Unlock the value ofIn-StoreExecutionExcellence

Cloud Based Execution, Data Capture, and Analytics Tools

is a Field Sales &

Service platform

that turns our

clients’ Visions into

Retail Reality.

Let’s walk through an example of improving on-shelf availability. First, let’s meet our VP. He could be a leader in a manufacturing company or a service company who represents a manufacturer…

Actionable. Real Time.

On-Shelf Availability Analytics Demo

“Ideally I’d like to:

•Increase sales by 13%

•Increase promotional uplifts by 50%

•Improve new item sales by 15%

•Help my customers reduce inventory by 15%

But my challenge? POS data isn’t fast, detailed, or accurate enough for me to fully accomplish my goals.”

I’ve hired Mark’s company to get me there…

“Ideally I’d like to:

•Increase sales by 13%

•Increase promotional uplifts by 50%

•Improve new item sales by 15%

•Help my customers reduce inventory by 15%

But my challenge? POS data isn’t fast, detailed, or accurate enough for me to fully accomplish my goals.”

I’ve hired Mark’s company to get me there…

Sam Sales-LiftManufacturer -- VP, Sales

“Ideally I’d like to:

•Become known for 100%, flawless execution, on-time, every time

•Reduce operational issues and turnover

•Increase call and rep productivity metrics

•Reduce expenses to remain competitive

But my challenge? Our business is extremely complex. I need a simple way to manage it. We just implemented ESP to give us the tools we need to succeed.”

“Ideally I’d like to:

•Become known for 100%, flawless execution, on-time, every time

•Reduce operational issues and turnover

•Increase call and rep productivity metrics

•Reduce expenses to remain competitive

But my challenge? Our business is extremely complex. I need a simple way to manage it. We just implemented ESP to give us the tools we need to succeed.”

Mark MerchCEO or VP, MSO

“Sam’s given me a project to increase his On-Shelf Availability. Here’s my plan:

•Run a sales-metrics survey to find and correct issues, gain facings, sell cases•Use ESP’s follow-up feature to ensure issues are getting resolved•Use ESP’s dashboards to find opportunities•Direct my field force at the opportunities•Work with Sam to calculate ROI based on sales we’ve procured•Use ESP’s scheduling system to keep tight controls on labor, expenses, and task completion

So let’s go to work. Here’s what we found…

“Sam’s given me a project to increase his On-Shelf Availability. Here’s my plan:

•Run a sales-metrics survey to find and correct issues, gain facings, sell cases•Use ESP’s follow-up feature to ensure issues are getting resolved•Use ESP’s dashboards to find opportunities•Direct my field force at the opportunities•Work with Sam to calculate ROI based on sales we’ve procured•Use ESP’s scheduling system to keep tight controls on labor, expenses, and task completion

So let’s go to work. Here’s what we found…

Mark MerchCEO or VP, MSO

First, let’s take a look at the one of the dashboards use…First, let’s take a look at the one of the dashboards use…

Mark MerchCEO or VP, MSO

Ok. We’re a month into service and here’s our data.

Sam and I have identified Ahold & Safeway as huge opportunities. From studying this chart, we see that they are our #1 OOS & Void opportunities, yet we are already gaining facings in both and selling more cases in Ahold.

Just so I have a frame of reference I want to take a quick look at Safeway by product.

I set my filters and apply.

Hmmm. We’re gaining a lot of facings on Brown Free.

I’ll drill in.

As I suspected I’ve got a major out of stock issue with Brown Free. But I’m selling tons of cases and gaining facings.

Ok. Let’s jump over to Ahold.

I drill down into Ahold to see what’s going on.

OK, I see Stop & Shop is the problem.

It’s not tags or signs as Stop & Shop is high 90% compliance.

Drilling down further, I can see the main problem is Boston.

Drilling down even further, I can see the problem is fairly evenly distributed across territories.

I will email the territory manager once I have more details.

On a hunch, I hop over to the visit analysis board to take a look at how much time we’re spending in Ahold.

Whoa. Safeway?

Clearly, there’s a problem. Despite tons more visits & hours in Safeway, it’s highest in Voids and 3rd in OOS.

Two insights:

•Get Safeway service in line with average results per call•Transfer some budget from Safeway to Ahold

On that note, let’s take a look at OOS by branch overall.

Yep, Boston is a major problem as is Arizona. I quickly confirm that is the Safeway issue.

Now I’m even more confident in my actions.

How about voids?

Hmmm… a quick drill down there confirms my suspicion that there’s a huge Safeway opportunity there as well.

A quick check of facings tells me there’s nothing jumping out at me.

I’ll save that for another day.

