Retail Sales
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R.E.D Experience
We have over 20 years’ experience facilitating interventions in retail. We find that developing the front-line ability to understand the logic behind strategic & executional decisions, enables them to take effective decision in the field. Outcomes in Retail
The trend
Most organizations are focused on developing middle management ability to implement digitalization. We recommend, that they should focus this effort on the front level sales force. Time and again, we have seen that goals are achieved faster when the executional arm of the organization develops problem solving capability. Educating the retail to use analytics and digital ordering systems becomes a big challenge. What we do We develop analytical and data-based decision-making abilityof the sales force. We create a buy-in for the convenience that digitalization offers. We enable them to influence the channel to adopt new and modern ways of procurement and selling. Multilayered Retail Experience
HUL FMCG GTM: The salesforce needed to learn how to be a business partner through process driven management rather than the earlier relationship-based selling. Changing conversations with t the distributors and taking ownership of the business growth were key mandates. The distributors were now CEOs of small company so treating them as business partner in managing growth became the need of the hour.
New product Introduction: HUL Pureit: The intervention aimed at examining the dynamics of working in consumer durable market. Negotiating with dealers to promote Pureit sales and to become knowledge experts on their brand; was the key differentiator to help the dealer take the salesforce seriously. Meeting the accelerated goal: Our intervention helped the Kwality Walls salesforce realize the importance of preparation keeping in view, the long-term business goals, before communicating with stakeholders. A key skill learned was communicating in a structured fashion to resolve difficult situations with the distributor to accelerate goals. Selling Premium Products: Kwality Walls introduces Magnum a premium brand; hence inducing a change in the methodology of execution at the retail outlet. Developing a long term vision in decision making and changing the conversations in retail was a key take away. Impulse Selling: Kwality Walls and OOH in HUL needed to learn impulse selling a sa method of expanding an already overcrowded market place. Therefore, realizing that triggering impulse buying is the only method to increase growth became a key deliverable. Also, insight selling and retail acquisition were another mandate for the intervention. Testimonials“The R.E.D team has been really good at quickly understanding the HUL ways of working & develop the content as per customer needs. The fantastic scores for the training programs received across the country are in fact the testimony of their good work. The bonding with participants & delivery of the content in an engaging manner was the hallmark of all training sessions done with them. To me R.E.D should now claim itself to be experts at Redefining Engagement & Delivery.”
Rajan Kalwit Capability Development Manager for GTM |
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Ensure measurable outcomes
Ensure measurable outcomes