Enabling the Perfect Store: Retail Execution Excellence

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


Showrooming: Gloom, doom price wars

3


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)


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)


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)


The future of the store lies in becoming a hub for omni-

channel experiences:

Brand Delivery

Digital Localized


But you can control

the experience.

Consumers control the outcome.

PRODUCT CHOICE

CHANNEL CHOICE

WILLINGNESS TO CHANGE


So, perfect execution at the shelf is

more important than ever.

Get it right and the rewards are handsome.


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


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


Complete Retail Execution with Continuous Improvement

Visit

Execution

Visit

Planning

Visit

Analytics


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


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.


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


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.


Deliver great customer experiences to win at the shelf every time

Learn more at sap.com/cloudforsales/retailexecution


Transform retail visits to win at the shelf

Read the

Nespresso

Story!

C:/Documents and Settings/D045950/Desktop/WorkshopIsrael/Android/Android_Account.pptx

Thank You!

Ariane Lindblom

Senior Director, Sales Line of Business

[email protected]

@arianelindblom

http://www.linkedin.com/in/arianel

mailto:[email protected]

http://www.linkedin.com/in/arianel


THANK YOU

Q & A

Resources to learn more:

• Resources to learn more at

www.sap.com/cloudforsales/retailexecution

• Connect with us:

http://www.sap.com/cloudforsales/retailexecution

http://www54.sap.com/communities/hub/linkedin.html


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Enabling the Perfect Store: Retail Execution Excellence

Technology

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