The main objective from the client was to create a loyalty program for retailers which would act as a platform for incentives and communication regarding their products. To do that, the approach was...
(read more)
Blackberrys, one of India’s leading premium menswear fashion brand, wanted to have deeper understanding of their Shirts & Trousers consumers in order to design operational & marketing communication...
(read more)
A budding mobile accessories brand, which is still in its early days but growing at a very fast pace, was looking for a Sales Force Automation solution to manage its pan-India sales operations. With...
(read more)
Flipkart, one of the major players in Indian E-commerce market, wanted to understand the experience of its sellers on a grass-root level by conducting a competition benchmarking.The evaluation...
(read more)
Sushma Group is a dynamic and rapidly growing Real Estate developer in Punjab. The company focuses on delivering highest standards of quality & transparency in all their projects. To ensure that the...
(read more)
Ariston Thermo operates in three different sectors with leading brands and an extensive range of products and services. Objective of this activity was to cover 450 outlets with different categories....
(read more)
The main objective from the client was to develop and nurture the trade network of a newly launched brand with independent distribution hierarchy. To do that, the approach was to create a platform to...
(read more)
Tag Heuer wanted to build customer’s trust by offering uniform prices across all outlets. To ensure this hygiene, mystery shopping was conducted to analyze the Market Operating Price (MOP) and...
(read more)
This client, a Multi Brand Mobile Retail startup plans to roll out its store network across Andhra Pradesh, Telangana and Karnataka. This geography already has established chains like LOT, BIG C and...
(read more)
An SFA implementation is a two way street. Its success requires the commitment of both the client and the solution provider. The right solution provider will not just sell the solution but take meaningful steps to ensure success of implementation. In a recent post, we wrote about selecting the right SFA partner. Training, on-boarding and initial hand-holding are the common norms of an SFA implementation. Beyond that, one of the things that a good SFA partner does for its partner client is regular monitoring of the health of implementation.
Now, what is a health check in implementation? While...
(read more)
Traditional but largely accepted method of POSM execution is through store to store visits by field executives (often called as Visual Merchandisers or VMs) wherein they deploy the POSMs in stores & capture the reports through online applications. This method is widely used in all sectors be it telecom, retail, IT, FMCG, or automobile industries. However, it comes with a huge burden of cost to the company. 85% of the total expenses related to manpower staffing of these VMs are related to there salaries & reimbursements. Thus, optimising VM productivity & visit effectiveness is the ultimate...
(read more)
Team Leader is one of the important roles in a robust sales organisational structure. Performance of Team Leader plays a significant role in success of sales program. Though driving sales number is the end objective of the Team Leaders but they have a larger role to play in creating an efficient ecosystem to drive these sales numbers. Let’s look at the important activities which can directly be influenced by Team Leaders and act as enablers in creating an efficient ecosystem: Sales Executive Management:
In my previous insight article, I have discussed creating an evaluation metrics for In-Store Sales Executives to offset the cost of salary of these Sales Executive by allocating right stores to realise the true potential of the stores thus keeping Cost of Sales in check.
Now let’s look at few more important process improvements which can directly contribute to controlled Cost of Sales.
Robust In-Store Sales Executive addition process:
We predominantly come across two scenarios when it comes to addition of new Sales executive – addition of new store to the business and re-deployment of Sales...
(read more)
Rewards that are given out in Loyalty Programs are the biggest perception drivers for any program. The success of loyalty programs is dependent on the choice of the rewards more than any other factor. As part of running loyalty programs for our clients we process rewards in huge scale and thus have a ringside view of trends in what rewards people are going for, given the choice. In this post we cover 5 major trends that we have observed over the past few years of running these programs for our clients.
1. Vouchers are still on growth trajectory
Few years back the voucher share in the total...
(read more)
The Indian retail market is predominantly unorganized as organized retail just accounts for close to 10% of country’s annual retail business. All the major industries like FMCG, Pharma, Building material, Plywood, Sanitaryware, Tyres etc. are primarily unorganized and require state or region level distributors to penetrate their products, given the way the markets are structured and operated. This coupled with high competition intensity in these industries, makes it extremely important for manufacturers or brands to ensure satisfaction of their distributor network.
The following are the key...
(read more)
