Chances are, you probably know how much your team spent on product promotions last quarter. But do you know how much of that investment actually generated a return, and how much of it went to..
Chances are, you probably know how much your team spent on product promotions last quarter. But do you know how much of that investment actually generated a return, and how much of it went to..
A huge portion of CPG brand spend goes toward driving sales in national accounts, where brands not only have the biggest opportunity, but also carry the most risk. With such a massive investment..
In the past decade, the emphasis on collecting, reporting, and analyzing data has come front and center for CPG manufacturers. For brands selling at retail, the increased availability of point of..
Sales leaders know that a lot rides on the success of in-store product promotions; that’s why executing them well is often a top priority. But according to a survey by the Promotion Optimization..
In 2019, the average consumer packaged goods brand spent between 11-27% of its budget on trade promotions. Despite that, nearly 55% of promotions still failed to have an impact on sales. Why?..
Despite the advances in retail execution technology that were made in the past ten years, many brands are still struggling to gain an advantage and dominate in their category. In this infographic,..
The 2010s brought a new age of technology to the forefront of retail. Manufacturers started collecting data about their execution at the point of sale, and retailers started using sales data to..
Kicking the New Year off right, Retail CIO Outlook recently recognized Repsly as one of the "Top 10 CRM Solution Providers of 2019"! Described as "the annual listing of 10 companies that are at..
We’re excited to announce the latest release from Repsly: an all-new order entry software for field teams. Now you can use Repsly to launch products and promotions to your retail accounts in..
What good is any business action if you can’t measure the success of it? Such is especially true when it comes to trade promotions. While many teams understand the importance of KPIs that..
Shoppers know the disappointment of planning a shopping trip around a specific product they’ve come to know and love just to arrive at an empty shelf, and the brands that stock those shelves also..
The ability to track data in real-time has been a true game changer for the CPG industry. Like never before, sales teams have access to data and insights from the field that can give them a better..
In the world of retail, store visits are critical to maintaining a strong in-store presence and ultimately making sales. but not all store visits are made equal. A store visit to conduct..
As much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world. While field sales agents are asked to..
The retail industry is plagued by poor in-store execution, among a host of other external threats. IRI reports that out-of-stocks alone cost retailers $47.4 billion annually, in addition to the..
You wouldn’t rush into battle without a plan of attack.
The same holds true for developing your territory management strategy. You need to predict the moves of your opponents and fortify your..
Store visits are an extremely important part of any team’s retail execution strategy. They provide an opportunity to collect important data insights about performance on the shelf, strengthen..
(This article originally appeared on G2: Source)
Brick-and-mortar retail isn't going anywhere.
Despite the clamor surrounding the so-called retail apocalypse, studies show that more than half of..
Having a strong retail presence is all about making your product attractive and available to shoppers in order to capture sales. Consider this: up to 50% of consumers say they would switch to a..
CPG brands spend as much as 20% of their revenue on trade promotions, but nearly 6 in 10 promotions don’t break even, meaning most brands lose money on their investment at the point of sale. So..
No business wants to be left with excess stock, but unfortunately this is inevitable for even the most successful CPG companies. That’s because excess inventory often results from factors outside..
The retail industry has undergone a significant transformation in recent years. Don’t worry, this isn’t another article bemoaning the rise of e-commerce and exaggerating the decline of physical..
For CPG brands, building a field sales team is a big investment — and an important one. Having dedicated sales reps champion your brand in high-opportunity stores and become experts in your market..
In the retail world, there are three main metrics brands focus on to measure the success of their retail execution: sales, distribution, and velocity. Sales focuses on the unit or dollar amount..
Your business is growing faster than your warehouse can keep up, and you’ve pulled the trigger to get a shipping and fulfillment partner so you can keep customers satisfied. When things go right,..
Getting your sales and marketing teams to work together is no longer an option - it’s a necessity. Without a sound strategy in place for sales and marketing alignment, you’re not going to get the..
A poorly executed strategy can cost you up to 25% in sales. In order to achieve the ROI you are looking for, it's important to remember that the success of your retail execution strategy relies..
Did you know that a Nielsen study revealed that 55% of trade promotion dollars fail to increase market share or category growth for brands and retailers? The truth is, when it comes to measuring..
So, your retail promotion strategy isn’t working out the way you’d hoped, and you aren’t quite sure why. Next time, you could anticipate out of stocks before they happen, understand the underlying..
Let’s face it. Customer loyalty is hard to come by. Or on the opposite side of the spectrum, it can be hard to get someone who’s never tried your product to try it when they’re already loyal to..
No matter if your company has a three-person sales team or you’re 3,000 strong, all leaders need to use different strategies to manage a successful sales team. However, leaders of field sales..
This spring, we released our most anticipated new product yet: an all-new reporting platform that gives field teams everything they need to make data a part of their daily workflow.
In this post,..
When’s the last time every single item in your shopping cart was on your list? You’re not alone. Seventy percent of purchasing decisions happen at the point of purchase, meaning brands have a huge..
The point of purchase, or POP, is any part of a store where a customer engages with your product. POP displays themselves are displays that exist separate from the standard aisle shelf,..
Getting your product into a new store is hard enough on its own. But once that battle is won, the next one has already arrived. At first glance, you may just want to place your brand among other..
When it comes to visual merchandising, retail displays are where most of the action happens. Knowing the different types of retail displays and how they are used across a variety of product..
In-store product placement is an essential part of being successful in the CPG and retail industry. With all the different brands out there, the competition for attention is fierce, especially..
90% of information sent to the brain is visual. This means that when it comes to selling at retail, the way you present your product will notably influence buyer decision making. So how do you..
The iPad is the ultimate tech tool for brand reps who work in the field. Bigger screens mean more room to read, work, and share the photos and data that bring your brand to life, without..
Launching a brand ambassador program is a massive step toward building brand awareness, but it takes a careful approach to plan campaigns that actually move the needle on sales.
“I’d love to help you out, but I’m not sure how you’re different from what I’ve already got in the snack aisle.”
Hearing the word “no” is never easy (especially in sales), but it’s even worse when..
Today’s business software is more powerful, accessible, and user-friendly than ever. This is especially true of customer relationship management (CRM) software, which has rapidly morphed from a..
We’ve all heard it before: If you can’t innovate, you’ll get disrupted. While there’s no magic crystal ball that will help retailers predict the future, there are expert opinions on what needs to..
People aren’t drinking beer like they used to. Bars are finding lessening success keeping up numbers as people are looking for more than an after-work Bud Light. While standard pubs may notice the..
It’s not easy to approach a retailer and explain to them why they should give you more facings, or if you're new, why they should take on your brand at all. You have to be equipped with a..
In the CPG space, it seems like everyone is talking about data. From sales data to field activity data, store-level data to marketwide syndicated data, understanding how CPG data insights can help..
Merchandising, sales, and demo teams are the unsung heroes of CPG marketing. From winning new retail placements to driving sales at face-to-face events, retail services firms can have a huge..
Mastering merchandising requires juggling the many levels of displaying and placing. It can be easy to forget one of the components in the retail madness. Stay on top of your game with our..
Tracking business metrics can show not only where your business has been, but where it should go in the future. For data-driven brands, business metrics can be divided into distinct three types of..
Billboards and commercials are excellent at building awareness within the general public. Nothing, however, comes close to the effectiveness and influence in-store promotions have on active..
One of the most basic tools CPG brands use to understand their position in the market is point-of-sale data. From the very first time a shopper put your product in their cart to the nationwide..
Product merchandising needs more than a low price tag. But how can your campaigns distinguish themselves from the monotony of paper towel pyramids? We broke down 19 of the best trade promotions to..
Trade promotion is the biggest factor to influence purchasing behavior at retail. But due to improper execution, 55% of trade promotion spending fails to develop brand awareness by any tangible..
Without CPG analytics at the center of a business strategy, business decisions will be made on little more than a hunch -- and in today’s competitive market, a hunch simply doesn’t cut it.
Here’s the ugly truth. Fifty-five percent of trade promotion spending fails to develop brand awareness by any tangible metric. Despite this, retailers and merchandisers alike understand..
What comes to mind when you think of merchandising? Is it eye-catching window displays and holiday promotions? Or maybe cross-merchandising and dump bins? While these things surely contribute to a..
After months of tireless work, a marketing manager finally won a spot on the shelf at a nearby retailer. To celebrate this accomplishment, he heads to the store to see the fruits of his effort...
In the last decade, Daiya Foods has ridden the natural foods wave on the back of their vegan cheese products, growing from half a million in revenue in 2007 to an impressive $168 million in..
Winning in the store isn’t easy. To find the secret ingredients for growth, we set out to chat with execs who are manufacturing success at the store level. Here we spoke with Aaron Hinde, founder..
