Category Archives: Sales


Case Studies
Innocent

Merchandising, POS Merchandising, Sales, Field Sales
The challenge

Innocent contacted CPM in order to help them to disrupt the smoothie market by the use of our field sales and marketing expertise. Starting a test in 2015 visiting 60 franchise Albert Heijn supermarkets we quickly build a success story. Now our POS merchandising team consists of 4 junior representatives, part-time field coach and 1 account executive supporting the team from the inside organisation.

Our Solution

After advising Innocent how to approach the market and testing we knew exactly what success would look like. We created a path and plan winning at other supermarket retails and now visit the top 5 formulas in the Netherland. We build trust and secure distribution, create more brand visibility by e.g. placing POS materials and on occasion coolers to support promotions or second placement at high traffic locations in-store. By incentivising the retailers it helps to build more trust, fun and support whilst we’re not visiting the stores. The team are still breaking sales records every day and the success of Innocent in retail supermarkets is a result of optimising the shelf space and ensuring the product is fully visible in-store.

Results

With our contribution to their sales strategy, Innocent has reached the highest market share they have ever had and keep breaking sales records weekly.

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Heineken Netherlands

Field Sales Force Support to Drive Sales

The challenge

Heineken appointed CPM to help and support their Field Sales Force Team with a dedicated and flexible solution to ensure shelf availability, maximise brand visibility and drive sales with outstanding merchandising executions in the Dutch supermarkets.

Our Solution

CPM recruit and retain sales merchandisers for Heineken for more than a decade already.
By working closely together, not only selecting the right people and profiles for the job, but coaching and training them together ensures that the 2 teams are operating and feel “one green team”. Retailers experience one team seamless collaboration and outstanding performance. With a team of approx. 27 Sales Merchandisers each Heineken Sales Representative has the availability of ± 1,5 FTE Sales Merchandisers creating first class in-store merchandising execution on demand.
Merchandising for Heineken can be building up promotional displays and/or POS materials placement, as well as cooler and shelf optimisation and in-store theaters that increase product availability and drive sales. Together with detailed store reporting we deliver our insight-influence-sales brand promise on-going and for over a decade.

Results

We are proud to be the Heineken Sales Merchandiser supplier and have developed and brought many young talented people into the Heineken organisation. Most starting as Sales Merchandiser and being a Sales Ambassadors for the retail sector and supermarket , some of which still work inside the Heineken organisation in senior roles or having a great jobs at A-brands in the market. The real recognition comes from the Retailers, being together awarded for “The best Grocery Field Force Team” for years in a row.

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Case Studies
Heineken

Sales, Sales Force, Merchandising, POS Merchandising
The challenge

Heineken asked CPM to help and support their Field Sales Force with a dedicated and flexible solution to ensure shelf availability, maximise brand visibility and drive sales with outstanding merchandising executions in the Dutch supermarkets.

Our Solution

CPM recruit and retain sales merchandisers for Heineken for more than a decade already.
By working closely together, not only selecting the right people and profiles for the job, but coaching and training them together ensures that the 2 teams are operating and feel “one green team”. Retailers experience one team seamless collaboration and outstanding performance. With a team of approx. 27 Sales Merchandisers each Heineken Sales Representative has the availability of ± 1,5 FTE Sales Merchandisers creating first class in-store merchandising execution on demand.
Merchandising for Heineken can be building up promotional displays and/or POS materials placement, as well as cooler and shelf optimisation and in-store theaters that increase product availability and drive sales. Together with detailed store reporting we deliver our insight-influence-sales brand promise on-going and for over a decade.

Results

We are proud to be the Heineken Sales Merchandiser supplier and have developed and brought many young talented people into the Heineken organisation. Most starting as Sales Merchandiser and being a Sales Ambassadors for the retail sector and supermarket , some of which still work inside the Heineken organisation in senior roles or having a great jobs at A-brands in the market. The real recognition comes from the Retailers, being together awarded for “The best Grocery Field Force Team” for years in a row.

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Bridgestone

Sales, Tactical Sales Force
The challenge

Bridgestone's Sales Manager contacted CPM in order to promote their new incentive programme, called AREA Bridgestone in the Netherlands. The goal was to get companies interested in joining the incentive programme. The tactical sales representatives visited the top 400 independent car dealers to promote and explain the programme supported by the distributor Inter-Sprint.

Our Solution

Setting a visit strategy and sharing ideas on how to approach this in the best way, we recruited, trained and developed a field team of 4 sales representatives. The responsibilities of the team where promoting the programme, provide education on the plan and how to use the programme, sell-in the programme and support on location the visibility of the programme using POS materials especially designed for the programme.

Results

Thanks to the outstanding enthusiasm and performance of the field team we realised an overwhelming result (ix 256) vs. the initial expectation of 25% that would likely participate.

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Lucozade Ribena Suntory

Sales, Field Sales, Merchandising, POS Merchandising
The challenge

CPM were asked to provide a solution to cover 738 retail outlets in Northern Ireland with sales and merchandising services. This coverage was to be achieved at the most efficient resource cost possible.

Our Solution

On analysing the market and the call-file, CPM proposed a solution that would provide a more targeted and impactful service, whilst only utilizing 50% of the previous resource levels. CPM recruited a field sales team comprising a Sales Manager, 3 Direct Sales Reps and 6 Indirect Sales Reps.

The top 20% of stores are called on weekly with the next 50% called upon fortnightly, the remaining monthly. Key accounts are as follows:

  • Musgrave Retail (Supervalu/Centra/Mace) & Wholesale
  • Henderson's (Spar, Eurospar & Vivo)
  • NISA & Costcutter, Dunnes & Independents

Results

During 2013, we increased share of space by 2% (an improvement of 10%).
For 2013 sales revenue increased by 6% despite a reduction in resources of almost 50% and a declining overall market.

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Case Studies
Lenovo

Sales, Sales Acadamy
The challenge

We partnered with Lenovo India to deliver engaging, memorable training to increase product knowledge and sales of Lenovo computing products. We engaged with the PAN India internal sales, retail, channel & distribution teams with the help of 13 members from the Sales Academy Training Team - Master Trainer, Route Trainers and the coordinator.
We measured our success through knowledge gain, level of engagement and sales figures.

Our Solution
  • We analysed the current situation and identified a strong requirement of need based selling.
  • Created contents customised as per customer profiling.
  • Training consisted of both product training and selling skills.
  • Post training score & training feedback helped to fill the gap and make necessary changes either in the content or in the delivery style.

Results

Received feedback from Lenovo Senior Management & Sales Team that the quality of the promoter pitch has improved.

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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.

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Case Studies
BMW Events 2016 & 2017

Consumer Activation, Events and Promotions, Sales, Telesales
The challenge

CPM manages the audience acquisition ,the on ground registration and feedback management for the BMW Experience Tour, BMW Golf Cup International, M-Performance Training, Auto Expo, Bridal Fashion Weeks, India Art Fair and Product Launches. These are 18 city tours with each city spanning for 3 to 4 days. The success of the events is when the right segment of BMW buyers attend the Event and experience BMW cars. Some Events are to showcase product capabilities and features and some are for loyalty and brand building.

Our Solution
  • CPM supports the activity through their telesales team in the call centre in New Delhi to acquire prospective customer .
  • The invite process is managed by CPM including physical and e Invites.
  • Registration Desk, Data management, customer profiling on the ground during the event is also managed by CPM.

Results

  • 19 Events , 6850 Attendees & 2022 Enquires in 2017 as on 31st March.
  • 63 Events, 17117 Attendees & 5391 Enquires in 2016

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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

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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.

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