I want to grab some photos for my emails to my managers. I set the filters as I like, page through FB like photos, and export the ones I want. I might also take a quick look at a map…

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“Results so far?

•Sales are increasing via better OSA in Ahold and Safeway

•Promotional uplifts are improving

•Speed to shelf on cut-in’s is dramatically better

•My customers are able to reduce some inventory.

And my challenge? Gone. I get data all day long… even email alerts about critical issues.

“Results so far?

•Sales are increasing via better OSA in Ahold and Safeway

•Promotional uplifts are improving

•Speed to shelf on cut-in’s is dramatically better

•My customers are able to reduce some inventory.

And my challenge? Gone. I get data all day long… even email alerts about critical issues.

Sam Sales-LiftManufacturer -- VP, Sales

All dashboards updated as soon as rep’s submit their work.

“Ideally I’d like to:

•Have the system keep me on the most important visit, doing the most important tasks

•Have all the multimedia project , sell sheets, volume & distribution information -- and collateral on my device

•Be alerted of things I’m in danger of missing

•Be confident that my work is saved

But my challenge? Chaos in the field. Despite excellent intentions, there’s so much going on… things often fall through the cracks.

“Ideally I’d like to:

•Have the system keep me on the most important visit, doing the most important tasks

•Have all the multimedia project , sell sheets, volume & distribution information -- and collateral on my device

•Be alerted of things I’m in danger of missing

•Be confident that my work is saved

But my challenge? Chaos in the field. Despite excellent intentions, there’s so much going on… things often fall through the cracks.

Frankie FieldField Sales & Service

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“Results so far:

•By following the schedule on my device, I’m always on the right task at the right time

•I have everything I need in terms of electronic documents to succeed all the time

•If I get backed up (say, an emergency reset) I get an email alerting me that I’m about to be late on a visit

•I can check and verify my work the moment I’m done.

And my challenge? Gone.

“Results so far:

•By following the schedule on my device, I’m always on the right task at the right time

•I have everything I need in terms of electronic documents to succeed all the time

•If I get backed up (say, an emergency reset) I get an email alerting me that I’m about to be late on a visit

•I can check and verify my work the moment I’m done.

And my challenge? Gone.

Frankie FieldField Sales & Service

“Before ESP, we didn’t really have a way to schedule and track completion of our various projects. That was a major problem.

The system we were using before didn’t a way to schedule definite people, times, days, tasks, and durations. Everybody was expected to ‘just know’ where to go and what to do.

We chose ESP for five reasons:•Powerful scheduling , completion, approval & automatic task follow-up tools•Powerful dashboard tools•Their willingness to customize the system to our needs•Predictable price point•Their thought leadership

“Before ESP, we didn’t really have a way to schedule and track completion of our various projects. That was a major problem.

The system we were using before didn’t a way to schedule definite people, times, days, tasks, and durations. Everybody was expected to ‘just know’ where to go and what to do.

We chose ESP for five reasons:•Powerful scheduling , completion, approval & automatic task follow-up tools•Powerful dashboard tools•Their willingness to customize the system to our needs•Predictable price point•Their thought leadership

Mike ManagerField Supervisor

“Ideally I’d like to:

•Consistently hit our 100% Execution Goals

•Have 100% confidence that ‘done’ is ‘done’

•Increase store-door calls by 35% without increasing salary or mileage budgets

•Have better ability to target visits and call objectives

But my challenge? I’m always in the field so I don’t have time to dig through reports. I need a tool that tells me exactly what I need to know with extremely minimal effort on my part.”

“Ideally I’d like to:

•Consistently hit our 100% Execution Goals

•Have 100% confidence that ‘done’ is ‘done’

•Increase store-door calls by 35% without increasing salary or mileage budgets

•Have better ability to target visits and call objectives

But my challenge? I’m always in the field so I don’t have time to dig through reports. I need a tool that tells me exactly what I need to know with extremely minimal effort on my part.”

Mike ManagerField Supervisor

My ESP administrator watches over this board to ensure that we don’t spend money on worthless calls.

Notice the fraudulent call in progress here.

My ESP administrator watches over this board to ensure that every task of every project gets done on time.

She can see status of all execution in real time.

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If I have any question about any schedule, task, store, or employee, I can pull this up myself, or a quick phone call to my admin can tell everything I need to know.

Store contacts and alerts help me to always talk to the right person about the right thing in the right store.

I have a store dashboard that I most often use to fill labor.

I can see everything going on, who’s working it, and closest reps to the store.

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I have an employee dashboard that I most often use to analyze a rep’s work activity. I can see everything they’ve ever done.

