Share
x

Three incentives for effective sales in specialty stores

05/10/2018
Redazione
Staff
Categories

Our sales platform embellishes with new experiences, matured in the specialty and pharma specialty worlds.

For companies operating in the these sectors, it is paramount to start from a carefully planned trade marketing strategy, which must make the product attractive first of all to the retailer, so that he can better present it to his customer, the end-consumer. In these spheres, sales people assume a very important role: not just measured on sell-in, sell-out, product and stock rotation for the customers they follow, but they must also provide trade marketing with all the necessary information to build customised offers and promotions for the channel, on the basis of sales history (for a given period/product), corrected by potential estimates and previsions.

To be more effective in specialty stores, a sales application must feature 3 distinctive elements:

1. A carefully planned sales course: salespeople follow a sales itinerary accurately studied to present retailers/supervisors with assortment purchases aimed at a given point of sale and depending on category, sellout (foreseen or recent), geographical position or demographic customers’ features. The presence of multimedia information such as images, videos and 360° product vision, together with traditional records, produces greater attractiveness for the retailer in terms of store positioning and increase of sales volume and average receipt amount. In this way, final customers have a much greater perception of the product benefits.

2. Promotion mechanics aimed at supporting sales people: when the sales person presents the article, the application makes it possible for him to get info on the current promos for that item and for that particular customer (with logics targeting at customer typology, latest purchases and store stock), apply them and receive suggestions on possible options, bearing in mind objectives on marginality per product, order and customer in the canvas considered.

3. Support on product display management at the point of sale: the application allows users to conduct a census of the goods displayed, detect competitors’ products, collect photos and record optimization actions for shelf management in a specific store, managing returns or proposing discounts for shelf substitution/renewal and facing increase.

ATONEWS
Le persone al centro
aton-manutenzione-hardware-business-continuity-img
Hardware·Planet
Maurizio Bovo
Hardware maintenance: how to guarantee Business Continuity
01/09/2022
Learn more
People·Service Desk
Barbara Bettin
Aton’s Service Desk is not a Help Desk
27/07/2022
Learn more
Fashion · Prosperity·RFID
Tania Bertolin
The Source Experience Room: a journey in the company of RFID and NFT
13/07/2022
Learn more
Retail · Retail management
Cristiano Negri
Master Data Management: the death of silos
24/05/2022
Learn more
Energy
Giuseppe Brando
Aton’s solutions for the LPG market
17/05/2022
Learn more
Innovation-Store-Cegid-retail-img
Retail · Retail management
Alberto Canova
Cegid’s Innovation Store: the new retail challenges
11/05/2022
Learn more
CASE STUDY
Ecco alcune delle nostre esperienze
Read
gruppo-poli-banner-img

Gruppo Poli

Retail Vendite Omnichannel
Poli has combined tradition and innovation in its way of doing business with a focus on employees, customers and the local area. In Aton, it has found a…
Discover more
Read
cattel-banner-img

Cattel

Food & Consumer Goods Vendite Omnichannel
Cattel S.p.A, a leading company in Northern Italy in the distribution of food products in the Ho.Re.Ca channel has profoundly transformed the order collection by adopting the Aton .onSales B2B solution.
Discover more
Read
faster

Faster

Industrials Supply Chain Solutions
All projects, whether successful or not, have stories to tell. A difficult uphill start, a start full of hope, repeated twists and turns where the viewer is swept away by…
Discover more
Read

Moncler

Fashion Service Desk
Aton ServiceDesk is also behind the scenes in the first Boutique entirely dedicated to the Moncler Enfant collection, opened at the historic premises in Milan, Via della Spiga 7, which has been…
Discover more
Read
rana-app-merchandising-banner-img

Rana

Food & Consumer Goods Omnichannel Sales
A real-time photography of the Mass Market Retailers’ world to measure Trade Marketing activities efficacy in points of sale in Italy, France and Spain: with this target in mind, Aton,…
Discover more
Read
procaffe-banner-img

Procaffè

Food & Consumer Goods Omnichannel Sales
Managing their customers often takes up the whole of sales people’s time. Just caring about relationships with already acquired customers (also defined as nurturing) is not enough to achieve growth objectives,…
Discover more