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Retail Greatness Blog

Ensuring that Your Vision is Aligned with That of the Manufacturer

It makes no sense for a manufacturer to upset the retailer’s apple cart and attempt to create a shelf, section, category, or display that is at odds with the retailer’s vision.  For an extreme example, imagine attempting to get sixteen feet of shelf space for various types of razor blades at a convenience store.  This doesn’t make sense for many reasons.  Subtle examples are also relevant.  Imagine trying to talk a dollar store manager into removing performing competitors in order to place your “better and best” products on the shelf.  So the point here is, what is stated below must be taken into context with the overall go-to-market strategy of the store.  That said, now we can dive into the conflicts, and how manufacturers can define stores as “perfect” within that context.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness manufacturer vision retail vision

Training Staff on the Merits of Understanding the Retailer's Vision

With the Internet acting as a huge competitor these days, we all want to increase human interaction in the store and at the point of sale.  The more we can humanize the experience, the better.  So, part of providing the experience is training retail sales associates (or better still, everybody who works in the store) to provide those perfect shopping experiences.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness retailer vision merchandising vision

Making Your Brand Memorable by Making Shopping Intuitive for the Customer


We’re still not done with our definition of the “perfect store”!  Customers themselves have ideas and opinions of the “perfect store” from their own perspectives.  Let’s examine them now.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness what is a brand ambassador increasing shopability

Achieving Every Store Perfect Through the Understanding of Your Store


Another reason store perfection can be -- and is -- different is the permanence of assortments.  Think of grocery (permanent) vs. dollar (impermanent) assortments.  Both stores will have very different ideas about service and the “perfect store” at any given moment.  Even universally established best practices, such as cleanliness, a large decompression area, leading customers to the right, and frequent ”breaks” in aisles to call out attention to certain products or assortments have varying levels of importance based on the format, demographic, and strategy of the store and its products.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness retail execution retail merchandising strategies

The "Perfect" Store: Anticipating, and Meeting, the Needs of the Customer


Every store is different.  That’s the first thing you’ll need to come to grips with if you have any responsibility for helping to get and keep Every Store Perfect.  From a very high level you need to understand exactly what a store is trying to accomplish, and you need to do so quickly.  You need to be able to walk into any store, size it up, and be able to make the correct decisions that support that store’s objectives without having to ask; and better, be able to make suggestions to store management that they will find value in.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness improving shopper experience retail customer experience retail customer

Understanding the Concept of "Right Product, Right Shelf, Right Time"


Let’s zoom in on the shelf for a moment.  The shelf is where the retailer’s customer makes every decision about which items to place in their cart.  For this reason, clearly, everyone hates an empty shelf.  All of the millions of dollars spent on new and innovative products, group-tested packaging, and human labor to get products into the store go to waste on an empty shelf, or on a nearly full shelf that isn’t set perfectly.  What greets the customer when they arrive at what P&G describes as the “First Moment of Truth” is either going to be exactly what they are looking for (a less-happy substitute) or a gaping hole.  Perfection then becomes that the items the shopper is looking for are available in terms of exactly what the product is and how easy it is to find, obtain, and place that product in the basket.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness right product right shelf right time

How "Perfect" Operations and "Perfect" Buying Contribute to the "Perfect" Store

“What is a ‘perfect’ store?”  The short answer is:  one where all of the products fly off the shelves while every day, the ability to keep those shelves stocked increases, traffic to the store increases, the average basket size increases, and the margin increases.  That’s the “dream”, the goal, and the endgame of every manufacturer and retailer.

If only it were that simple.

Topics: Field Manager Greatness Field Executive Greatness

Engaging the Customer Yields Positive Results

It's all in how you talk to them. Engaging customers is a lot different than simply talking to their backs as they make their way through the store. There is a major difference between conversation and interaction.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness increasing retail sales

5 Customer Service No-Nos, and How to Avoid Them

If you're involved in any type of consumer goods field service or sales, you're a sales person. We are all responsible for increasing basket and margin for retailers, and sell-thru for manufacturers. In that light I wanted to provide some sales tips here for you in this post.  

