How would you rank these challenges at your organisation:
- The productivity of your field teams.
- Execution and improvements at the shelf.
- Managing and using store-level data.
Odds are, at least one of these – if not all three – challenges are affecting your company’s bottom line, and your daily workload. The good news is that there is a solution out there that can address any and all of these items, and the proof is in the way brand manufacturers are doing it right now.
The experience of one beverage brand
A fast-moving beverage brand with several products sold in brick-and-mortar stores – including juices and probiotics – found itself facing these exact challenges. It had an existing field team and retail execution solution but was having a hard time getting accurate, timely data that it could use.
Plus, it needed to integrate store-level insights from multiple retailers into one actionable database, all in a way that would actually support its field teams in prioritising shelf fixes and having productive conversations with retail buyers.
Sound familiar?
What it did to improve
Dealing with limited visibility and methodologies for its field teams, the beverage brand contacted Wiser Solutions. Wiser’s Retail Execution Management platform – pairing crowdsourced store-level insights with field team management tools – was an opportunity to better analyse, maintain, and act on data.
The immediate fix was to get the Wiser app in the hands of the beverage brand’s field team. This quickly allowed the company to start:
- Tracking field team activities.
- Prioritising field team tasks by the value of the opportunity.
- Improving communication across different departments.
Practically, the company is now sending reps into stores with shelf issues that will be fixed quickly and provide the greatest sales lift. It can do that because it has a single source of truth for its store data, integrating information from multiple retailers, reps, and crowdsourced shoppers to make timely decisions.
Solved were the challenges of actionability (not having a way to analyse store-level data), prioritisation (not knowing which stores had the right balance of issues to fix and the opportunity to increase sales), and visibility (not being able to track improvements and rep activity).
What did this mean for its bottom line?
A happier field team is a nice win, to be sure, but it doesn’t mean as much for the people back at headquarters. There needs to be a clear financial incentive to continue.
For this beverage brand, the results were there. The key wins that made this a sound investment were:
- A US$2 million opportunity gap closed in one year from prioritising and fixing out-of-stock inventory.
- A 41 per cent increase in new case sales placed over the previous quarter.
- A 71.9 per cent increase in new facings placed in the first year after implementing Wiser’s Retail Execution Management solution.
What can this mean for your bottom line? Contact us at Wiser.com to find out. We’ll gladly walk through your business challenges with you to identify the right solution for your needs.
Our Retail Execution tools and crowdsourced mystery shoppers are waiting, available to all brand manufacturers in Australia, New Zealand, the US, and many more countries in the Americas and Southeast Asia.
Can you afford to wait?
