Innovative Sales Applications for the FMCG industry

Transcription

1 Asseco Digital Magazine Innovative Sales Applications for the FMCG industry March 2017 Content Editorial Improve your retail execution with Smart Presentation available within your SFA technology! How Demand Signal Management helps you to prepare for the busiest seasons in field sales? Tangible benefits: improve your product distribution with Demand Signal Repository! New Mobile Touch Roadmap edition a source of innovations to empower retail execution in FMCG! Meet us at the European Promotion Optimization Institute (POI) Summit Coming soon in April: Omnichannel webinar 1 P a g e

2 Dear Reader, This is the current edition of our Asseco Digital Magazine for consumer goods companies looking for innovative sales solutions. We are happy to present you yet another innovative game changer for FMCG Mobile Touch Smart Presentation. We added it to our SFA technology to help our consumer goods customers to make better use of their sales opportunities. We are also explaining how to cope better with the busy and hectic periods in sales thanks to Demand Signal Management solutions. We are pleased to inform you that the recent Mobile Touch Roadmap is available. We have included the latest sales innovations to influence your business in the future. As a sponsor, we are also happy to invite you to join us at the POI European Promotion Optimization Summit "Collaborate Globally and Execute Locally". It will be held in Amsterdam on May 10 th and 11th, Enjoy reading, Andreas Dr. Andreas Enders VP International Sales & Implementations Member of the Board Asseco Business Solutions 2 P a g e

3 Improve your retail execution with Smart Presentation available within your SFA technology! Smart Presentation is a unique way to visualize your selling stories compellingly to your retailers. This new approach helps to empower your sales representatives to sell better at the point of sale. It combines an extremely attractive presentation layer with store level commercial data injections. Consumer goods companies are constantly looking for innovative ways to become smarter in retail execution. It is all about selling more. This drives Asseco to offer the FMCG industry groundbreaking innovations. With Mobile Touch Smart Presentation we have once again helped to push the boundaries of the industry by combining a new way of presenting information based on store level business data injections. The solution is designed to help FMCG companies to make better use of their sales opportunities. Why Mobile Touch Smart Presentation? 1. Mobile Touch Smart Presentation introduces a new compelling presentation layer into retail execution technology. It enables you to provide exceptionally attractive sales presentations within the SFA solution. 2. The solution becomes effective when you combine the presentation opportunity with commercial data. Store level data injections allow you to provide customer specific business cases while presenting your selling story. Your business partners are able to understand the business impact of your offer based on relevant data and insights. 3. Mobile Touch Smart Presentation applies to a number of areas, supporting e.g. the visualization of product offers, Perfect Store surveys, Gamification and many more. 4. You can customize it to your brand identity. 3 P a g e

4 Make your product presentations compelling! Mobile Touch Smart Presentation allows your sales representatives to present your product catalogue more comprehensively and visualize your selling stories more compellingly in front of a customer. It enables them to maintain more consultative relationships with the stores. With Mobile Touch Smart Presentation you are able to: Show your product offers in a more compelling way to your customers. Easily navigate into the assortment/listing related to that customer. Tell an interesting story about your offers, showing e.g. added product value, ingredients, production process, comparison to competition, serving suggestions, marketing movies, advertisements, etc. Take the order right away from this presentation layer. Your retail execution software will take into account all the conditions, discounts, promotional actions for the given customer, etc. 4 P a g e

5 Start a magnificent Perfect Store journey! When combining Perfect Store with Mobile Touch Smart Presentation you are able to conduct Perfect Store audits in a simpler and more informative way. Mobile Touch Smart Presentation enables your sales force to better execute the Perfect Store standards. Moreover, it helps them to explain the current situation in the store. How does it work? The solution combines Perfect Store capabilities with an extremely attractive presentation layer and store level commercial data injections. Mobile Touch Smart Presentation is another important Game Changer embedded into your retail execution environment. Mobile Touch Smart Presentation makes it possible to: Present the Perfect Store questionnaire in much more attractive way. Provide very clear definitions of the standards your sales representatives should follow. The solution delivers detailed information at hand to understand the selling story behind Perfect Store. Allow your sales representatives to present the store managers a compelling visualisation of the Perfect Store standards which you expect to achieve at their retail outlet. Build a business case for the store, based on the Perfect Store data and other data injections. 5 P a g e

