Category Archives: Field Sales


Case Studies
GSK

Sales, Field Sales
The challenge

CPM was set the task by GSK to call on 800 symbol stores each month, selling 3 category deals by means of transfer orders. In conjunction with the task of selling into 800 stores per month, we were also tasked with defending the Panadol brand against a cheaper aggressive competitor brand, raising the distribution of the core lines in Oral Care & selling in a newly launched nutrition brand into all stores.

Our Solution

Recruited, trained & strategically placed four nationwide sales developers in the field in a 6 week turn around.

Identify & journey planned 800 stores from the Symbol mix to best target, based on store rankings sourced from relevant Wholesalers & Symbol Groups.

Identify deals best suited for the relevant symbols. Follow up on deliveries to build impactful displays & place best POS suited to defend Brands.

Results

In a six week period, the field team sold 350 Oral care deals, 400 Panadol deals & 350 Maxi Nutrition deals, achieving 115% of volume targets for Q2. The team also placed over 560 pieces of POS in the defence of Panadol space & brand.

Case studies

Connect with us


Can we contact you in the future? Enquiry today only New products and services Marketing Newsletter News and updates Jobs

Case Studies
Pepsico

Sales, Field Sales
The challenge

PepsiCo asked CPM France to carry out anti-out-of-stocks operations to guarantee the visibility of summer products: Lipton Ice Tea, Tropicana, Alvalle, Pepsi, Lay’s and Bénénuts.
Every day each summer, people stock up on summer products at the major supermarkets along the Atlantic and Mediterranean coasts: drinks fresh products, snacks… Retailers see a steep increase in activity and find it hard to meet this seasonal demand.
To guarantee the availability and visibility of its products, PepsiCo decided to focus on coastal regions and more generally on tourist areas each summer.

Our Solution

Alongside the sales teams sent on behalf of PepsiCo all the year round, CPM France sent out seasonal sales merchandisers teams from April to the end of September 2016. In 53 sectors, mainly in coastal regions and the Paris area, the teams aimed to increase visits to shops to effectively guarantee that as little stock was sold out as possible.
By setting up this sales merchandisers team, PepsiCo sought to ensure zero stock shortages in stores with a result that was directly visible on the shelves. The promotional team made sure, on a daily basis, that PepsiCo products were clearly visible and that all fresh products respected the best-before date

Results

10 000 VISITS MADE BETWEEN APRIL AND SEPTEMBER 2016
77% OF REVENUES MADE THANKS TO ANTI-SHELF SHORTAGE CAMPAIGN AND HIGHLIGHTING PRODUCTS

Share thisShare on FacebookTweet about this on TwitterShare on LinkedIn

Case studies

Connect with us


Can we contact you in the future? Enquiry today only New products and services Marketing Newsletter News and updates Jobs

Case Studies
Coca Cola

Sales, Field Sales
The challenge

CPM Thailand operates the field merchandising of 519 outlets covering major retailers including Makro, Tesco Lotus, Big C, Tops, The Mall, Foodland and other supermarkets with a fully dedicated field merchandising team of 270 heads.

Our Solution

The team of Modern Trade specialists have clear in-store tasks matched with an allocation to time to maximise their effectiveness and ROI in every store:

  • Manage the Coca-Cola fundamentals
  • Active selling at shelf included in call time allocation
  • Stock reporting and out of stock SKUs
  • Install promotional POPs
  • Track promotions & marketing activities of competitors
  • Check daily promotional price movement per outlet
  • On-time reporting and analytics

Results

Achieved all of Thainamthip’s KPI for in-store.

Case studies

Connect with us


Can we contact you in the future? Enquiry today only New products and services Marketing Newsletter News and updates Jobs



WATCH OUR SHOWREEL
CPM JOBS
Top