enabling the perfect store: retail execution excellence
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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
© 2011 SAP AG. All rights reserved. 2 Confidential
• 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
Agenda
2
© 2011 SAP AG. All rights reserved. 3 Confidential
Showrooming: Gloom, doom price wars
3
© 2011 SAP AG. All rights reserved. 4 Confidential
Showrooming: Impact on the holiday season
4
80% of retailers expect to be
impacted
1 in 10 retailers have a strategy
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. 5 Confidential
Convergence of 4 macro trends is reshaping consumerism
5
A new-normal economy
Pervasive consumer technology adoption
The rise of the
WIW WIWI
consumers
Technology innovation
(Source: EKN Research)
© 2011 SAP AG. All rights reserved. 6 Confidential
The What I Want – When I Want It Consumer
17% 12% 9%
48%
41% 35%
35% 46%
56%
2011 2012 2013
No Cellphone Cell phone Smartphone
14%
50%
68%
79% 85%
1995 2000 2005 2010 2013
Percentage of U.S. Adults Online
(Source: Pew Research Center)
© 2011 SAP AG. All rights reserved. 7 Confidential
The future of the store lies in becoming a hub for omni-
channel experiences:
Brand Delivery
Digital Localized
© 2011 SAP AG. All rights reserved. 8 Confidential
But you can control
the experience.
Consumers control the outcome.
PRODUCT CHOICE
CHANNEL CHOICE
WILLINGNESS TO CHANGE
© 2011 SAP AG. All rights reserved. 9 Confidential
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. 10 Confidential
But delivering the perfect store experience is challenging.
Territory Management
Visit Planning
Gap Analysis
In-Store Compliance
New Promotion
Sales & Competitive Intel
Visit Planning
Visit Analytics
Visit Best Practices
Campaign ROI
Sales Coaching
© 2011 SAP AG. All rights reserved. 11 Confidential
Transform retail visits to win at the shelf.
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
SAP can help you with SAP Cloud for Sales Retail Execution
© 2011 SAP AG. All rights reserved. 12 Confidential
Complete Retail Execution with Continuous Improvement
Visit
Execution
Visit
Planning
Visit
Analytics
© 2011 SAP AG. All rights reserved. 13 Confidential
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. 14 Confidential
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. 15 Confidential
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. 16 Confidential
SEE IT IN ACTION
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-o-gram 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 in-store 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
Learn more at sap.com/cloudforsales/retailexecution
SAP Cloud for Sales Retail Execution
Transform retail visits to win at the shelf
Read the
Nespresso
Story!
Thank You!
Ariane Lindblom
Senior Director, Sales Line of Business
ariane.lindblom@sap.com
@arianelindblom
http://www.linkedin.com/in/arianel
© 2011 SAP AG. All rights reserved. 39 Confidential
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. 40 Confidential
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