6 Enrich your gamification capability! Mobile Touch Smart Presentation allows you to make a better use of the gamification tools available within your Sales Force Automation software. The solution enables you to present extremely nice visualizations e.g. an internal competition for your sales force, based on their realtime target achievements. Mobile Touch Smart Presentation enables you to: Use compelling designs when organizing a competition for your sales representatives within your Sales Force Automation software. Use animated visuals to illustrate the efforts and successes of your sales staff. Make your mobile staff constantly aware of their results as well as share execution leader boards on their mobile devices in an attractive, fancy and more interesting way. 6 P a g e

7 How Demand Signal Management helps you to prepare for the busiest seasons in field sales? Most of the FMCG manufacturers will face at least one or even more busy and hectic periods in the course of the year. Are you sure that this time you will take full advantage of the upcoming sales hype to maximize your earnings? What is the basis of your decisions when planning your trademarketing activities by individual sales channels? These questions are becoming very important in the busy seasons, which bring opportunities for many manufacturers across the FMCG industry. Such seasons like holidays or summer time are often very busy for consumer goods industry leaders who need to take special precautions to ensure an uninterrupted distribution of their goods to retail stores flooded by shoppers. This is becoming extremely difficult with seasonal items. They are produced in limited quantities and therefore require proper allocation by sales channels or even individual retail stores. From another angle, everyone is trying to draw consumer s attention with additional sales space. To manage it successfully many FMCG companies rely on their sales force s efforts and skills, trying to increase the effectiveness of their field staff. The most recent SFA technology can help achieve these seasonal goals, especially when it includes such innovations as Retail Activity Optimisation, Perfect Store or Motivation. However, it is not yet good enough for FMCG leaders. They should support their sales managers and sales force with business insights coming from the Demand Signal Management tools. With this approach the entire sales team can see a full picture of their sales to take appropriate actions. Do you want to close your busy seasons with success? Start improving your sales and operation planning with Demand Signal Management tools and win the battle for consumers at the shelf or display! Here are a few steps that you need to take. Learn how our tools can help you take them successfully. 7 P a g e

8 1. Estimate expected demand for your products, based on the respective reference periods from the past. Thanks to the Demand Signal Management solution, you can also take into account the potential of individual stores with the use of the demographic and economic data of your sales territories. 2. Select appropriate points of sales to supply with seasonal or promotional offers and allocate the right amounts of products. Because your seasonal items have very short sales cycle, make sure the allocated amounts correspond to predicted demand. 3. With the use of demand forecast make sure you minimize the risk of lost sales and influence your supply chain partners to order optimum quantities of your products for the busy season. 4. Monitor the stock levels of your supply chain partners to make sure the upcoming demand can be satisfied. Having access to detailed information at product level you are able to confirm whether your deliveries have arrived and your supply chain partners are fully prepared for the busy sales hype. You can guarantee uninterrupted distribution to retail stores, and eliminate out of stocks. 5. Evaluate your sales results across various distribution channels and sales territories, providing an overview of the achieved results. Our Demand Signal Management solution the Connector Platform, supports consumer goods manufacturers in the collecting of sell-out data from supply chain partners. Thanks to its ability to generate important business insights, the solution enables FMCG companies to improve their decision-making process and execution of sales and make distribution activities much more efficient. Learn more about our solutions available on the Connector Platform. Tangible benefits: improve your product distribution with Demand Signal Repository! Are you sure you define your assortment lists in the most optimum way? Do you know if your business partners in the supply chain distribute your products in line with your defined assortment lists? A Demand Signal Repository helps you to see a fuller picture of your sales! It provides you with a precise distribution map of your products. It enables you to make sure that the right products are in the right stores! Learn more about the Connector Enterprise! 8 P a g e

