Retail execution is often overlooked in B2B sales strategies, or at least not given the importance it deserves. But the sales process shouldn’t end as soon as your products are delivered to the retailer. Your retail execution must be a vital part of your sales strategy, but if not carried out correctly it can be a very challenging task. It requires real-time feedback from your retail customers, and speedy communication with your field sales staff. To ensure it is carried out efficiently you will need good retail execution software.
What is retail execution software?
Retail execution software is a solution used to streamline and optimize sales activities such as merchandising, improving compliance, in-store marketing programs, fulfillment, gathering competitive intelligence, planograms and more.
What are the retail execution challenges B2B sellers face?
There seem to be many reasons for this. Perhaps there was a lack of communication between the wholesaler and retailers, the wholesaler doesn’t have the ability to check what their product looks like on the shelf, the sales rep can’t report back efficiently and in real-time and more.
How can retail execution software prevent this situation and improve your shelf presence?
1. Retail execution software can be your eyes and ears in the field
The aim of the game in retail is to draw attention to your product rather than your competitors. You want your product in the best position - either at eye level, or perhaps at the checkout for an impulse buy. Your company will have worked hard to confirm your shelf position, so you don’t want to let all that hard work go to waste.
But if you’re not out in the field, how can you be sure your product is where you agreed it would be?
With the agreed compliance information available on their device and at their fingertips, sales reps can easily see what was originally agreed without checking back with you or the office.
2. Easily communicate new in-store promotions to your field sales staff
Part of the strategy of in-store selling is using promotions to drive sales. Examples include promotional pricing, point-of-purchase displays and loyalty programs. But for these to be truly effective they need to be clearly communicated to all your sales reps at the same time.
Retail execution software allows you to share information about the latest promotions quickly and easily with all your sales teams simultaneously. They can then access the relevant promotion information immediately for each retail customer they are visiting. But retail execution software means you can communicate the latest promotions with all your sales reps quickly and easily. They can then share these guidelines with your retailers.
3. You can ensure your retailers always have sufficient stock on the shelves
You want to make sure your best-selling items never run out in-store. This was not always possible in the past as retailers may not have made orders in a timely manner, meaning dead shelf space.
Your sales reps now have the tools to monitor inventory levels and take new orders knowing lead times for when your products are due to arrive.
Improving your shelf presence has never been so easy with retail execution software.