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Breadcrumb and visit analysis gives me complete confidence that reps are or are not actually working the stores they report.

Visit analysis helps me head off issues. I was just about to email Mark about the Safeway issue, but he beat me to it!

“Results so far:

•I’m running at 100% Execution

•When the system says it’s done, it’s done

•I’ve increased store-door visits by 33% without a budget increase

•The system automatically targets and sets objectives so I can focus on hiring and training

And my challenge? Gone. I have my life back.

“Results so far:

•I’m running at 100% Execution

•When the system says it’s done, it’s done

•I’ve increased store-door visits by 33% without a budget increase

•The system automatically targets and sets objectives so I can focus on hiring and training

And my challenge? Gone. I have my life back.

Mike ManagerField Supervisor

A couple of additional points I’d like to cover:

•It’s not enough to just report these problems, they need to get fixed.•Often times, that requires collaboration with the retailer. As Steve will tell you below, they’re too busy to remember your one SKU.•That’s why ESP provides the store manager with a list of suggestions, and the store manager can check off what he’s committing to do. He then gets an email reminding him of what he’s committed to do.•My field rep also gets those tasks automatically assigned to her next visit to follow up and make sure it gets done.

A couple of additional points I’d like to cover:

•It’s not enough to just report these problems, they need to get fixed.•Often times, that requires collaboration with the retailer. As Steve will tell you below, they’re too busy to remember your one SKU.•That’s why ESP provides the store manager with a list of suggestions, and the store manager can check off what he’s committing to do. He then gets an email reminding him of what he’s committed to do.•My field rep also gets those tasks automatically assigned to her next visit to follow up and make sure it gets done.

Mike ManagerField Supervisor

“Ideally I’d like to:

•Know who’s coming to my store and when so I can make better labor decisions

•Have vendor partners who understand execution and On-Shelf Availability

•Have execution problems brought to my attention early enough to impact my sales targets

•Be reminded of (and be followed up with on) tasks I agree with field service reps that we will execute

But my challenge? I’ve got 35 to 50 thousand SKU’s which means I have that many problems. I run 100 mph all day long every day just trying to keep up.

“Ideally I’d like to:

•Know who’s coming to my store and when so I can make better labor decisions

•Have vendor partners who understand execution and On-Shelf Availability

•Have execution problems brought to my attention early enough to impact my sales targets

•Be reminded of (and be followed up with on) tasks I agree with field service reps that we will execute

But my challenge? I’ve got 35 to 50 thousand SKU’s which means I have that many problems. I run 100 mph all day long every day just trying to keep up.

Steve StoreRetail Store Manager

“As a store manager, I love ESP:

•Because visits are scheduled, I get an email of who is coming to my store, when, and for what

•My ESP vendor partners understand execution, completion and FOLLOW-UP

•Because I can count on scheduled visits, I can count on having execution issues raised reliably

•ESP vendor partners make my job easier by reminding me of what I’ve committed to do.

But my challenge? Oh it’s still there. Just not with ESP vendor partner’s SKU’s!

“As a store manager, I love ESP:

•Because visits are scheduled, I get an email of who is coming to my store, when, and for what

•My ESP vendor partners understand execution, completion and FOLLOW-UP

•Because I can count on scheduled visits, I can count on having execution issues raised reliably

•ESP vendor partners make my job easier by reminding me of what I’ve committed to do.

But my challenge? Oh it’s still there. Just not with ESP vendor partner’s SKU’s!

Steve StoreRetail Store Manager

“I’ve leveraged my partnership with Sam to get average sales per SKU per demographic.

When we identify and correct OOS, tag & Void issues we:

•Bounce our data against Sam’s POS data to compare average OOS duration against stores we service. By applying average sales in the category against shortened OOS durations, we prove lift, and therefore ROI.•Use Sam’s POS data to determine the same numbers for voids, except we get to apply all sales for a quarter to our value.•Justify the cost of our service and provide direct ROI to same and the retailer.

“I’ve leveraged my partnership with Sam to get average sales per SKU per demographic.

When we identify and correct OOS, tag & Void issues we:

•Bounce our data against Sam’s POS data to compare average OOS duration against stores we service. By applying average sales in the category against shortened OOS durations, we prove lift, and therefore ROI.•Use Sam’s POS data to determine the same numbers for voids, except we get to apply all sales for a quarter to our value.•Justify the cost of our service and provide direct ROI to same and the retailer.

Mark MerchCEO or VP, MSO

We’ve just seen ESP from the perspective of a Sales VP, a Field Manager, and a Field Rep.

… AND That’s our Intro!

Want to learn more? Visit our academy by clicking this link or call us at 800-862-1497 to get started.

Thank You!