FACT BASED RETAIL ANALYTICS

A Smollan Associate

Field Sales Reinvented

Summer 2015

FACT BASED RETAIL ANALYTICS

A Smollan Associate

The Influence of Digital developments on our

Way of Work

…..and the impact of it on retail activities

FACT BASED RETAIL ANALYTICS

A Smollan AssociateMy company

Market Research background

World’s largest

14 Countries coveredBE | DE | ES | FR | IT | NL | PL | SE | TU | UK | CL | MX | CO

2015: Part of Smollan / WPP

Fou

nd

ed

in

20

11

Crowd based Retail in-sights

Am

ster-

dam

F l e x i b l eF a s t

FMCG | CEON TRADE & OFF TRADE

WE LOVE TRANSPARENCY

Revolutionize retail

Europe’s first

FACT BASED RETAIL ANALYTICS

A Smollan Associate

Dutch / Amsterdam

Me

1970

FACT BASED RETAIL ANALYTICS

A Smollan Associate

‘From Job-driven economies to Task-driven economies’

The future is now: Uber, Instacart, Homey, Bring, Gigwalk, Roamler,….

‘From possession and ownership to sharing and usage’

Market is growing fast: AirBnB, Snappcar, Blablacar, Peerby, Parkshare….

Major and empowering trends

FACT BASED RETAIL ANALYTICS

A Smollan Associate

And we just started…..

My world is changing, so is yours….

The world’s largest taxi

company, owns no

vehicles.

The world’s most popular

media owner, creates no

content.

The most valuable

retailer, has no

inventory.

The worlds largest

accommodation provider,

owns no real estate.

FACT BASED RETAIL ANALYTICS

A Smollan Associate

CROWD + TECHNOLOGY + Generation Y = INNOVATION at full speed

C + T + Y = I2

FACT BASED RETAIL ANALYTICS

A Smollan AssociateMore for less….

Core: specialisms, job driven

Non-core: qualified crowds, task driven

FACT BASED RETAIL ANALYTICS

A Smollan Associate

… re-invent Field Sales / Field marketing /

Field….

Field Sales, being the default choice for a wide range of BTL activities from

manufacturers to their customers, is a significant annual investment.

Considering other solutions to cover all necessary BTL-activities towards the

customers might lead to more flexibility and speed at probably lower costs in the

entire chain. Visibility, Availability and Sales will at least stay the same (but most

likely increase) with these new ways of working.

Maybe we should …..

FACT BASED RETAIL ANALYTICS

A Smollan Associate

Step 1: Divide a standard working-process (a job/function) in

activities – slice the

entire process

Step 2: Assign (added) value to each activity (or choose to stop

the activity)

Step 3: Choose the best option for each task to be executed

Make it happen? Start slicing

FACT BASED RETAIL ANALYTICS

A Smollan Associate

Sales

Crowd & Field activities: Bottom-up approach

POS placement

Direct solve OOS (in store)

Easy (low-end) fixing (shelves)

Interaction with Point of sale: urge-2-fix

Real time insights in retail execution

FACT BASED RETAIL ANALYTICS

A Smollan AssociateCrowd & Field activities: Bottom-up approach

Sales

POS placement

Direct solve OOS (in store)

Easy (low-end) fixing (shelves)

Interaction with Point of sale: urge-2-fix

Real time insights in retail execution

FACT BASED RETAIL ANALYTICS

A Smollan AssociateLet’s do it!

Slice! Slice! Slice!

Nex

t Ste

psChallenges

Barriers

Prio

ritiesPilot markets

Fun!

If you don’t; your competition will!