Monthly Archives: July 2018


Detail, enabling brand manager to track product ratings online – It’s a popularity contest

 

Consumer rating is a crucial selling point for brand managers and retailers alike. Faced with two equal products, a consumer will likely go for the one with the best rating. At the highest rated store. So how does one achieve a 5-star consumer rating? And how can brand managers keep track of their products ratings? Our online merchandising tool Detail can help, and this article will tell you how. 

 

 

Put your money where your stars are 

Consumer ratings can be used to evaluate a specific product, a retailer or a customer service desk. For a brand manager this can give valuable insights in to how and where to put one’s effort and marketing budget. Say for example that the same product receives different ratings at different retailer websites. Why is that? Is the product marketed differently at the different websites? How does the retailer websites differ from each other? Is it a customer service issue? Detail helps brand managers and product owners to keep track of ratings over time, and at different retailers, in order to effectively boost a brand or product.

 

Benchmark against competitors

For brand managers and retailers alike, a rating-system is a great way to benchmark against other products and retailers. It gives an instant evaluation of how well you are performing in this very moment. Are the product specifications up to date? You can be sure you’ll find out if they are not. Is the website easy to navigate, can the consumers find the products they are looking for? Expect low consumer ratings if they can’t. Consumer rating is a tool for feedback and evaluation, make sure to use it. Don’t despair over a bad rating; make sure to learn from it in order to get better. Because that is the secret of reaching a 5-star rating – the ability to listen and respond.

 

How to reach 5-stars

The headline is misleading, there are no secret tricks to getting an instant 5-star rating. That is also why it is so valuable, consumers know that if a store or product has enough ratings, it will be somewhat accurate. But there are steps that you can take in order to increase your chances of hitting the review jackpot. As an online channel manager, you can make sure that your products are visible, searchable and properly listed – in that way making the consumer experience a pleasant one. In a physical store it’s easy to check that your products are correctly displayed, but online it has been harder. Until now, thanks to Detail Online. Detail helps to collect information to evaluate your online presence and product description pages, making it easier to identify improvements in the shopping experience (which leads to better consumer ratings).

 

An ongoing process

Like concluded above, the only way to become and stay a 5-star retailer is to listen to the consumers. To make continuous improvements and to be consistent in everything that you do. And to put emphasis on proper product display and a smooth shopping experience.

 

Make sure that your brand and product is visible, has a good share of shelf and is kept in stock. Focus on the details. And reach for the stars.

 

Good luck with your sales!

 

Contact us today for more information

L’interesse verso l’outsourcing delle vendite sta prendendo sempre più piede sul mercato italiano, sia tra le medie imprese locali sia tra le multinazionali con sede sul nostro territorio. Pierpaolo Bertocco, Managing Director di CPM Italy spiega come l’esternalizzazione della forza vendita permetta di definire, gestire e monitorare una relazione diretta tra costi e risultati. Un modello organizzativo che è stato adottato anche da Duracell Italy, come raccontato da Carmela Izzo, Direttore Vendite Italy & Greece di Duracell.

Visualizza il video.

 

Outsourced Field Sales Team – What happens at night….

 

This month’s Expert Speak comes from Bastiaan van Houten, MD, CPM Netherlands.  In 2001 Bastiaan started his CPM career with a field sales job at Diageo and in 2004 moved into CPM’s Dutch head office for a role in direct sales. After various roles and positions Bastiaan started Cosine Benelux in 2011 and merged this business in 2015 with CPM Netherlands.

 

Innovation
In this article we would like to showcase a new solution for our logistic process and the path we followed to get there. We all know the challenges in our Industry, clients asking us to improve ROI by driving efficiency whilst on the other side we experience increasing prices and a tight labour market. Let’s take you to the situation that triggered this new business innovation.

 

The challenge
Imagine yourself; a client with an outsourced field sales team, the sales representatives are working on a maximum workload (#locations and #tasks per store). The client wants to expand the number of locations, without budget for extra resources. They ask CPM for a solution. We all know these challenges, drive efficiency and improve ROI.

 

On the other side the project manager has the same challenge. The labour market is tight, suppliers are raising their prices on a yearly base and we’ve already implemented several efficiency plans with this client. Expanding stores means expanding the team or downsizing the tasks.

 

The bottleneck
CPM organised a brainstorm and investigation session and it became clear: the big bottleneck in the efficiency was the time the team spent driving to the storage location and then to the first appointment. We knew if there was a way we could do things differently we could create more time in-store, which would result in achieving an increase in ROI.

 

The solution
Now that we had identified the bottleneck we were close to the solution. How can we improve? What is not used yet…..? Exactly, the night! Yes, we can do an overnight car delivery and forget about our traditional storage! Whilst the team sleeps we can get all materials delivered to their cars, so when they wake up they can go straight to their first address, eureka!

 

But would this be cost efficient? We put all the elements in a calculation module. The cost for cost calculation ended up equal, but we were able to increase in-store coverage by 6% to 8%. By switching to overnight car delivery we found a cost and time efficient solution. We managed to expand the stores, using the same quantity of people and tasks, without raising the costs. Case Closed!

 

Overnight car delivery
How it works: The driver picks up the materials at a dropping point. The cars are equipped with a high tech GPS system that allocates the cars they need to supply and directly calculates the most efficient route. The car boot can be opened with a smart lock, which locks again automatically. Returns can be picked up by the driver at the same time. A flexible solution, that’s scalable when needed.

 

At this moment we’re rolling this out with our first client and expect many to follow.  Overnight delivery is a cost effective solution for areas with a high density and raising salaries, small countries with many inhabitants or the bigger urban area’s in low density countries.

 

What’s next…..
As an outsourced sales agency we need to keep looking to the future and what the future is bringing us. The time we live in is very exciting; of course clients & employees are more and more demanding. However on the other side the world is changing so rapidly there are innovative solutions everywhere. Let’s explore them, find out how we can use and implement these new solutions in our daily business. Embrace new technologies and continuously be that innovative and flexible partner that looks one step ahead.

 

Contact us to find out more 

Outsourced Field Sales Team

Bastiaan van Houten, MD CPM Netherlands

 

 



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