Mercuri International helped a client in the retail industry to improve the management of the customer portfolio and to improve the measurement of the impact of gains or losses of customers.
The challenge
Drive growth in a mature market by enhancing point-of-sale strategies and positioning convenience stores as key growth drivers. Improve sales efficiency by optimizing the activities of 80 sales representatives for maximum impact.
“We have very aggressive competitors who make major investments at the POS, and there is a systematic overbidding on commercial terms.”
Company’s sales director
The solution
A partnership since 2008 on each of the company’s strategic subjects related to sales. There have been three key programs that have significantly contributed to achieving the goals on each of the challenges.
“Very professional consultants, accurate diagnosis, appropriate and adaptable methods , that really created results”
The outcome
- A general improvement related to: number of sales visits and conversion ratio
- Better seasonal forecasting
- Better management of customer portfolio
Conclusion
Effective sales strategies drive real results. Discover how other companies are boosting performance and achieving success!
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