Fast Start Field Sales ROI

Meridian’s thought leadership in the field of analysing, measuring and improving the return on field sales investments has been confirmed by a dramatic & exciting breakthrough.

Until now Meridian has used a two stage approach to measuring and improving field sales ROI: In Stage 1 we conducted a shallow dive analysis on the historic impact of past field callage using an analytical module (normally in Asda stores but the approach works in Tesco, Sainsbury or any other retailer providing EPoS data). The Second Stage would then have been to incorporate the insights into our targeting software to produce a call file of priority stores with specific suggested sales driving actions in each store.

We have now combined these two modules to produce a single web based software solution called Fast Start Field Sales ROI (not snappy, but it is descriptive!) which has the following new features:

• The analysis and targeting modules work together producing both an ROI report to show historic field sales impact and a suggested store level call and activity plan to produce an improvement
• The output is accessible via a web link into the Meridian website, with data/priority list updates as frequently as you require.

This in turn offers some exciting new benefits:

• We can reduce both the time and the cost of our service, as well as offering an immediate improvement in field sales effectiveness & ROI
• It also means that you can run the new way of working in Asda alongside your current approach in other retailers, giving two points of comparison:
  • Asda versus other retailers
• Asda ‘visited’ stores versus ‘non visited’ (control group) stores
• You can now have the best of both worlds - action and insight together - resulting in an ROI from the analysis itself!

Conclusion? We offer the ability both to review and to support the Field Sales team immediately, thus improving the ROI that you enjoy NOW!

Our view is that for most manufacturers Asda is a sensible place to start (because of the wide availability of Retail Link store level data) but we can quickly roll this approach out to other major retailers using Tesco’s TIE data, Sainsbury’s SID data or data from Waitrose’s Connect system. Equally if EPoS data is available from any other retailer (food or non food) we can adapt our systems and approach accordingly.

In this latest release of the software we have also developed some very interesting applications using store level EPoS to support customer management and to evaluate:

• Promotional payback
• POP ROI
• NPD Distribution tracking
• Trading Terms compliance and ROI
  

Just click here to download a PDF presentation, or click here to request a meeting or telephone conference with a Meridian Director.

To find out how you can benchmark your in-house or 3rd party field operations against CPG best practice click here