Category Archives: Case Studies


Case Studies
VISA

Consumer Activations, Event and Promotions
The challenge

Demonetization come up with an opportunity to push digital transactions across India. Therefore, Visa along with CPM planned to deploy the decals across major cities in India for consumer activation activity.

Our Solution

TRO manages Visa’s Operation Code blue Program . Wherein we have deployed the branding elements (Soft POSM) across 8 different cities.

POSM included:

  • Stickers, Danglers, Acrylic Stands
  • Major Cities – Delhi, Mumbai, Bangalore, Kolkata, Goa

Results

42,526 Stores covered within 8 weeks.

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Case Studies
Manor

Sales , Sales Promotion
The challenge

We provide professional and highly motivated Sales Promotions teams for Manor stores who promote the Manor credit card and try to win new cardholders. We have built a strong sales promotion team who are able to reach client’s targets. The selection of the promoters is a crucial part in this promotion as the requirements are very specific and targets are high. After an in-depth training, sales promoters are informing customers inside the Manor Stores about the benefits of the Manor-Card and are convincing them to sign the application form right at their booth. With very detailed and regular reporting, as well as follow-up training, we ensure that our team are in-line with the targets of our client

Our Solution
  • Sales Promotions team of 40 promoters
  • 342 promotional days over the whole year
  • 57 Manor stores in 57 cities all over Switzerland
  • Regular sales promoter training

Results

  • Over 4,000 new Manor Card holders
  • Average of 12 credit cards per sales promoter

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Case Studies
NESCAFÉ

CPM Switzerland run a 2,500+ days in-store sales promotion to drive sales
The challenge

CPM Switzerland AG runs a 2,500+ days in-store sales promotions mainly in the ERT (Electronic Retail Trade) on behalf of Nestlé Suisse S.A. in Switzerland. We have been representing this brand since 2012 in order to raise brand awareness, promote and increase sales for the “Nescafé Dolce Gusto” system.

Our Solution

CPM Switzerland recruits a dedicated team of Sales Promoters who are highly experienced in sales. Teams are highly trained and motivated through sales training programmes and regular coaching by a dedicated field sales coach and the CPM project management team.

We supply monthly reporting and quarterly management summaries as per the client request. Merchandising and logistics are managed by CPM in cooperation with an external logistics specialist.

A dedicated CPM Field Sales Coach provides coaching, stores visits and general support to the sales promotor teams, helps to identify and measure key areas of improvement.

Results

Strong augmentation of the sales figures for tea machines and tea capsules.
Increase in market share.

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Case Studies
P&G

Sales, Field Sales
The challenge

P&G has been a CPM Netherlands client since they bought Gillette back in 2005.
CPM serviced Gillette and P&G asked CPM in order to build and maintain distribution in-stores to recruit a dedicated field sales team. The so called (9 ) Store Development Representatives, along with 1 field coach and 1 account executive, are responsible for P&G’s portfolio merchandising in both drug stores and supermarkets in the Netherlands.

Our Solution

CPM recruited a dedicated entrepreneurial team of people to be responsible for informing stores on new initiatives, ensuring the “power SKU’s” are available and on shelf inline with headquarter or store agreement. In addition increase share of shelf where/when applicable, avoid out of stock situations and optimise second placements in store to drive sales. Using the Retail reporting module designed by Omni ISG on the Salesforce platform we report back the results and issues directly to our point of contacts in the P&G office in Rotterdam, enabling the account managers to be in the driving seat when talking to their clients.
The field coach and account executive sit in the office one day a week and join meetings with the P&G teams, they work closely together maximising the opportunities for each call cycle and bring expertise and learnings outside – in.

To streamline data we make use of innovative tools in order to keep improving the sales and merchandising process.

Results

A strong and flexible partnership has been built over the years securing all of our learning and share of information and recommendations.

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Case Studies
Vans

Merchandising, Visual Merchandising
The challenge

Since November 2016, we have been working together with VANS in the area of ​​visual merchandising throughout Europe. Visual merchandising finds its application at the POS (point of sales) – both in VANS owned shops as well as at shop-in-shop displays at large retailers or specialist stores.

Our task is to implement VANS’ European visual shop/shelf guidelines throughout Switzerland.