Sometimes, salespeople do more to lose a sale than make one, and often with the best of intentions. What follows are five ways in which salespeople tend to kill their business, and suggestions as to how to avoid doing that in the future.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness increasing retail sales merchandising service retail service merchandising customer service

10 Personality Must-Haves of Retail Merchandisers

What separates the men from the boys (and women from girls)  when it comes to retail merchandisers is their ability to relate to and engage with others -- especially retail customers, and how well they can accomplish both. Would you rather interact with someone whose head is down and who is running around crazy, making their top priority everything but you? Or would you rather be spoken to like a human being, invited to engage in conversation and genuinely asked for your opinion, rather than just being the victim of the kind of small talk that is made when the merchandiser doesn't really care about what you have to say and is instead looking toward fulfilling their own agenda?

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness increasing retail sales merchandiser skills

The Importance of Upgrading Your Retail Scanner Batteries

Consumer Goods Technology recently wrote up an interesting article discussing the benefits of replacing the batteries in retail scanners, and you may be surprised by how much money a functioning scanner battery can save a company.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness mobile scanning merchandising scanning field mobile scanning

21 Catalysts for Out-of-Stocks

You probably never realized that so many different catalysts exist for items going out of stock, aside from the obvious reason of the retailer simply having an insufficient inventory supply to meet a growing demand.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness out of stock on shelf availability

10 Must-Have Skills that Ensure Success in the Retail Industry

Being productive in a retail environment takes a lot of work. It's incredibly easy to tell whether or not you're there just for the paycheck, or whether you truly care about your role in the company and want to succeed for the company's benefit as well as your own.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness increasing retail sales retail skills retail sales skills merchandising skills field merchandising skills

5 Ways in Which Mobility Can Benefit Retail Merchandisers

Simply put, mobile merchandising software has revolutionized the retail industry. Now, Field Reps can log information about store goings-on in real time, informing management almost as soon as they notice a problem so that management can step right in and fix the issue.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness mobile field merchandising software mobile merchandising software

4 Ways in Which Planning Apps Can Benefit Teams in the Field

Route and activity-planning apps can help field teams save an invaluable amount of time and money, resulting in a significant uptick in productivity. So, in layman's terms, it's a win-win situation when a company incorporates this kind of software into their everyday activities.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness route planning retail visit planning retail sales call planning

3 Ways to Increase CPG Field Sales via the Right Mobile App

Outfitting your field reps with the correct mobile app can create more sales opportunities for your reps while they're in the field. What follows are three ways in which you can ensure that you are doing just that.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness field sales field sales greatness mobile field sales

10 In-Store Conditions that Mobile Apps Can Report on in Real Time

The beauty of mobile apps is that you no longer have to wait until reports come back from the reps and hit the head office in order to find out how a particular store is doing. Now, with the right app, you can monitor just about every aspect of a store's performance while the rep is still right there in the store.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness on shelf availability in store conditions osa

An Average Day for Today's Field Rep: How Mobile Technology Has Vastly Improved Their Day-to-Day Activities

Mobile apps have had nothing short of a profoundly positive impact on the everyday routines of your average Field Rep. This is because mobile apps are easy to use, and they provide direct, real-time access to information that the company can use to improve on both its productivity and its long-term goals. Now, data on everything from out-of-stocks to noncompliance with planograms and promotions is available almost immediately and held in the palm of a field rep's hand (via their mobile devices).

Topics: Field Rep Greatness mobile field merchandising software

Increase Retail Sales with Mobility

It used to be that if a customer came into one of your stores looking for the "hot" item of the moment, and it was out of stock on that item due to its popularity, the customer would then respond with "I'll just check to see if another store has it," and that sale would be forever lost to your store or employer. Now, with mobility, that scenario is a thing of the past for companies that choose to embrace such technology.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness retail execution

Improve Retail Execution

The definition of "retail execution" means different things to different people. Some consider it to be the gathering of competitive intelligence, while others define it is as direct-to-store delivery. Image recognition is another definition of retail execution, as is digital merchandising. However, the one concept that most can agree on is that retail execution, when you boil it down, is about getting the right product to the right location, and at the right time.