What you see is what you get. At least to the human mind, that’s how it works.
Human beings rely heavily on our sight as our main way of perceiving and understanding the world around us. For this..
As a competitive CPG company, you already know the retail “best practices” of fighting for facings, creating eye catching displays, and getting shoppers to demo your products. But despite all of..
John Ellsessar is a sales manager for Narragansett Beer, and has worked in the alcohol beverage industry for 36 years. John began his career in the alcohol industry with a college job managing a..
Visual merchandising is of utmost importance — if done effectively, you are able to maximize sales. It helps you develop an unique business identity and brand, differentiating yourself from your..
Stock replenishment is a vital part of your brand’s sales. It’s essential that the shelves are stocked with enough of your product to meet your customer’s demand. For your sales process to be..
When expanding into new markets, the best brands know that staying on top of their entire sales process is critical to sealing the deal. But how can you stay on top of your sales process if you..
In the competitive CPG space, your ability to execute at retail plays a massive role in your business’s success. Using in-store promotions is one of the most popular and effective ways to boost..
In a world that places increasing importance on constant innovation, brands must work harder than ever to keep their products relevant to retailers and consumers.That requires a lot of legwork,..
You know how it goes. You spend hours each week trekking through email threads and one-off spreadsheets trying to make sense of what’s going on in your accounts. Sometimes that data is missing key..
Planograms can be a great tool for optimizing and managing your products’ placement on shelves, but many brands struggle to see enough returns to justify the time and effort it takes to create and..
We're approaching the end of Q3, and 2019 is looming on the horizon. As you execute the rest of your plan for this year, there's no doubt you're already building initiatives for after the flip..
In a competitive space such as food and beverage, it can sometimes seem like a good idea to cover a large market at once -- but once you do, where do you go from there? Consider the “inch wide,..
You may know the importance of sales activity management, but which activities are the most direct drivers of success? How do you steer these high value activities in the right direction and best..
While many brands have a decent amount of success with their retail merchandising efforts, they often struggle finding that advanced level that they crave.
Winning in the store isn’t easy. To find the secret ingredients for growth, we set out to chat with execs who are manufacturing success at the store level. Here we spoke with Max Baumann, CEO of ..
A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method. In this post we’ll tackle the big questions brands struggle with..
Winning in the store isn’t easy. To find the secret ingredients for growth, we set out to chat with execs who are manufacturing success at the store level. Here we spoke with Melissa Kalimov, COO..
Trade marketing is essential to the growth of your brand, and knowing how to best execute it is a key component of sales. While there are many trade marketing strategies that are proven to be..
If you have a background in sales or marketing and you want to fire up a brand’s marketing strategy with lots of creativity, becoming a brand activation manager might be the best career choice for..
As a sales manager, you’re always looking for areas where your team can boost performance. With all of the activities that you and your reps do in a given day, how can you iterate and adapt your..
As a sales manager, you’re constantly looking for ways to improve the performance of your team. There are many schools of thought as to what the best strategies are to boost your numbers. Should..
Whether your brand is releasing a new line that could use some extra hype, needs a little TLC to get some more recognition, or is just starting out, a brand activation campaign is a great way to..
We don’t need to tell you how important it is to check in with your retailers to make sure everything is going according to plan. Even though this kind of monitoring saves you time and money in..
If you want your brand to succeed in stores, you need a great retail marketing strategy. Retail marketing is the process of bringing a product directly to customers in a retail store. There are..
Any brand that relies on field sales teams to generate new business knows the importance of efficiency and relationship building. Wasted time traveling between accounts or frantically trying to..
It probably feels like some days your brand’s growth depends on your ability to be in 15 places at once. As much as you hone your teleportation skills, it likely isn’t possible to monitor..
Executing well at retail is something that every brand must master if they want to succeed. Once customers are already in the store, how do you get them to interact with and eventually buy your..
It’s always cool to hear industry veterans validating your philosophy. At Repsly, we’ve seen brands earn lucrative exits by being super detailed and data-driven in their approach to retail. And..
To grow your brand, you’ve done more hands-on work than you probably care to remember. You’ve spent countless hours on your feet at tastings and events, and countless more in the car driving to..
Every May, the National Confectioners Association produces its flagship trade show, aptly titled the Sweets & Snacks Expo. Held in Chicago, this three-day event features 800 exhibitors and draws a..
If you’re looking for a position that will get your team out of the office and into the community to spread the word about your most exciting products, beauty merchandising jobs should probably be..
One of a brand's most important assets is its road warriors. Brand ambassadors, sales reps, merchandisers -- they all spend a huge part of their workday in the car, hopping from store to store or..
Customers wind through aisle after aisle, swimming through seas of food and beverage products. Does your beverage stand out? Or, are you at a loss for new and innovative ways to merchandise and..
Using audits to keep your brand’s growth on the right track is smart. What’s even smarter, though, is realizing that audits are not one size fits all. Even though a generic retail audit can..
One of my favorite parts about my job is that I get to travel the country for trade shows and conferences in a wide variety of industries. With a renewed focus on the cosmetics space, I had the..
According to Buyerzone’s 2013 market report, 91% of companies mobilizing more than 11 employees use activity management software. Obviously, not all of these companies do the same jobs -- all of..
While trends may come and go, these retail merchandising tips are here to stay. Time and time again these merchandising methods yield success and can be applied in any market. Get in the mindset..
Even if you’ve never read a written definition of the street team marketing strategy, you’ve probably experienced one. If you’ve ever been handed an index card on the street with a download code..
For CPG brands, your team in the field is your eyes and ears in the store. They're what makes your whole retail strategy work. But we all know managing a remote workforce can have its challenges...
Cosmetics staff at stores like Sephora and Ulta help to bridge the gap between manufacturing and the end-user. Because a cosmetic’s store staff has the power to influence the success of your..
If you have a team in the field, you know they offer your brand a huge advantage. Through your team, you can support every one of your accounts with a personal relationship, and can control the..
Since 2017, we’ve seen stores embrace digital shopping, step up their stance on sustainability, and promote a healthier perspective overall. In 2018, it is food and bev’s chance to take those..
The push for companies to reach lifestyle brand status has impacted most aspiring CPG industry disruptors in a big way. Why settle for a customer that uses your product once just to forget about..
At the latest Repsly Power Hour, I was chatting with someone from one of the country's fastest-growing breweries. When I asked him about the brand's plans for 2018, he told me they were set on..
At every Repsly Power Hour, we dig in and get closer to the thriving food and beverage community in Boston. Earlier this year, we hosted Farmer Willie’s Ginger Beer, Grillo’s Pickles, and UNREAL..
You know how it goes. You spend hours each week trekking through email threads and one-off spreadsheets trying to make sense of what’s going on in your accounts. Sometimes that data is missing key..
When shopping for cosmetics, today’s customers look for a brand that appeals to a wide audience rather than just the stereotypical makeup-loving girl. Customers demand a brand that fulfils their..
It’s 2018 -- at this point you know building a brand-forward Instagram profile or Twitter feed is about way more than just putting a lot of content out there. Pulling off a head-turning social..
Earlier this year, we ranked the 25 Buzziest Beauty Brands of 2018, highlighting companies leading the way in social media engagement and community involvement in the cosmetics and beauty space...
When a brand reaches a point where it’s distributed nationally, cool things start to happen. You have the opportunity to augment your team with new skill sets, add budget to your yearly..
Building an international brand - one that successfully straddles geographic borders - can be complex and risky. So to start, Canada would seem to be an obvious first choice for US companies who..
On a recent trip to the West Coast, we had the opportunity to connect with Fernando Lopez, founder of beer cocktail mix brand I Love Micheladas. As co-proprietor of a traditional Oaxacan..
Emerging food and beverage brands care about growth. Knowing this, we set out to find out what it takes to launch a brand from its early stages to national distribution. We recently sat down with..
Industry disruptors constantly get branding wrong in their quest to get it right. As you pour more energy into strengthening your brand’s persona, you probably won’t get it right the first time...
What does it take to get noticed in the consumer goods industry? With new brands popping up on what seems like a daily basis, standing out from the crowd is harder than ever before.
For brands who rely on sales in Sephora and Ulta, education and merchandising are key. That’s why earlier this year, Milk Makeup made a big decision to gain a competitive advantage in Sephoras..
Brick-and-Mortar storefronts don’t fear a challenge as they take on the age of digitalization. Seeking a hands on experience, consumers look for ways to combine in-store shopping with the..
This December, we had the chance to leave the Boston winter behind for the sun and surf of Santa Monica for BevNET’s annual live show. (If you’re not familiar with BevNET, picture 700+ beverage..
Health and beauty brands know that consistency matters. Making sure your brand image and messaging looks and feels the same across retailers helps it stick in shoppers’ minds. Consistency is also..