Our Solution
  • Dedicated Visual Merchandisers
  • Nationwide service
  • Retail: VANS Stores, Doodah

Results

  • Improved visibility of products and POS-Material
  • Shelf compliance, always according to international guidlines
  • Clarity and guidance for consumer in shop
  • Constant interaction with clients and consumers

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Case Studies
Chep

Auditing, Field Research
The challenge

CHEP is a global provider of supply chain solutions serving in more than 60 countries. CHEP offers a wide range of logistics and operational platforms and support services that are designed to increase performance and lower risk while improving environmental sustainability. CHEP’s 12,500 employees and approximately 300 million pallets and containers deliver comprehensive coverage and exceptional value, supporting more than 500,000 customer touch-points for global brands such as Procter & Gamble, Sysco and Nestlé. These products can generally be recognized by their blue colour and CHEP logo.

Our Solution

CPM provides a range of services to support CHEP with locating, auditing and recovering their assets. Field research agents ensure the location behaviour adheres to CHEP policy with the aim of improving flow in the CHEP distribution and return model.

Results

  • Improved turnaround time for returning empty pallets to CHEP
  • Real-time monitoring about pallet status/situation

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Case Studies
Bosch

Sales, Field Sales, Sales promotion, Consumer Activation, Sales Demonstration, Brand Activation
The challenge

CPM Switzerland manages a fixed team of 80 field sales staff for 3’250 days p.a. of in-store sales demonstrations and sales consulting in DYI outlets all over the country.
CPM recruits and hires the field sales team, which is part-time and fixed employment per POS (40+). The sales results are reported weekly. Further to this, CPM also manages a tactical sales demonstration promotion for power tools and garden tools (seasonal) in additional POS with a flexible but trained team.

Our Solution
  • Shop-in-shop solutions/stands in all Swiss DYI outlets
  • All shop-in-shop staffed with CPM-/Bosch- Sales Experts
  • Product and brand activation
  • Build strong relationship with consumers
  • Product demonstration outlining product superiority via knowlegde and competence

Results

The project has grown from a single POS pilot in Switzerland to an international concept. In Switzerland the number of POS’ is still expanding:
end of 2013: 40+ POS
end of 2014: 45 POS
end of 2015: 49 POS
end of 2016: 53 POS

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Case Studies
BMW Zurich Film Festival

Consumer Activation, Events and Promotions
The challenge

BMW (Schweiz) AG is a new main partner at the “ZFF” - Zurich Film Festival. CPM was delighted to be a part of this new partnership and provided events personnel to support this prestigious event. In this context, we offered a shuttle or test ride with the BMW i3 on the two ZFF weekends, not only for the stars but for all festival guests.

Our Solution
  • The event was over 6 days with 2 pick-up spots
  • We supplied 3 Hostesses/Hosts and 9 Drivers, the welcome desk and check-in

Results

  • Strengthened and Increased the brand awareness and image of the BMW i3
  • Improved the customer experience at the event

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Case Studies
Sony

Consumer Activation, Retail Activations
The challenge

Sony wanted to boost sales of their premium electronics models (camera and TV). Competition is strong in the main electronics stores with limited product knowledge with in-store retailers sales assistant. Sony wanted to ensure that highly trained sales teams were available on the shop-floor to help sell Sony products especially on high-end models.

Our Solution

We created a Brand and Retails Activation team of 90 sales promoters and 2 Field Coaches.

Responsibilities :

  • Promote and sell in the benefits of Sony’s higher end products in-store
  • Sales support
  • Support retailer events
  • Train retail teams

Alongside frequent product training by Sony we offered our promoters an extensive training programme to ensure the best sales results and a strong and committed pool of talent for Sony.

Results

Improved client relationship with a true partnership approach. Highly trained sales team who provide extensive product knowledge to both consumers and in-store sales team resulting in increased sales.

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Case Studies
Migros

Consumer Activation, Sampling
The challenge

Migros, part of the Mibelle Group approached us to provide a sampling team that could share information at a competent level on the importance of sun protection. The sampling team had to obtain permits, agree data and enlist the professional cooperation with the swimming pool owners. Regional teams were organised, alongside training, operational logistics and controlled coaching.

Our Solution
  • 10 Sampling teams / 4 sampling promoter per team - 1 Team leader
  • Sampling took place across 142 swimming pools
  • High level of flexibility within the teams according to weather forecast
  • Activity carried out in summer June – August 2016

Results

  • Over 84,000 sampling
  • 38,000 contacts
  • Increased sales

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