9 New Mobile Touch Roadmap edition a source of innovations to empower retail execution in FMCG! We are pleased to announce that the latest update of the Mobile Touch Roadmap is available. In this edition we have included all innovations which can influence our FMCG customers business in the future. It spans across process and technology enablers as well as architecture basics. In the Mobile Touch Roadmap we are constantly planning our short and long-term product strategy. It is based on the information gathered by our Mobile Touch product team from various sources in order to make the Roadmap relevant for our customers. We are aware of fact that our FMCG users are constantly looking for fresh ideas to influence their business growth. Our Mobile Touch Roadmap provides them with clear information on our strategy for the upcoming years. It makes them aware of the new retail execution tools they can expect from us. Do not hesitate to reach out to your program/project manager in Asseco Business Solutions to discuss the updated Mobile Touch Roadmap. Learn more about our Thought Leadership! 9 P a g e

10 Meet us at the European Promotion Optimization Institute (POI) Summit Meet us at the POI Retail Execution Summit "Collaborate Globally and Execute Locally". The conference will take place in Amsterdam, the Netherlands on May 10th & 11th, According to POI leading companies are beginning to understand the benefits of Joint Business Planning and the components of successful promotion collaboration. At the POI Summit these leaders come together around the critical sales, marketing, and merchandising collaborative skills to create and optimise promotional plans, assortments, and pricing that drives brand/category/store sales and profits. The summit is intended for individuals charged with pricing, trade marketing, category management, merchandising, IT, demand planning, sales leadership, loyalty or promotions. They will be able to network around the most current practices, research, proven strategies and actionable advice. Join our events during the POI Summit: May 10 th 2017 Join the General Session: Achieving Trading Partner Goals! During the General Session POI will interview Fabien Legeay, IT Commercial Director Europe AMEA in Bacardi. Fabien will present you how Bacardi leverages Mobile Touch by Asseco as their global SFA solution. He will provide you with details about the project background & history, the scale of deployment, the benefits, learnings, and expectations from an SFA provider. We are also pleased to invite you to join the break out Vendor Innovation Session. During this slot we will present you how to achieve Perfect Store Goals through Retail Activity Optimization (RAO) and Smart Presentation (SP). This new approach helps to empower your sales representatives at the point of sales. It is a winning combination for driving ROI for the manufacturer and retailer while exceeding shopper needs. Learn more about the Summit! 10 P a g e

11 Coming soon in April: Omnichannel webinar Join our Omnichannel webinar and learn how to streamline interactions with your business partners and consumers across all channels. During our virtual meeting we will demonstrate how to cover all processes across your sales channels. You will be able to reach more customers, execute sales more effectively, save time and sell more! Omnichannel enables you to: Have a single point where you can define sales strategy and propagate it across multiple sales channels. Get a 360 degree view on all client interactions. Determine multiple touch points with your clients and customers. Reduce costs and increase your customer base. Omnichannel helps you to get answers for the following questions: How to align direct sales force efforts with self-service e-channels for your business partners? How to increase visibility and availability of your product offering? How to increase partner engagement and loyalty? How to get transparency on all partner interactions? How to serve a broader customer base without increasing the cost by introducing self-service e-channels for business partners not served by your sales force? Join our webinar and learn more! Register now! 11 P a g e

12 Contact details Dr. Andreas Enders VP International Sales & Implementations Member of the Board Asseco Business Solutions S.A. phone mobile Resources Web LinkedIn LinkedIn group YouTube Presentation inquiry mobiletouch-fmcg.com & connector-fmcg.com Asseco House of Sales on LinkedIn FMCG Sales Automaton Asseco movie clips on YouTube Contact us: SFA solutions & DSM tools! 12 P a g e