing products in category X in the past year. It found:
1) Price and convenience were the most important factors in outlet selection. Walmart was the top considered retailer but respondents were more likely to ultimately purchase from Target.
2) Those who bought from Walmart cited convenient location and best prices as the top reasons, while those choosing Target also valued styles available. Registry setup was more influential for choosing Babies R Us.
3) Reasons for not choosing Walmart included concerns about product quality, selection, and unhelpful personnel. Improving merchandising and communication could help address these issues.
Advertising effectiveness dropped significantly with reduced advertising weight and all 15-second spots, with awareness returning to pre-advertising levels. Perception of the advertising declined over time as well, indicating the need for new creative materials or messaging. Tracking data showed a gap between advertising and control markets.
1) Retailers that carry both the client's branded option (Diamond) and private label option (PVL) outperform retailers carrying only PVL on various sales measures.
2) At the household level, new buyers of Diamond and PVL are completely independent, with new Diamond buyers being 100% incremental.
3) PVL buyers prioritize price and convenience while Diamond buyers prioritize durability and quality.
4) Adding Diamond to a Northeast retailer's assortment doubled their cutlery sales.
5) The optimal category assortment is predominantly PVL with complementary Diamond items in select sizes.
This document introduces a new model called TABS AccuBase for more accurately estimating baseline sales. It summarizes that current baseline models used in the industry are flawed as they exhibit phantom spikes during promotional weeks, excess volatility during non-promotional weeks, and are only available for certain retailers. This leads to bad business decisions from inaccurate promotional effectiveness evaluations and predictive modeling. The new TABS AccuBase model aims to address these issues by eliminating phantom spikes and reducing volatility, extending availability to more retailers, and reducing costs. Examples are provided showing TABS AccuBase produces more stable and accurate baseline estimates than traditional industry models.
This document discusses loyalty card analytics solutions from TABS LCATM. It highlights that ExtraCare is the largest loyalty program in the US with over 68 million cardholders. TABS LCATM offers an integrated reporting suite that analyzes over 20 ExtraCare reports to provide complete shopper insights. Their solution delivers actionable insights through experienced consultants and pre-built Excel dashboards to help grow sales. TABS LCATM provides various report suite and custom analytic options for clients.
2. Trade Promotion Optimization Requirements TABS
Promo
Master™
PROBLEM: Syndicated data is flawed and can lead you down the wrong path and
Analytical just as importantly cause poor forecasting of future promotions.
Accuracy SOLUTION: TABS AccuBase™ -You need an accurate Baseline to analyze results and
even more important accuratly forecast future events .
PROBLEM: Harmonizing the all consumption data with the qualitative data
Promotion required is nearly impossible.
Decomposition SOLUTION: TABS is experts in harmonizing data so you will know the impact of all
Coupons, Club Card Rewards, Shopper Marketing activity
PROBLEM: Inaccurate Baseline as well as incomplete data that does not include
Cannibalization competition or the ability to drill down into pack/size leads to poor insight.
& Competition SOLUTION: TABS brings in all packs/sizes and key competitor so yo uknow the affect of
cannibaliztion and if you are keeping pace with competition.
PROBLEM: No clear method of communicating win-win options to buyers, as well
Account as if you should focus on Promotion Quantity or Quality to grow share next year.
Opportunity SOLUTION: With TABS you can prioritize Account Promotion $ Opportunity and have
the information needed to change Buyer paradigm to maximize trade promotion.
PROBLEM: Lack of insightful scorecards to gain knowledge quickly on which
Maximize Trade programs are profitable and to establish a go forward strategy
Funds SOLUTION: Instantly know the ROI of trade investment, impact on sales, profit and
share. Track Accounts with Coop Funds upfront progress on utilizing all the funds.
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3. TABS PromoMaster™ Solution
TABS PromoMaster™ is the only customized solution designed to deliver true Trade Promotion Optimization.
Culmination of decades of experience analyzing over 100,000 promotions across all categories.
TABS PromoMaster delivers a competitive advantage due to 3 core components:
1. Improved Methodology
2. Intuitive Software Solution
3. Robust data harmonization
TABS PromoMaster™ redefines “Best Practices” in Trade Promotion Optimization.