Every beer company wants to get the word out about its brews, and field events help to get the job done. If you’re creative, you can dream up a million ways to get your beer into people’s hands..
To kick off 2018, we brought a bunch of Boston’s best minds in food and beverage to our office to talk about one of the hottest topics of 2018: disruption. (In fact, we just talked about this very..
Running a business is all about trial and error, which makes mistakes inevitable. Still, some mistakes can cost you more than others. When it comes to territory management, many managers do not..
As brands grow, pieces of their organizational strategies (take, for example, email chains for each out of stock item or handwritten and manually submitted consumer feedback reports) can become..
It’s 2018, and as a brewer, you feel like you’re drowning in beer -- and not in a good way. At this point in the game, there are over 5,000 breweries in the U.S., and that number will only..
We try to get over to Whole Foods at least once a week, at least to say "hey" to some of our customers and scout out new trends and brands. While we're walking up and down the aisles, we always..
In the retail world, there is no merit in scoring shelf space if you’re not able to keep it. That being so, retailers often conduct category reviews, where you’re given the task of proving your..
For hundreds of homebrewers, going pro is a pipe dream. Those who have actually pulled it off, however, will tell you -- building a successful beer company is no cake walk. With a high cost of..
If you’ve read our blog before, you know we work with thousands of brands who are vying to take over their category. Whether they’re just breaking into a new segment or gearing up to unseat a..
Ah, the holidays. While the thought of colder weather may make us cringe, we are approaching the holiday season, and the excitement is real. Along with good eats and holiday parties, we can expect..
When it comes to the food and beverage space, product placement matters big time. Customers shouldn't have to play “Where’s Waldo” trying to find your product in a store. If it’s not easy to find,..
We're lucky enough to work with hundreds of the most and exciting food and beverage brands here in the US and around the world, so naturally we're always experimenting with new concoctions and..
You’d be surprised why shoppers buy the way that they do. If your brand is in a sales slump, you can benefit from tapping into these tendencies to move products off the shelf faster. Getting..
Just a few weeks ago, we celebrated the long-awaited move to our new office space alongside some of our favorite local brands. Once we had a chance to sample some of their newest flavors of beer,..
Launching and growing an emerging beverage or food brand is one part art and one part science. But it always starts with passion. Especially as the retail sector continues to undergo massive..
In many ways, growing a brand is all about balance. Balancing passion and commitment, strategy and energy. Too much of one, and a brand can burn itself out before maturing into a successful..
When we think about “success” in the food and beverage space, we often think of establishing a national presence on the same shelves as industry leaders and our biggest competitors. While getting..
Do you remember how you met your best friend? Chances are, you guys didn’t form the bond that you have now overnight. Taking time to get to know each other and create something meaningful between..
We're lucky enough to work with hundreds of the most and exciting food and beverage brands here in the US and around the world, so naturally we're always experimenting with new concoctions and..
Congratulations to the winner of Repsly’s 100 Buzziest Brands ranking, Arctic Zero! We took a look at the food and beverage companies on Inc. Magazine’s Inc. 5000 list and ranked them based on..
Just announced! We're revealing our 2017 list of the 100 Buzziest Food & Beverage Brands, ranking the year's fastest-growing brands by the buzz and conversation they stir up.
We started with the..
Choosing and tracking the right KPIs for each member of your team is important — focus on the wrong ones and you could be leaving money in potential sales on the table, but align your team with..
Launching a brand is a huge undertaking, and it is totally okay to feel like you don’t always know what the next step should be. Whether it is a decision about pricing, marketing, or distribution,..
Getting your products on the shelf is one thing, but getting them off the shelf again is another one of those things that keeps sales managers up at night. When your products stand still on the..
Sales is a tough job -- especially when you're selling in the field. Sometimes a situation calls for being tough and authoritative, and other times you must be compassionate and lend a listening..
When you think of your “fam,” you probably think of people like your old high school buddies, the members of your recreational soccer team, or maybe your actual family. But what about your..
During Expo East, Repsly’s own Allen Bonde met with JD Robinson, Grocery National Sales Manager from Honey Stinger, to get the inside scoop on the company. On the Repsly “red carpet,” we had the..
As a rep, you know how frustrating it can be to maintain good communication between the field and the office. Reporting may be delayed or forgotten entirely, information can crawl through the..
Last week, the Boston Globe published an article detailing an “Average Day” in the life of New England Patriots Quarterback, Tom Brady. While we were all excited to read about his training regimen..
Supply chain management, marketing, and sales are the cornerstones to any CPG business. Nobody knows this better than Dan Morad of Critical Mass Group, a startup founder and beverage industry..
Educated field teams, CRM platforms, strategic placements and killer packaging are all important tools to your brand’s success. So are you.
It’s no secret that competition in the food and beverage space is fierce. With over 21,000 food manufacturers in U.S. alone, it seems as if new brands are popping up next to yours on the shelf..
It’s no secret that the food and beverage industry is crowded. Between corporate giants and emerging newcomers, there’s no shortage of competition. If you’re worried about losing sales to your..
As a growing brand in the CPG space, your team knows competition can be fierce. No matter how highly you might think of the other brands on your shelf, the fight for market share is fought tooth..
Repsly is proud to share that 10 of the companies nominated for the 16th annual Veggie Awards are part of the Repsly community!
Let's be real: Developing a pricing strategy is a major pain in the you-know-what.
The truth is, pricing a product is not just a matter of finding a magic number; it is a matter of understanding..
Growing your brand locally can be exciting. There are plenty of opportunities to get local press, you get to collaborate with other local brands and retailers - but best of all, it’s all happening..
Competition can be tiring and downright frustrating, but it’s a given in the food and bev retail hustle. Now, you aren’t going let that slow you down, are you? Nope, didn’t think so. Instead, use..
Imagine a room full of 100 shiny, new food and bev brands. If you were to revisit this room in just two years, only 15 would be left standing. With so many companies competing for a spot on the..
Competition is inevitable in any industry, and it’s only getting more fierce. For brands concerned about the impact competitors will have on sales, it’s important to keep a finger on the pulse of..
Retail marketing is the process of bringing a product directly to customers in a retail store. It involves the planning, promotion, and presentation of a product. Having..
It’s hard to believe that 2017 is already half-over. While the first six months of the year are filled with seasonal upticks in the retail world, nothing quite compares to the end-of-year holiday..
Picture this: There you are, at the start of the workday, walking out to your car to begin your shift in the field. As you mentally recite the list of the visits you’ll be making today, the warm..
Okay. It sounds like a stretch, but stick with me.
The seventh season of Game of Thrones premiered on Sunday, July 16th, on HBO.
In preparation, the Repsly team rewatched last season, shared..
Wondering how to become a product demonstrator? First, you must read up on the role and responsibilities of the job. Though product demonstrators have been around since the invention of the wheel,..
The Obvious: Merchandising means something a little different for every retail role.
The Lesson: By understanding the differences in the definition of merchandising between roles, and applying..
In today’s digital age, there is one thing technology can’t replace: personal communication.
Though virtual marketing has changed the game dramatically with the rise of social media, it can’t..
Whether you’re a foreign company importing your products to the United States, or you’re an American company importing foreign goods as part of your business, you’ll need to account for the..
Field marketing is a branch of direct marketing. It involves brand representatives going out into the “field” to put product in the hands of potential customers.
Whether you need a refresher on stock rotation or are learning about it for the first time, you’ve come to the right place. Stock rotation isn’t glamorous, but it’s important and can save a..
On Friday, the food and bev space was abuzz over the news that Amazon is buying Whole Foods. From the purchase’s impact on company culture to the $13.7 billion price tag (cue Dr. Evil voice),..
If your products are sold off the shelf at retail, you know retail execution starts with merchandising. Merchandising can be a powerful tool that benefits your brand far more than simply making..
As a growing brand, one of the cornerstones of your marketing strategy is probably sharing stories and photos that show the world how much people love your products. It's easy enough to get..
The days of traditional, in-your-face advertising are being eclipsed by more creative ways of spreading the word about a brand. Companies are realizing that their users are becoming more and more..
All businesses realize the importance of marketing to consumers. After all, if people don’t know your product exists, there will be no demand for it in the market, and that means no sales...
No brand is immune from competition. To stay afloat, suppliers need to view their relationship with retailers as a strategic partnership. A well-designed trade promotion allows both retailers and..
If you’re wondering why merchandising is important, consider this - over one-third of product volume is sold with merchandising support across 39% of CPG categories, including grocery. Hence,..
Food labels are a basic tool used by consumers when choosing food in stores. The information on the packaging label should be understandable, good quality printing, and must not be covered or..
