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 nationwide. They equipped their education and merchandising team with Repsly. After just a few weeks equipped with the Repsly app, the team is now 800% more efficient. They’ve replaced manual write-ups with easy-to-use reports that include before and after photos of every gondola. Now, Milk Makeup can see how their products are merchandised at every store in real time. The best part? With Repsly they spend just 30 minutes pulling that data together every week. Before that, it took them up to 4 hours of combing through messy email threads to build every report. What would you do with a few extra hours every week? Hang tight, we’ll walk you through how they went from sloppy to streamlined in less than a month:
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 and turn curious consumers into loyal sippers. Although field events come in many forms, all of them end with putting a new group of customers in direct contact with their next favorite craft beer. We compiled the top five up-and-coming field events you can use to grow your brewery faster.
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 realize what they are doing wrong and how to improve. If sales are lagging or your reps are falling short of their duties, it can often be difficult to identify exactly what the source of the problem is. In order to identify your problem areas, we’ve listed out four common mistakes territory managers make, and what you can do to improve your territory management strategy.
By nature, great field sales reps are independent thinkers who are driven by an almost instinctive need to compete and win. These natural sales leaders make selling part of their life, and make much of their life about selling. Experienced field sales managers know that getting the rest of the team to focus with as much enthusiasm as the top performers is one of the most challenging parts of their jobs. For the rep that is not inherently and - frankly -unnaturally focused on spending every minute hyper-efficiently executing the right sales activities, there is always temptation to rationalize taking shortcuts, sidestepping process, and postponing the more difficult tasks in favor of those that are less tedious or challenging to execute.
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 continue to grow. Out of that 5,000 only a few will achieve the success they set out to find. So how do you make sure that your brand can stay afloat among all of this competition? Our best advice: look to the experts. We checked out three fast growing, innovative breweries who have some serious insight on what it takes to make it in the industry. Read on to discover what they are doing to get ahead of the game.
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 product’s worth to the retailer in order to keep your product in their store. As daunting as it might sound, a category review doesn’t have to feel like a trip to the principal’s office. The smartest brands use their reviews to actually improve their position in the store. You’ve worked hard since your last formal chat with the retailer, and this is your chance to show off, prove your worth, and grab more real estate in the store. As you head into your category review, there’s one tool that’ll make your brand’s growth impossible to ignore: a data story.
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 entry and ridiculous amount of competition, going from bathtub to brewhouse is a stressful, high-stakes gamble. If you've been successful in carving out a niche in the market, cultivating a fan base, and (of course) brewing great beer -- you probably knew all that going in, and you're lucky to have those days behind you. Unfortunately, your job is far from over. As the market matures, the heaviest (and most important) competition comes when it's time to scale up. The beer market has proven it can handle thousands of new entrants, but to survive your brewery has to outpace its peers and "grow up" into a sustainable business that's proven it can take advantage of growth opportunities. That's a lot harder than just brewing great beer.
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 category leader, we hear one question over and over: “How do I get our products more real estate in the store?”
It’s no secret that stockouts hurt sales. A sizeable 37% of shoppers report buying from a competitor if their first-choice brand is out of stock, whereas 9% will buy nothing at all. To remedy this problem, sales managers can use the MAAR method.
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 transformation - powered by changing consumer tastes, cost pressures, and the growth of online channels, plus the resurgence of both retailers (and restaurants) that strive to offer greater convenience and healthier options.