Challenge.
- Ensure coverage of a targeted SM + HM fleet
- Consolidate DN and increase visibility to maximise turnover
- Get new products listed and deployed
Solutions
- Establishment of a permanent dedicated sales team
- Setting up seasonal commandos to support the J&J internal sales force
- Deployment of merchandise for peak periods or new product releases - combat merchandising
- Animations on the sales floor
Means used
- 10 area managers retained over 5 years
- Supervision and training of participants: Area Managers, Promoters, Merchandisers, Animators
- Monitoring of commercial performance
- Data sharing with retailers