From entering a store to closing a purchase, most customers don’t realize how merchandising impacted them. The subtle context of perfectly arranged racks and shelves, the precise placement of..
Everyone knows about consumer marketing, but how are those companies getting those products in front of consumers in the first place? This is where trade marketing comes in. Trade marketing..
Anyone in apparel retail knows merchandising is one of the commandments of sales success. However, customers have seen all the tricks in the book. Spring cleaning means it might be time to spruce..
In a space with fierce competition, food companies rely on compelling marketing strategies to stay afloat. While a comprehensive food marketing strategy consists of several moving parts, there are..
Being able to hold yourself accountable for your shortcomings at work is essential in every industry, and field marketing is no exception. To stay competitive in retail, field marketers need to be..
As food and beverage manufacturers, you have to manage a two-part sales process. First up is the sale you make to retailers - the sale that most directly affects your bottom line. Then there’s the..
Businesses attempting to entice customers to purchase their product use a variety of consumer sales promotion techniques. We are all familiar with free samples, coupons, VIP memberships, BOGO..
Brand representatives who work outside of the office need to be proactive about holding themselves accountable when they fall short of goals. Because while they have the freedom to go the extra..
In the beverage industry, it’s all about standing out, which is why taking the time to develop a marketing strategy that resonates with your audience is the first step to a gaining competitive..
A brand ambassador program is an extremely effective way of raising brand awareness and reaching a target audience. People assign meaning to the brands they like, and brand ambassadors help create..
The old adage says, "If you can't measure it, you can't manage it." But collecting data on your business is only half the battle. Unless those "measurements" are also consistent, accurate,..
Retail shelf space is a hot commodity that thousands of manufacturers want a piece of. In an environment with razor-thin margins, retailers are highly selective about which new products they’re..
If your company employs a field team to represent your brand at retail, you know how valuable it is to have someone make an impression on those stores in person. On the flip side, working out in..
Relationships of all kinds can be difficult to navigate, and the relationship between a brand representative and a retailer is no exception. Still, many reps, merchandisers, and salespeople..
Product demos are one of the most important drivers of growth for food and beverage companies - especially for those bringing a new product to market. They help brands connect with consumers and..
You have a great product, and you believe in your merchandising team. Your product is being sold in a few locations, but you feel ready to move onto bigger retailers. You head to the Walmart..
You’ve dedicated seemingly endless hours to developing the perfect product, and now that product is being sold in a few locations. But you know your product is incredible, and you feel ready to..
A customer walks into their local grocer looking for their favorite kombucha brand, only to find that it’s out of stock. Frustrated, this patron considers her options: choose another brand, choose..
If you are a young brand considering a future in the retail world, there are many things to consider before jumping right in. Whether it be a local store or a retail chain, one of the most..
People love to express themselves, and one of the many ways of doing so is through the things they buy. From the clothes they wear to the food they eat, people assign deep meaning to the brands..
A million different products blend into the vast sea of store displays and into the endless scroll of web pages. Customers find these products either sitting idly on shelves or hovering in the..
As a young CPG company, you have many concerns regarding the health of your business. Between your competitors, emerging technologies, and all the nuances that come with running a company, it’s..
The sales process supports the success of a product. It implements a foundation for a company to set the precedent for future procedures. Optimizing current procedures can not only positively..
With everything that goes into managing a cosmetics merchandising team, it can be easy to put off weekly or monthly scheduling for your field representatives. However, the productivity and..
Companies that use field teams to merchandise, market, and sell their products often rely on a field operations manager to organize and optimize their strategy. But field operations managers do..
A brand ambassador acts as the public face of a company. She represents her brand in a variety of scenarios, and the position can be a great and rewarding career in the field of business..
Looking for a new job as a field sales representative? Building a field sales team? Whether your goal is to build a career in sales or make your living managing a remote sales team, here's..
In today’s digital age, information is being discovered and disseminated at extraordinary rates. The public’s increasing knowledge of the world around them has caused major shifts in the way..
In the United States, alcohol suppliers rely on the aide of liquor distributors to bring their products to market. For budding alcoholic beverage brands, the process of selecting and partnering..
Boring old juices and sodas aren’t cutting it anymore. The rise of alternative beverages is taking the food and beverage industry by storm. Sugars, byproducts, and artificial ingredients are..
In any emerging market, as demand for a product increases, so does the need for distributors. From craft beer and organic produce to athleisure clothing - on the other side of every new trend is a..
Whenever you walk past your favorite clothing store or supermarket and you see a sign for “Buy one get one free!” or “Sale on Organic Fruit,” be sure to thank your local merchandiser...
If you are looking for a job that will constantly have you doing something new, an outside sales representative just may be the job for you. But prior to applying or even considering a position,..
Home Depot is one of the most well-known home improvement chains in the country, and it can provide you with a solid base of new consumers to sell to. But before you try your luck at getting your..
Merchandising is an essential part of any successful beverage brand's retail strategy. Having your logo, promotional materials, and products front and center make it easy for casual shoppers to..
No matter how successful your products, it's always a challenge to stand out from competitors in your market. Unfortunately, having the highest quality product available isn't always enough to..
Selling medical devices into doctors' offices and healthcare systems isn't easy. It takes a skilled sales rep with experience in the medical industry to close deals while navigating a hopital's..
Sitting in a cubicle making cold calls all day is not the way to make this year's sales quota. Sales is often thought to be a “black and white” industry, where representatives operate as either..
Getting your products into a big retailer can bring your business to the next level.
Making the leap from small stores to well-known retailers can make a huge difference for a company, but it's no..
Field marketing representatives spend a considerable portion of their day interacting with numerous people outside of their organization, including customers. Who exactly do field marketers come..
If you are wondering how to become a brand ambassador, it is essential that you are well versed on the role and the responsibilities that such a job entails. With the increasing influence of the..
A street team representative is an integral part of many esteemed organizations. In this post, we will try to fill in any gaps of knowledge you may have about what it is to be a street team..
If you’re considering hiring or applying for a job as a field marketing representative, you probably have some questions. What does a typical day in the life of a field marketer look like? How..
When embarking on a new business venture, there is no shortage of items on the strategizing agenda that need attending to. One crucial step to constituting a successful business plan, and..
Field marketing is a branch of marketing in which brands get their products in front of consumers “out in the field” at retail locations, events, college campuses, or in..
For investors in the CPG space, risk aversion is a top priority. In an industry overflowing with competition, it’s essential for young startups to be on top of their game in order to maintain..
Labels are the centerpiece of almost every product’s packaging. They act as in-store sales pitches to potential consumers and represent your brand. Every business strives to design attractive..
Last May, the FDA announced updates to its Nutrition and Supplement Facts Panel requirements, meaning food and beverage companies will have to redesign their labels to stay compliant. Changes..
Sustainable product packaging is quickly becoming one of the most important - and most challenging - aspects of the food and beverage industry. Consumers are placing more and more importance on..
The global beverage market is projected to sell 948.7 billion liters in 2017, according to Statista. Cracking into those sales won’t be easy with well-established brands dominating the market,..
While it's undoubtedly one of the busiest times of the year, it's not always easy gearing up for work during the holiday season. For a laugh, here's what it can feel like at work - as told by The..
and all through the town
businesses were closing, production shut down.
Lights twinkled on houses
And the vehicles of field teams alike,
Brightening the night..
Selling expensive medical devices is no easy task.
Hospitals take procurement very seriously, which means you need to work diligently to capture the trust of potential buyers. But that can be..
You might think you have it down, but you can always improve your sales process.
You and your team of sales reps need to constantly tweak the sales to continue moving customers down the sales..
A successful sale is far from the end of your job.
In fact, once you've closed a sale, you need to work even harder to ensure that hospital administrators, surgeons, nurses and all the other..
Constant advances in medicine and technology drive the medical device industry to be one of the world's most innovative. The industry is expected to grow 6.4% a year through 2017, and standing out..
Employees and managers alike always seem to be at a lack for time. As time flies by, the amount there is to do can pile up, adding stress to the entire team. Building customer relationships,..
Mobile data collection is nothing new in the consumer goods industry, but the idea of having reps use their own devices to complete work in the field is. The Bring-Your-Own-Device approach is a..
As you lead your field team, the single most important management skill is accountability. Unreliable employees cost companies between $450 billion and $550 billion every year in lost..
Field teams in the food and beverage industry have their work cut out for them. They are busy taking inventory of their brand’s products, performing quality checks, processing orders, and..
Retail execution is directly related to performance on the shelves, so hiring an effective field team is crucial. In 2016, the recruiting process has become more personalized and fast-paced than..
There is probably no time of year that matters more for consumer goods companies than the winter holiday season. The weeks surrounding December 25 bring out consumers in droves, traffic that..