Topics: Field Manager Greatness Field Executive Greatness retail execution

Field Sales & Service Representatives: Here are 10 Ways to Help Increase Sales in Your Store

The Retail Adventures Blog recently posted a list of 50 tips to help increase store sales. Below are our our ten favorite ideas from this list that Field Reps can incorporate into their daily activities:

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness retail sales techniques decompression zone

5 Ways that Field Reps Can Maximize the Productivity of Every In-Store Visit

When it comes to doing your job, there's doing the minimum that the job requires of you, and then there's going above and beyond to make sure that every minute spent on a task is as productive as possible. What follows are five suggestions to help your reps make the most of their next in-store visit:

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness retail field sales tips syndicated sales data Point of Sale Data increase productivity

Creating the Perfect Store via Retail Activity Optimization (RAO)

Some may say that retail execution software is implemented for the sole purpose of enabling sales force automation when, in fact, implementing the software is a move made strictly with the goal in mind of achieving the perfect store.  It's your duty, responsibility, and obligation to get and keep Every Store Perfect.  Read on to learn how retail execution software enables that goal.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness perfect stores RAO retail activity optimization perfect store optimization

Field Sales Reps: How to Sell a Retailer on Selling Your Products

Aside from actually selling your product in a store, the toughest part of the process may actually lie in getting your product into a store in the first place.  After all, you're not the only vendor who wants that prime spot in the aisle -- you're in competition with countless other companies who have just as good (or as poor) of a shot at landing that limited shelf space as you do.
Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness field sales greatness selling to retailers

Advanced Field Service: Mobile In-Store Execution Software on Steroids

Looking for ideas for information to collect in order to increase your sales (whether product sales or field service visits)?

Use this checklist to confirm that your teams are hitting on all of the key areas that need to be evaluated while your team is out there.  This checklist should also include some reminders for the Field Managers as well, so that they can be sure they are properly evaluating their teams.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness in-store marketing merchandising software in-store sales in-store service advanced field service techniques

Field Reps: You Have a Role in Preventing Fraud and Shrink

Many retail stores think they are safe from fraud because they are too big to have their personal information stolen.  This could not be further from the truth.  Stores are in just as much danger of being victims of fraud as are their customers, and what's worse is that store fraud often involves the theft of the personal information of their customers, as well as their own.

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness

Audio Anchor Summary of: Merchandising Retail Windows

No time to read today's post, Merchandising Retail Windows?   Listen to a 2 minute summary here: 

https://anchor.fm/w/9BB8B3

Field Reps:  Do You Know How To Merchandise Retail Windows?

Customers that weren't already out and about with intentions of coming one of your stores to shop, either for something specific or just to browse, are otherwise attracted to the store by the displays they have going on in their windows.  It's like buying a book because of its cover -- something we actually do want to encourage in the retail world.  On the day that you're asked to do some visual merchandising, will you be up to the task?  Read on to ensure the answer is yes...

Topics: Field Rep Greatness Field Manager Greatness Field Executive Greatness visual merchandising retail window merchandising

Audio Anchor Summary of: 5 Ways to Keep Your Mobile Workforce from Failing

No time to read today's post, 5 Ways to Keep Your Mobile Workforce from Failing?  Listen to a 2 minute summary here: https://anchor.fm/w/9B7D02.

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5 Ways to Keep Your Mobile Workforce from Failing

 

Mobile technology now connects us to our staff and others within the company like never before, what with features like SMS, text messages, and conference calls, as well as online meetings and video conferences that connect us to whomever we need or want to speak to within a matter of seconds.  This technology is especially crucial for those who work remotely, like Field Reps.

Topics: Field Manager Greatness Field Executive Greatness leadership becoming an effective leader