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 numbers so low? Why are some field reps able to visit 20 customers in a day, while others only visit 4? The answer may be that your territory management needs some tweaking, or it may be that your organization is lacking in accountability...
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 with..
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 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..
Competition amongst members of a remote team can have both positive and negative consequences. When team members engage in healthy competition, they are able to inspire one another to perform at..
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..
Lately there has been an avalanche of headlines online declaring that the end is nigh for retailers. Some have even dubbed the supposedly inevitable event “The Retailpocalypse”. Why then do physical..
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..
Driving your field sales team to perform at its peak requires strong field sales management. One mistake a lot of entrepreneurs make is underestimating the complexity of driving and closing business...
Political policy is complicated and not something you want to hear as soon as you roll out of bed at 5:00 am in the morning. Yet, while I’m getting ready in the morning, I often find myself playing..