As small businesses fight to stand out in an increasingly competitive consumer landscape, merchandisers need to utilize every weapon in their arsenal to win the marketing battle. That's where ..
New competitors are jumping into the grocery merchandising game all the time.
Nontraditional retailers, such as Amazon, are expanding their presence in the grocery industry by building..
Grocery merchandisers need to step up their game to compete in an increasingly competitive marketplace.
Amid emerging trends, a diversifying industry and changing consumer preferences, it's more..
As the cosmetics industry continues to grow, so does the umbrella of cosmetics marketing. It now includes everything from customer engagement to digital merchandising. To make sure your efforts in..
Cosmetics sales in brick and mortar stores may be on the decline, but the majority of beauty purchases still come from department and drug stores. However, as online purchasing becomes more..
Does it ever feel like there’s a new competitor on your shelf every time you walk through the grocery store? Trust that feeling, it might be right. There are about 21,000 food manufacturers in the..
Effective retail merchandising is key to the success of consumer goods products. Creating the right environment for a product is all about effective retail audits: making sure that everything..
Your favorite beauty products are coming to a college near you.
The field of cosmetics merchandising is rapidly diversifying, and retail giants such as Barnes & Noble are on the forefront of..
So, you have a great beverage recipe. Now what? It can be intimidating to approach taking your product to the next level and embarking on the journey of entrepreneurship. There’s a lot to think..
Field Activity Management is the art of managing and reacting to all of the moving parts a business has operating outside of a central office. The specifics of an operation will differ from..
A manager who supervises remote employees has a far different set of challenges than a supervisor whose employees are located in the office. Managers of remote employees do not have the option to..
Your company produces a delicious, refreshing product that you know consumers can’t wait to drink -- and buy. Even after you’ve perfected the product itself, its packaging, and decided how to..
Over the past month, you may have heard about the Food and Drug Administration (FDA) finalizing the new nutrition facts labeling laws for packaged food. Why would they update labeling? First, the..
When surfing the web or logging into social media accounts, consumers are usually aware that their every move is being tracked and analyzed, as evidenced by the appearance of advertisements..
One challenge that scaling CPG companies face is their reliance on a geographically dispersed workforce to capture essential merchandising data from various retail locations around the country...
There’s no perfect time to scale your consumer packaged goods business, but as you begin to meet sales goals and build a strong financial buffer, you’re probably starting to think big. Increasing..
The beverage industry is saturated with emerging companies trying to bring their drinks to retail. Aside from offering a high-quality product, having unique packaging is one way to attract..
Making the decision to scale your CPG company is not just about crunching the numbers; it’s also about the people. Competent and committed employees are any business owner’s biggest asset,..
Millennials, or those aged 18-35, are now the largest consumer group in the world and are estimated to have the greatest spending power of any generation to date as of 2017. Needless to say,..
It’s no surprise that employee productivity takes a nosedive come June. Warmer weather means that beach trips, baseball games and family barbecues are finally within reach; if only our jobs and..
What exactly is Cloud Computing? At it's core, cloud computing is accessing and storing your information on storage in an external location, rather than locally. In fact, you probably utilize..
It’s not uncommon for employees to be wary of any system that allows supervisors to monitor their whereabouts throughout the day. This resistance is generally less prevalent in the younger..
Beverage distribution companies handle many responsibilities across the supply chain in order to deliver product to the end-user. Among these are order management, competitive analyses, and sales..
There’s a lot of buzz about social collaboration and its benefits for field teams. The concept refers to processes that help multiple people or groups interact and share information to achieve..
Repsly recently released its first Mobile Worker Global Activity Report, which consists of activity data derived from 5,000 field representatives using Mobile CRM and Data Collection software in..
Many businesses focus their marketing efforts on self-promotion with a primary goal of increasing sales. While sales are important, this type of marketing approach ignores the customer experience...
Communication makes the world turn. Without healthy types of communication between every..
For 3 weeks every spring, it feels like half the population disappears—traffic subsides, grocery aisles are deserted, and even some office chairs abandoned. Where do all of the people go?
For businesses trying to push products into retail stores, having a well organized retail line sheet to present is critical. The line sheet is a document that the business can hand over to a..
Studies have shown that salespeople are most engaged and motivated when they are conducting core activities, such as talking to prospects or working towards closing a deal. Ambition Marketing..
Both retailers and suppliers of food and beverage products are responsible for making sure that they’re offerings are safe for consumption. A brand’s reputation and bottom line can suffer as a..
For growing and competitive businesses, it is important to constantly evaluate operations. To track their most important business objectives, data-driven teams establish Key Performance..
If you're still calling your field team to check in and deliver the daily update, you might as well be utilizing smoke signals or sending out the company carrier pigeon. Some two-thirds of..
After years of cold calling, in-store visits, and demo planning, your big day has come. Your boss has recently offered you a promotion and you’re soon to be the new regional manager. While an..
Conducting regular business merchandising audits is essential for any business competing in the retail arena. These types of audits are crucial for ensuring that your product is being properly..
The movie, Office Space, is about a man who dislikes sitting at his desk everyday. When it came out in 1999, Peter Gibbons, the protagonist, worked here:
Last week, we looked into regional differences in the distribution of activities conducted by field reps around the world. This week, we will explore the differences in activity distribution between..
To outsource or not to outsource, that is the question. For companies looking to cut costs, outsourcing can be attractive because third parties can often provide service for a cheaper price...
Every manager wants to get the best from their team, but sometimes the monthly or weekly reports just don’t add up. If every employee made every customer visit they said they did, then why are..
Last week, we explored different types of activities conducted by field reps using the Repsly Mobile CRM. Activities consist of completing mobile forms, creating orders, taking audits or inspections,..
This is the seventh post of a seven-part blog series on "Bad Assumptions" that salespeople make in the sales process.
Companies that don’t provide messaging guidance on how to make calls on..
Today, Facebook has over 1.49 billion users per month, and you’re probably one of them. In fact, I bet you have Facebook open on one of your browser tabs right now. The social media platform that..
When it comes to mobile CRM software, there is sometimes a pre-conceived notion that it is only really useful in those industries where reps in the field are stocking shelves every day or are..
This is the sixth post of a seven-part series on "Bad Assumptions" that salespeople make during the sales process.
A college friend of mine used a technique when he wanted to end relationships..
If you think about an industry disruptor like Uber or AirBnb, what their success really boils down to is innovation; and what’s always behind innovation? A human brain. With creativity now taking..
This post is the fourth of a seven-part series on "Bad Assumptions" that salespeople make during the sales process.
When working with committees many salespeople and their managers assume that..
This week, we looked into the average number of activities taken per visit across five different industry categories: consumer packaged goods in food & beverage, consumer goods outside of food such..
Social Media. It’s everywhere. Inescapable. Last week, during the GOP debate, the Facebook icon got more airtime than any candidate. At Boston South Station where many brands advertise using large..
This week, we looked at the number of photos an average field representative takes per visit. The data was taken from five industry categories: consumer packaged goods in food and beverage, other..
Your clients are your biggest asset. Without a strong customer base, a business will fall apart. Although acquiring new customers is necessary for business growth, maintaining good relationships..
This week, we investigated the number of minutes an average field rep spent per visit. The data was extracted across five different industry categories: consumer packaged goods - CPG in food and..
Pay for entry, pay for space, pay to stay, and pay to limit rival shelf space. Slotting fees and practices vary depending on the product, vendor, and market conditions. Still, much of the pricing..
This is the first post of a seven-part blog series on "Bad Assumptions" that sales representatives make during the sales process.
One of my favorite Mark Twain quotes is: “It ain't what you don't..
‘Tis the season to be jolly! It’s also the peak season for consumer spending. According to the National Retail Federation, shoppers will dish out a whopping $630.5 billion this year, marking a..
This week, we investigated the number customer visits an average field rep makes per day across different industries. The following data was extracted from the Repsly field activity database of..
For small businesses and entrepreneurs, even the slightest deviation from an established field merchandising strategy can spell disaster for the bottom line. If the retailers carrying your product..
What 5 year old doesn’t like going into Trader Joe’s with mom or dad? The friendly cashiers with the funny looking shirts always give out free stickers and sometimes balloons! Heck, no matter the..
This is the second post in my series about the pros and cons of different approaches to building a field team for Retail Merchandising. If you are a manufacturer in the Consumer Packaged Goods..
“In character, in manner, in style, in all things, the supreme excellence is simplicity.” -Henry Wadsworth Longfellow
Successful businesses grow over time. Too often, however, as businesses grow,..
According to Repsly’s field activity database, a typical field representative conducts approximately 3 activities in a single visit. Activities range from taking purchase orders, completing..
Working on a remote team comes with its challenges. Field representatives need to be motivated and self-starting while managers need to be able to monitor team members without being overbearing...
