Sales and sales structures within companies have changed significantly in recent years. Where in-person visits used to be the norm, digital solutions, video calls, and other approaches are now often part of the sales strategy. This is due not only to rising revenue pressure and the high level of competition in the market, but also to a shortage of qualified staff.
That’s why it makes sense to take a close look at your own sales strategies, costs, and ROI. However, costs should be reduced sustainably and with as little negative impact on revenue as possible.
Reducing Field Sales Costs – But How?
Especially for brands in grocery retail, sales costs are often a major factor. Retail structures are diverse. From the individual manager of a single store to retail chains and buying groups, sales teams face many different challenges that can’t always be addressed with a one-size-fits-all solution.
Beyond qualified sales staff training, effective route planning, and the use of CRM systems, there are other interesting approaches to reducing field sales costs.
Smart Partnerships for Greater Field Sales Efficiency:
Every visit to a customer costs money and time and reduces your company’s ROI. Whether the appointment at the store takes 5 minutes or an hour, travel and fixed costs arise from vehicles, fuel, and staff. By combining multiple brands under the umbrella of one sales partner, these costs can be reduced, since several brands and solutions can be presented during a single visit. This is also why, at EMSU, we decided to partner with sales specialist Combera starting in 2024. Combera will not only be responsible for selling our EMSU systems, but will also become our partner for managing our customers’ trade marketing campaigns. This ensures our customers get the best possible and broadest placement and secondary placement in retail. This partnership also unlocks valuable synergies that benefit our customers.
Digital Solutions for Quickly Implementing Retail Campaigns and Sales Promotions:
The product lifecycle in grocery retail has become shorter and shorter in recent years. Add to that seasonal goods and themes, which have significantly shortened campaign and promotion periods. These challenges don’t necessarily make selling brands in grocery retail any easier.
With digital solutions — like our EMSU systems and EMSU Programmatic Media — we address exactly this. Switching campaigns at the push of a button is our solution. Thanks to our digitally controllable, high-quality, and sustainable EMSU systems, brands and products aren’t just presented digitally. The integrated monitors in our systems let brands present their products in a more eye-catching, emotional, and sales-driving way. The web app and the ability to control the systems via the EMSU Portal make deploying a field sales team for POS campaigns unnecessary.
Thanks to the flexible use of the systems for multiple brands and promotions, an EMSU system is already more sustainable than cardboard after just 18 months, and saves costs in the long run.
So reducing field sales costs in grocery retail is possible. Through smart digital solutions and clever partnerships, brands and companies can cut costs and increase ROI. 2024 is the right time to get started.
