| "> | | | | applications that indicate at the store and |
| From food and beverage to appliance and toy | | | | SKU-level where out-of-stocks are occurring, or |
| manufacturers, it is not unusual for consumer | | | | are about to occur, thus enabling a proactive |
| products manufacturers to spend months of time | | | | deployment of the field organization. Overall, the |
| and millions of dollars planning and creating trade | | | | entire supply chain has the benefit of accessing |
| promotion and retail marketing campaigns. Yet the | | | | real-time, business-critical information and insights |
| success of even the best go-to-market plan | | | | such as: |
| depends upon effective implementation at the | | | | - Where can my field organization be deployed |
| retail or store level as well as the ability to meet | | | | most effectively? |
| the demands of different geographic or | | | | - Which promotions are working and are which |
| demographic markets and specific store | | | | are not? |
| environments. | | | | - How do actual store conditions compare to |
| As a result, Consumer Products companies are | | | | head-office assumptions? |
| turning to mobile sales force automation solutions | | | | - Where is the competition winning and losing? |
| to streamline communications throughout the | | | | By implementing next generation mobile sales |
| entire supply chain, which ultimately increases | | | | force automation solutions, Consumer Products |
| sales for all-Consumer Products companies, | | | | companies can ensure field organizations, whether |
| merchandisers, and retailers alike. | | | | direct or third party, are focused on the top |
| New technology captures the moment | | | | priorities and that retail strategies are being |
| Robust mobile sales force automation software | | | | executed as planned. |
| can go a long way toward supporting field | | | | Expand your capabilities |
| representatives, sales managers, and corporate | | | | When choosing a mobile solution, there are certain |
| executives. These solutions add value by providing | | | | capabilities you should look for to be sure your |
| real-time information such as store profiles, | | | | sales teams can take advantage of all of the |
| product availability, competitive data, | | | | improved field efficiency and communications |
| merchandising objectives, programs, and tasks. | | | | benefits this technology has to offer. The most |
| And they do it all on a handheld PDA or tablet | | | | robust solution should allow representatives to |
| device. This creates excitement in the field | | | | select menu options to check product availability |
| because the store conditions and merchandising | | | | and delivery dates, order more stock or |
| results reported provide a snapshot of what is | | | | promotional materials, or even plan an itinerary |
| happening right now at the retail level. Additionally, | | | | built on POS-based alerts to potential |
| this eliminates the need to wait for weekly or | | | | out-of-stocks or lost distribution. Field managers |
| monthly sales reports and analyses, which can be | | | | should be able to track the immediate impact of a |
| cumbersome for the field force or arrive too late | | | | promotion or new item introduction based on |
| for management to make adjustments. Using | | | | reported data in order to direct their efforts |
| mobile technology solutions, the entire supply chain | | | | appropriately to meet program objectivesand |
| knows what is taking place in real-time, | | | | goals. Additionally, the system should effectively |
| streamlining communications and helping to | | | | monitor field representative activities and results, |
| enhance the bottom line. | | | | thus measuring productivity. |
| Developed specifically to link the field sales force | | | | As important as the above capabilities are, one of |
| with the corporate office, mobile systems can run | | | | the keys to a successful system is its inherent |
| standalone as a complete field operations system | | | | ability to be user friendly. Ease of use will increase |
| for a merchandising or sales organization. For | | | | the probability that the technology will be |
| larger corporations, mobile systems can be | | | | embraced by the field, and will ensure that |
| integrated on a modular basis with existing IT | | | | representatives fully use all its features to be |
| systems, such as Siebel, Oracle, SAP, or | | | | more effective at their jobs-increasing the |
| proprietary in-house applications. The result is a | | | | number of calls made, orders taken, and speeding |
| comprehensive, end-to-end technology solution for | | | | information to and from the field. Be aware, |
| the Consumer Products company supply chain, | | | | however, that the notion of a "one-size-fits-all" |
| which includes mobile field organizations and their | | | | system is a myth. The best field sales system |
| management. | | | | adapts to each customer's unique business |
| The benefits are many | | | | processes and to different, global go-to-market |
| Portable, smart, and easy-to-use, mobile sales | | | | approaches ranging from merchandising to DSD |
| force automation solutions close the loop for | | | | van sales to high frequency store ordering and |
| planning, execution, and actual results. Field | | | | on-premise sales-all on one platform. |
| personnel can operate more efficiently and | | | | Information flow that plays a pivotal role |
| effectively, and management has a complete, | | | | In today's competitive retail world, each and |
| day-to-day picture of field activity and retail | | | | every part of the supply chain plays an integral |
| conditions. They can streamline routine activities | | | | role in the way products are brought to market |
| such as scheduling retail calls and processing | | | | and maximizing sales. Mobile field operations |
| orders to improve productivity. And all parties | | | | solutions enable lightning-quick responsiveness, |
| involved-manufacturers and distributions alike-can | | | | giving manufacturers, distributors, merchandisers, |
| cost-effectively capture information to help make | | | | and retailers a measurable new advantage. It's an |
| business-critical decisions regarding distribution, | | | | advantage that results in improved |
| pricing, product placement, compliance, and | | | | communications, more efficient workflow |
| out-of-stocks. More advanced systems are able | | | | processes, and most importantly, profits that flow |
| to integrate retailer POS data and modeling | | | | to your bottom line. |