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 demonstrate the direct ROI of their trade promotions, industry professionals are beginning to understand that trade promotion management KPIs need to go further than simply counting units sold or analyzing an increase in sales.
CPG companies spend huge amounts of time and money on trade promotions, yet over 40% of companies aren’t satisfied with their ability to manage them. With so much on the line, more and more brands..
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According to the Promotion Optimization Institute's 2019 State of the Industry Report, CPG companies spend between 11% and 27+% of revenues on trade promotions. With such a large investment, there is..
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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..
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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 hunt..
This article orginally appeared on the OpenView blog.
Research shows that a face-to-face request is34 times more effectivethan one made via email. Field sales representatives understand the value..
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 cost..
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..