Customized to align with key performance indicators (KPI)
The only solution that accurately harmonizes all data required
Rapid results – Speed to implementation in three months
TABS PromoMaster™ is not simply a Software solution it includes the training and support need to deliver
improved company capability and trade marketing strategy
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4. TABS PromoMaster™ Methodology
TABS AccuBase™ provides more accurate Baseline consumption resulting in
TABS improved Promotion analysis and WOS Lift result. The more accurate Baseline and
Lift metrics are critical for true ROI analysis and Forecasting future promotions.
AccuBase™ TABS AccuBase handles Seasonal Categories and only requires $ and Unit sales
enabling the use Account POS and/or Shipment
Return on Investment – Simply stated ROI is the result of the Incremental Revenue
generated divided by the incremental spending.
Actionable TABS uses Consumed Factory Ship $ (CFS$) to accurately reflect the real Revenue
for Brands. TABS compares the Incremental CFS$, above the Baseline CFS$, to the
ROI Funds spent to determine ROI.
The major benefit of this methodology is that this ROI can be shared with Buyers
and Brokers to discuss Promotion results and future plans.
TABS accurately harmonies all information critical to Promotion analysis,
Robust Consumption, Spending, Shipment, Qualitative Trade Advertising and Shopper
Marketing activity.
TABS custom codes the Promoted Groups and the Accounts, to align with how the
Harmonization company reviews the business.
TABS includes key competitive Brands to enable benchmarking.
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5. TABS AccuBase™ Baseline Benefits
TABS AccuBase™ eliminates the Syndicated
Baseline spike, which averages 51%,
resulting in Accurate Post Event Analysis and
future Promotion Forecast.
TABS utilizes Actual Promotional activity not
Syndicated Feature (%ACV or Units) causal
measures so you know what competitive
TABS AccuBase™ processed in MatLab promotions are impacting volume.
Wrong, No Feature
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6. TABS PromoMaster™ Software
Straight forward Graphical User Interface can be customized to unique go-to-market
Intuitive trade promotion process and strategy
TABS works with Trade Marketing team to keep dashboards up to date with
business needs
Dashboards Excel®-based, eliminating need for IT support and enabling broad use and no seat
licenses.
Database TABS maintains TABS PromoMaster database and coding to eliminate the workload
for Clients.
TABS securely stores all data with ongoing backup with individual user/password
Maintenance access
Improved Client’s Trade Marketing and Account teams will build Promotion Optimization
capabilities.
Account Teams have the information needed to have meaningful discussions with
Capabilities Retailers to improve future planning
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7. TABS PromoMaster™ Robust Harmonization
TABS ensures all data is accurately coded, and can adjust as business needs change
Raw Data
Data Validation
POS Data Code
Validate w/Raw Data
Validation w/Previous
Month Data
Item Coding Validation
Align
Spending AccuBase™
Qualitative
PromoMaster™
Typically
7-10 Days
after Raw
Data
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8. TABS PromoMaster™ Best Practices
Annually TABS will analyze and present key learning's extracted from the TABS PromoMaster™.
Recommendations and insights will be provided to senior management on the following elements:
Optimal promotional price points and promotional frequency
by brand.
Guidance on levels of promotional allowances to offer for specific
promotional price points and events.
Identification of retailer opportunities with respect to cost savings or incremental
spending.
General level of reliance on incremental promotional volume relative to major competitors and
the implications of adjusting the contribution of promotion to the overall sales mix.
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9. TABS PromoMaster™ Case Studies
Cosmetics Company
OPP - Buyer was pressuring them for Incremental Funding to participate in Club Card events.
RESULT - TABS PromoMaster™ showed that Account was not utilizing nearly $1 Million of Coop funds.
Was able to secure Club Card events without incremental spending, increasing sales 8%
Cough Cold Company
OPP - Needed to revise Trade Promotion Strategy to maximize sales and increase market share.
RESULT - Identified Promotion Frequency during Cold/Flu season was more important than Deep
Discount and Off Season events did not deliver incremental volume. Increased $Share 2pts
Ice cream Company
OPP – Understand Pantry Loading, Cannibalization and Channel Switch effect of Deep Discounts.
RESULT – Discovered there was relatively no effect on Pantry Loading or Channel Switching and only
modest Cannibalization. Stayed the course promotionally, and kept competitor out of POG. Sales +4%
Vitamin Company
OPP - Concerned that Retailers and Consumers were getting hooked on BOGO promotions resulting in
increased trade spending, but was afraid to cut back and lose the incremental consumption.
RESULT - Learned that 40% Off Adds delivered similar Lifts as the BOGO events, and cut spending 14%
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