This week, we investigated the average number of photos a field representative captured per day in the field. The following statistics were taken from the Repsly database of field organizations..
If field representatives could have one wish—any wish— it would probably be to remove the word ‘no’ from their clients’ vocabularies. Rejection can be frequent and frustrating, but an exceptional..
Often managers tell their direct reports what to do and expect tasks to be successfully completed. This approach works well when employees are aware of how tasks must be done and ideally have..
Every culture has its own distinct style of conducting sales and business. While some cultures operate on quick, transactional business styles, others rely on long-term, relationship cultivating..
Here's a cool statistic. The average amount of time a field representatives in the Asia Pacific Region spends at a client visit is 52 minutes, according to Repsly's field data reports.
Want some insider info? Based on insights from Repsly's field data reports, we found that a field representative in Latin America spends on average 29 minutes per visit!
Here's something interesting. A field representative in the United States spends on average 28 minutes per visit, as found in Repsly's field data reports.
After analyzing Repsly's field data reports, we discovered that a field representative in Europe spends on average 46 minutes per visit!
Field reps using Repsly complete over 100,000 customer visits every week. They range in industry, from field sales and marketing, to retail merchandising, to contractor services, sales, and field..
In life, it always feels good to have someone on your team. This person is usually a friend who enjoys your company and shares a similar set of values or personality with you. In business, this is..
Did you know? According to Repsly's field data reports, the average field representative in the Asia Pacific region completes 6.09 customer visits every day!
Here's something pretty cool! Using Repsly's field data reports, we found that the average field representative in Latin America completes 9.59 customer visits every day!
In the age of the internet, consumers have access to a host of information about companies and their products and services. The content an organization produces, its social media profiles and..
Check this out! Based on Repsly's field data reports, the average field representative in Europe completes 7.95 customer visits every day!
Did you know? According to Repsly's field data reports, the average field representative in the U.S. completes 7.32 customer visits every day!
In our current era of ‘infobesity,’ we’ve come to realize that the human brain is a pretty amazing thing. Somehow we are able to process hundreds of pieces of social media content, boatloads of..
Customer contact info, stock inventory, employee schedules, marketing data, sales figures-these days, there's an awful lot to keep track of when running a business. In order to stay on top of your..
Mass customization is a trend that many businesses of varying size and scale have dabbled in. In today’s consumer-driven marketplace, it’s a smart idea to create custom offerings that meet the..
The merchandising rep walks down the aisle, slowly, carefully looking at each shelf, eyes darting up and down in a search for his company’s product. A look of worry forms on his face as he nears..
The phrase “company culture” is typically associated with a traditional office setting. However, cultivating culture is just as important, if not more important, for remote field teams. In fact, a..
Organizations are constantly looking for ways to get ahead of the competition. Keeping employee productivity high is one way to do this. Making small operational tweaks now can compound over time..
Generally for things like shoes or earphones, you get what you pay for. $7 earphones will last you maybe a couple of months at best. As for shoes, leather flip flops will get you through plenty of..
Last month at the Cannes Lions Festival of Creativity, Publicis Impetu, a top creative agency, won a silver Lion for their promotional packaging of Nike Frees.
Even the most competent and seasoned sales professionals can run into roadblocks. During trying times, it’s up to sales managers to get their teams back on track. Josh Stevens of QuotaFactory..
20.3 million viewers tuned in to watch the FIFA Women’s World Cup this yeat where the players put on a terrific show. One very overlooked aspect of the tournament, however, was the efficacy of the..
Trade shows provide opportunities for businesses to promote themselves, cultivate relationships with key clients, and scope out the competition. However, due to the sheer volume of vendors present..
Its no secret that health foods have become increasingly popular in the past twenty years. Consumers who were once content using big household brand names are now hyper-aware of things like GMOs,..
For the past few years, the ease and convenience of an online purchase has turned ecommerce into a booming industry. When you get out of work at the end of the day, you no longer have to choose..
Managers become extremely frustrated when they have a team of competent field representatives, but lackluster sales and customer satisfaction levels. One explanation for these problems is..
Whether or not you are actively selling a product, it is more than likely that at some point in your career you will be selling something. There is a lot more to sales than the straight sell. You..
Process improvement can be defined as the proactive task of identifying, analyzing, and improving upon existing business processes within an organization for increased optimization. It is an..
After going through drawing board after drawing board and multiple business plans, you have finally reached the production stage for your innovative product. Now you’re ready to show the world..
Key Performance Indicators (KPIs) can be used across all levels of an organization to measure productivity, performance, and efficiency. They are especially useful for members of remote field..
If you ever played on a sports team in high school or college, you probably remember those three cherished minutes your coach gave you to grab some water in the middle of practice. You’d take off..
Businesses take a risk when they introduce new product lines or alter their marketing strategies. Although these practices are designed to promote sales and brand awareness, they can sometimes do..
At Repsly, we want to provide you with the latest industry-specific news and advice on managing field teams, so we’ve put together a series of repsclusive interviews with experts in the field. We..
The field rep searches the aisles, a clear memory of his company’s beautifully arranged beverages in his mind. “It should be here somewhere,” he thinks, making lap after lap around the beverage..
Companies typically run their field sales operations on either an inside sales model or an outside sales model. Both operations are crucial to territory management, which is the process of..
The next time you find yourself wondering, what can I do to motivate my employees? Think again, because according to Susan Fowler, author of Why Motivating Doesn’t Work... And What Does, you’re..
When I was in fifth grade and the brand new, first generation iPod mini came out, I had to have it. It was trendy, cool, and came in blue. Previously when I wanted to listen to music, I borrowed..
At Repsly, we want to provide you with the latest industry specific news and advice on managing field teams, so we’ve put together a series of repsclusive interviews with experts in the field. We..
In today’s working world, a physical office space is becoming a thing of the past. The number of organizations employing distributed workforces and offering telecommuting options is on the rise...
Last week your social media feed probably looked like a big bag of confetti exploded all over it. With the ruling of same-sex marriage as a legal right, America hoorahed both on the street and..
O2 is the UK’s leading digital communications company connecting people and businesses through phones, tablets, computers, you name it. With over 10 million customers, they were in for a treat..
If you're an entrepreneur with an idea that you’re passionate about, you will go to great lengths to make it a reality. Typically, this means finding investors who share a similar passion for..
Communication makes the world go round. Without an efficient means of communication in place, businesses that employ field representatives run the risk of having high employee turnover, customer..
It’s right around the corner! The sun, the picnics, the fireworks, people bleeding red white and blue. That’s right, the 4th of July is only a few days away. Although no gift-giving is involved in..
Independence Day is a holiday that resonates with all Americans, regardless of their age, religion, or cultural background. It also spurs consumer shopping, with the average American spending $300..
As of 2015, the Millennial generation now makes up the majority of the workforce; with that fact comes all the unique workplace expectations and aspirations Millennials carry. To attract, hire,..
Research suggests that remote teams have the capacity to outperform their office counterparts, so long as they posses task accountability and team cohesion. Obtaining these results within remote..
Today, attention has become a commodity for marketers. It’s scarce. And like anything in economics, scarcity means higher demand, higher value, and ultimately higher costs. To put it in numbers,..
Managing employees that work from various locations across the globe is a phenomenon that isn’t slowing down anytime soon. William Ford of UrbanBound, a relocation management company, recently..
Retail shelf space is a hot commodity for suppliers and distributors. With so many products on the market and so little room available to display them, retailers are more selective than ever..
A thirsty shopper approaches the refrigerated section of Whole Foods and faces about twenty different beverage options. She wants something healthy to make up for the
slice of pizza she just ate..
On Tuesday June 15th, Lumber Liquidators made the announcement that it had fired Chief Merchandising Officer William Schlegel. Although the decision to fire Schlegel was not explained, the..
I want you to think about your best friend—that person who you can tell anything to. He or she has your complete trust and respect. When did you first begin to develop that strong bond? Was it..
We all know that today, as consumers, we encounter advertising everywhere we go. At some point, we start tuning it out. It is no longer enough for an ad to simply say “this is my product, this is..
The summertime provides retailers with unique opportunities to capitalize on the season’s warm weather, increased tourism, and seasonal events. Even if your company is not in the business of..
The tech world is ever evolving, coming up with countless solutions to make your business faster, more organized, innovative, and overall more competitive. When things are going well, it is easy..
Data is as equally-weighted a strategic corporate resource as capital, seeing that our economy has shifted from one of industry to one of information. Having an efficient mobile data collection..
At any workshop discussing relationships of any kind, communication is the first talking point. Without effective communication, relationships are unable to develop any kind of long-term trust or..
A consumer’s good experience with one product can cast a positive image across your entire brand. Known as the halo effect, it is important to leverage these positive associations with a specific..
Employee engagement is crucial to competitive success, improved communication, and higher rates of retention. Due to the recent focus of research and input on this issue, there is a large..
Tonight, David Letterman is stepping down as the host of the Late Show. To honor his illustrious career and iconic “Top Ten” lists, here are the top 10 reasons you want your manager to implement..
While businesses both small and large are making the shift from traditional offices to having dispersed field teams, or remote employees, plenty of managers are still hesitant about making such a..
Last year, Bevnet magazine released The Ultimate 2015 Food and Beverage Trend List. In addition to the helpful information on restaurant trends, this list offered the top packaging trends..
This week, we spoke with Tammy Katz, CEO of Katz Marketing Solutions and Adjunct Professor of Brand Management at The Ohio State University about retail strategies for small business. Here are..
The summer season is upon businesses, and that means it is time for outdoor promotions. Your business may be promoting at a fair, a sporting event, or in any other arena that attracts large..
In recent years, ‘Convergence’ has become a popular buzzword in business. What is it and why should you care? The Aberdeen Group defines it as an “experience in which all employees are connected (..
Employees of field-based organizations have to perform a unique type of multiple-tier customer service. That is, these reps must be able to service both business professionals (or those people..
Of all the characteristics required to provide excellent customer service, being “information aware” is the most important, according to Gartner Research Director Oliver Huang. She defines this..
LinkedIn is a fantastic tool to connect with colleagues, speak with potential employees, and follow influencers in various fields. To take full advantage of the professional social network,..
Since organizations that hire on a seasonal basis generally experience high employee turnover rates, some managers do not seek out engagement strategies for their short-term workers. Yet, there..
Podcasts have been around for quite some time now, and though many thought..
Over the last few weeks we’ve explored approaches to outsourcing your merchandising team, highlighting the flexibility, coverage and leverage these options provide, particularly for surge and..
“You can observe a lot by just watching”--Yogi Berra
Last week, we talked about the 10 blogs that every field-based organization should be following. This week, we’ll be looking at an..
We spoke this week with Jonathan Webb, Head of Strategy Research at Procurement Leaders on the subject of outsourcing merchandising services. In a research piece done by Procurement Leaders, data..
Too many business leaders consider themselves full-time firefighters and part-time managers. The old “putting out fires” expression is a way to describe managers who spend most of their time..
Product manufacturers in the medical industry have a unique responsibility to their end users, whether they be medical professionals or consumers, to provide safe and simplistic packaging. Unlike..
For field organizations, it is common that reps traveling from account to account use their own vehicles. That means each tax season field reps may be eligible to deduct the business mileage they..
Field-Based Organizations are watching the industry advance and change at a remarkable rate...
When business set out to introduce new policies, marketing efforts, and products there are bound to be some blunders. Take a look at last year’s biggest branding mistakes, what went wrong, and..
Over the past few weeks I’ve been exploring the different approaches to building retail merchandising team. The crux of the issue centers on the most basic business decision: How can you get..
Sales executive Marie Warner said in an article:
“A major complaint of both novice and senior reps...is that their territories are repeatedly changed once they have invested time in fostering..
There’s no doubt about: Millennials are changing the business landscape. Not only do they make up one of the largest consumer groups, being 25% of the population and exceeding the Baby Boomer..
For many businesses, it can be tempting to accept as many contracts as possible because of a desire for rapid growth. Understandably, you want to maximize utilization of your field reps- after..
A management position comes with a level of complexity, between looking out for your team’s best interests and being subject to the approval of your superiors for changes. Managers too often..
This week, we talked with Gary Bizzo, CEO of Bizzo Management Group and author of How to Start a Successful Business- the First Time. Bizzo shared a number of insights into business innovation..
We are excited to announce that Repsly has hit it a new milestone last week. We have officially synced over 17 million field activites on our software. Thank you for all your support, and the..
President and founder of Retailbound, Yohan Jacob, spoke with us this week about the Third Party Merchandising industry and challenges for 2015.
Since many field organizations function as a mobile workforce, communication about client visits between managers and reps can be lost in translation. The misunderstanding that can happen with a..
If you are a reader of this blog then you know we spend a lot of time talking about how to make your field teams more efficient and effective, and how to leverage your field resources to provide..
This week, we spoke with Noel Bielawa who has been a sales representative for food product distributor Paul W. Marks for ten years. Bielawa shared his experience over the last decade in sales and..
As a society, we have been conditioned to reward based on a bell curve. Starting in secondary education and continuing into adulthood, it has been a long-standing belief that human performance..
One of the strategies small businesses can use to acquire and retain retail partners is optimized category management; that is, the effective managing of the vendor side of a relationship...
In my last post I focused on the First Moment of Truth, when the consumer makes the decision to buy your product over a competitor’s, and the 3 F’s (Featured, Fresh and Findable) that position you..
Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.
(This is the third blog in a three-part series focusing on the character of the ideal, remote employee and how to effectively manage a team of remote workers.)
Competitive business managers should..
(This is the second blog in a three-part series focusing on the character of the ideal, remote employee and how to effectively manage a team of remote workers.)
Onboarding is generally described..
(This is the first blog in a three-part series focusing on characteristics of ideal, remote employees and how to effectively manage employees remotely.)
Hiring remote workers is a challenging..
Gas prices have fallen dramatically within the last two months. The cost of a single barrel of oil is half of what is was just eight months ago, and nearly everyone in the United States has felt..
Holidays offer prime opportunities for businesses to promote their products and connect with their customers, and Valentine’s Day is no exception. In fact, this holiday weekend is projected to..
You did your research. You identified a need, explored all the solutions, and selected the perfect tool. So what is holding you back?
Managers have difficulty in introducing new software to their..
In 2015, a growing number of businesses are adopting mobile software solutions to streamline communication, increase accountability, and track the success of sales strategies. While this trend is..
A. G. Lafley drove success at P&G in large part through his focus on the two key “Moments of Truth” that consumer packaged goods must win in order to survive and thrive. The first moment is when..
Nearly all business leaders know the dangers of employee disengagement. According to a recent Gallup study, only 30% of the American workforce is actively engaged at work. With so much room for..
To take advantage of the consumer frenzy of Super Bowl XLIX this Sunday, big businesses are willing to shell out $4.5 million for a single 30 second, game-time advertisment. But small business have..
In an recent Inc. article, MeetAdvisors founder Adam Fridman cited scaling as one of the four biggest worries for business owners in 2015. As the economy begins to recover, more small and medium..
For the most part, the stresses of the holiday season have passed, and suppliers and retailers can now breath a much-deserved sigh of relief. As with each new year, it is important not to rest on..
Third party merchandisers work to simplify the lives of their clients. By offering an outside service, they lift responsibility off the shoulders of product makers. Here’s a few reasons why third..
For many small and medium sized businesses (SMBs), attracting new retail partners is a continuous goal. Numerous strategies exist to gain new relationships, but one of the best ways to garner..
Technology is progressing, there’s no doubt about it. More companies are moving towards simplicity by adopting Bring Your Own Device (BYOD) policies. It’s the thinking behind BYOD, cutting out..
Field reps who deliver, merchandise, and sell fragile products have a number of unique responsibilities. From the moment product is placed in a truck until it is in the customer’s hands,..
Remote teams are becoming more and more common as conferencing and productivity technology advances. In those industries where remote work has long been the norm, this is no great revelation.
Developing the perfect retail packaging is a difficult prospect for many small food and beverage businesses. Protecting and transporting a product while maintaining an aesthetic appeal is not as..
Beverage manufacturers are always looking for new ways to grow their market share and boost beverage sales, but a recent study reveals one technique that you may have overlooked: the power of..
For small and medium sized businesses (SMBs) with field teams, breaking into an industry and gaining brand recognition can be difficult. One way to aid the process is by evaluating the..
As the holiday season approaches, retailers have a lot of planning to do. Marketing campaigns need to be thorough and expansive and stock orders have to grow to make up for the rising number of..
Imagine sorting through piles and piles of paper, trying to find a certain audit from a couple of months ago. Thirty minutes later, you’re still searching for the ever-elusive audit and you’re..
In this day and age, customer loyalty is becoming scarce. With such saturated markets, there is intense competition among brands for customers. Supply far outstrips demand, and with the increase..
For any small or medium sized business it is imperative to stay ahead of the competition by performing continuous merchandising audits. Instead of just asking reps to “check things out,” go in..
New year, new beginnings. In 2014, the most common New Year’s resolution was to lose weight. Among the top 5 resolutions were staying fit and living a healthy lifestyle. What does this mean for..
Businesses in the beverage industry tend to have larger product lines than those in other industries. According to Bevindustry.com, even the smallest distributors are expanding their product..
Wanting to get your product on the shelf and actually getting your product on the shelf are two very different things. Many entrepreneurs know this after pitching to numerous retailers and hearing..
Placing purchase orders is an integral part of a field rep’s daily duties. Because orders are a main source of revenue, they need to be executed in a thorough, correct, and efficient manner. If..
Effective territory management is a powerful tool in any industry. It allows for visibility of competitors, eliminates ineffective travel, and encourages streamlined visits with retailers. To..
When email first came on the scene as a communication technique, it was praised. The ability to send a nearly instantaneous message to a coworker was truly game changing. While the speed of..
For many business owners, nothing is worse than an out of stock incidence. Lost profits, as well as potentially lost customer loyalty, hurt a business. So what could possibly be worse than a..
It’s the middle of the week, and your field rep is in a slump. They’ve done audit after audit, and they’re exhausted from filling out paper forms and making phone calls, from checking prices and..
It’s a mantra that business leaders have heard 1,000 times before: “Companies must innovate or fail.” The incredible rate at which technology has grown within the last 20 years has shaken the..
Most consumer goods companies understand the importance of an effective sales territory management plan - it can prevent territory overlap between field reps, which causes confusion and wastes..
For Field-Based Organizations which regularly perform merchandising, marketing, selling, inspection, or servicing functions, day-to-day operations likely involve a great deal of mobile workforce..
When meeting with potential retailers in a sales meeting, it is important to anticipate what objections what they will have. This way, you can prepare in advance and know how to counter these..
Companies only hire Third Party Merchandising businesses for exceptional work. The entire business model revolves around picking up outsourced work that the vendor wants off their shoulders. Since..
BYOD, CYOD, COPE-- arguments have been made for each of these mobility strategies. How do you determine which one is best for your company? The three options cover the spectrum of options for..
When launching a product into the luxury industry, it’s not enough for it to be highly priced. Luxury customers are looking for products that symbolize abstract things like “space, time [and],..
Any manager worth his salt looks to eliminate complacency within his team. Falling into a routine and losing a sense of drive can spread like wildfire through an organization when positive results..
Luxury goods manufacturers usually put a lot of time and effort into thinking up and putting together effective merchandising displays for their products. In a market where shoppers..
For product managers in any industry, deciding on a pricing strategy can be a difficult task. There are a seemingly endless number of variables at play that can influence consumer reactions and..
Distribution Managers have a difficult job. Overseeing warehouse operations, maintaining production infrastructure and most importantly, making sure whatever needs to get from A to B, gets there.
It’s the age-old supply vs. demand issue- you want to have enough product in stock to meet consumers’ demand, but you don’t want to overstock in case you have leftover inventory. This issue often..
Time is a precious commodity for field reps and managers. Between juggling tasks and expectations of multiple parties, field reps and managers are constantly looking for ways to manage their time..
Managing employees in the field can be a tiring task. Juggling the management and monitoring of an entire team of representatives is enough to wear anyone out.
In many cases, these managers are..
Large companies with huge amounts of capital may have the luxury of modernizing their workforce alongside technological developments, but such is not always the case for small businesses and..
For small businesses and entrepreneurs, it can be hard to appease the larger retail chains who require detailed reports and constant inventory management from their suppliers. CPG companies..
Dealing with conflict is an unfortunate inevitability for any business, whether large, small, or at the startup phase. Being able to resolve disputes between employees is one of the most important..
For companies operating within the CPG industry, gathering and utilizing market data should be the staple of any long-term strategy. Understanding the consumer and the competition is easier today..
After careful consideration and a potentially large investment, you have finally decided to adopt some new software that will allow you to remain competitive in your industry.
So what’s the..
Angry or confused faces.
That’s what most team managers and business owners can expect to see when they first introduce a field representatives monitoring system. After seeing the proof that..
With the immense growth of online business in the past decade, businesses have shown a large rise in the number of employees who work remotely from home or in the field. While the number of..
For any business that works out in the field, setting up sales territories for representatives to operate within is essential. To develop a territory management system where representatives are..
Working out in the field without much supervision is not the kind of role to give to just anybody. Plenty of hiring managers will take on employees who seemed like a great fit for their position..
There are quite literally thousands of mobile device options available to consumers. Different colors, shapes and sizes are available for tablets, smartphones, and phablets, but some devices offer..
"Effective Communication is 20% what you know and 80% how you feel about what you know." -Jim Rohn
Building a sense of camaraderie and team spirit can be a difficult task for any manager, and..
That’s the sound of hundreds, or more probably, thousands of dollars that your business is throwing away every year on paper forms. For small..
There is a fine line to walk between asking for accountability from employees and breaking their trust. Employees who don’t feel that their employers trust them have lower morale and performance..
When team leaders are not with their field teams, it can be difficult to measure certain aspects of work performance. Metrics such as customer engagement and territory coverage are important to..
"Any intelligent fool can make things bigger, more complex, and more violent. It takes a touch of genius -- and a lot of courage -- to move in the opposite direction."
The beverage market can prove incredibly difficult to break into for small businesses and entrepreneurs. There exists titans of industry in nearly every major area of the beverage world from soft..
Did you know that the color pink used to be considered a masculine color? That a century ago blue was considered a very feminine color?
Understanding that external influences such as culture..
Packaging can be confusing.
There are so many variables to take into account during the design process that sometimes it can seem impossible to tackle every one of them. The good news is that..
Retail merchandising is constantly evolving in nearly every industry, where technology, changing opinions, and new sales channels influence how producers design the packages which secure and..
Merchandising is an industry that demands incredible attention to detail and an organized system of communication. While many managers have a system in place that runs smoothly, regularly checking..
Inefficient pricing is one of the greatest missteps that an emerging brand can make when crafting retail pricing strategies. It isolates consumers who would otherwise be trying your product for..
Your product is established. You’re finally finding that retailers are interested in having you on their shelves, and your product is selling like hotcakes. While everything seems great, you may..
More sales are a good thing, and having enough supply in-store to meet demand, and encourage purchasing is important to the success and growth of a product. Unfortunately, a mistake that is made..
If you've got employees working remotely, you know that being outside of the office can sometimes be restrictive or a challenge. Without a desk and desktop, field representatives don't have access..
There's a generally accepted idea that, in the days or weeks before and after the winter holidays, business slows down, so having your salespeople working sales then may not be necessary or even a..
It is one of the paradoxes inherent in Field Team management… We don't want our field teams to be just average… we want them to be better than average, but since the measure of a team is built on..
In order for any field organization to become more effective, it has to embrace the concept of transparency. Transparency drives field sales, marketing and merchandising organizations to more..
It doesn't take an Ivy League MBA to recognize that a field organization can perform better, and contribute more to the corporate goals if it can become more efficient, but what is the best way..
We've written quite a bit in recent months about Retail Execution and Workforce Management, with a focus on best practices to win at retail. Today we're going to highlight some of the common..
Field Sales and Marketing organizations can gain clear and unmistakable benefits from implementing field automation solutions. This is an undeniable fact: Filling paper forms, emailing..
It is now 'free' to take pictures of your products as they exist in retail. Every merchandiser carries a phone with a camera, and good retail merchandising tools make photo documentation super..
A strong retail merchandising company is quality-driven, agile, and efficient. Field management is especially important in promoting these qualities within the merchandising company, and field..
Creating an agile field sales solution for your retail merchandising company is a huge step towards increasing productivity in your business; if you have already completed this process-..
It's a fact of life that well-merchandised products sell better than those that are simply placed on the shelves. Field marketing managers work hard to get their products positioned prominently..
Whether you are looking for a place out of which to base your new company or choosing a new location for a regional hub, location is key. Even for retail merchandising companies that use..
Agile field sales organizations can benefit from equipping their sales reps with mobile technology. As mobile capabilities expand, the agile field rep becomes more powerful, gaining from increased..
We have already identified some best practices for social media marketing, and now that your merchandising company has established itself in the world of social media it is time to turn this..
So your merchandising company has a strong team of reps with an agile sales strategy, now it is time to take the next step in growing your business by putting together a crucial piece of your..
With hundreds of millions of people online using social media, social media sites have quickly become a convenient resource for reaching out to potential customers quicker and easier than ever..
"Road Warriors" are always at the leading edge of technology, looking for ways to get things done with smaller, lighter, faster mobile solutions. They were the first Palm Pilot users, the first to..
Nancy Nardin of Smart Selling Tools recounts the technological changes that have revolutionized how we sell and business as we know it in The Evolution of Sales Tools and the Efficiency Paradox...
In the Mad Men universe, Don Draper is widely recognized as an aggressive, uncompromising, and risk-taking ad man. His pitches to prospective clients often end in him outlining in exquisite detail..