Category Archives: Consumer Electronics

Case Studies

Now TV

CPM Ireland provide a full time field sales team for Now TV

The challenge

CPM provide a full time field team across Ireland for NOW TV in leading Electrical retailers. The full-time field team drive in store sales by training staff and ensuring stores are merchandised with stock and the latest POS.

CPM also provide additional tactical staff for larger or ad-hoc campaign activations.

Our Solution
  • Team in place since launch, extensively trained and deployed across top Irish retailers representing NOW TV.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to support NOW TV strategy.
  • A flexible merchandising team nationwide when required.

Results

  • All stores supported via a monthly call file.
  • Leading nationwide grocery retailer merchandised for a promotional launch.
  • Key retail stores staffed with tactical blitz staff on weekends throughout June ‘17 to support NOW TV launch.

Case studies

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Case Studies
Bosch

Sales, Field Sales, Sales promotion, Consumer Activation, Sales Demonstration, Brand Activation
The challenge

CPM Switzerland manages a fixed team of 80 field sales staff for 3’250 days p.a. of in-store sales demonstrations and sales consulting in DYI outlets all over the country.
CPM recruits and hires the field sales team, which is part-time and fixed employment per POS (40+). The sales results are reported weekly. Further to this, CPM also manages a tactical sales demonstration promotion for power tools and garden tools (seasonal) in additional POS with a flexible but trained team.

Our Solution
  • Shop-in-shop solutions/stands in all Swiss DYI outlets
  • All shop-in-shop staffed with CPM-/Bosch- Sales Experts
  • Product and brand activation
  • Build strong relationship with consumers
  • Product demonstration outlining product superiority via knowlegde and competence

Results

The project has grown from a single POS pilot in Switzerland to an international concept. In Switzerland the number of POS’ is still expanding:
end of 2013: 40+ POS
end of 2014: 45 POS
end of 2015: 49 POS
end of 2016: 53 POS

Case studies

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Case Studies
Samsung

Sales, Field Sales
The challenge

We have been working for Samsung in the Netherlands since 2017, where we deliver a field force team of 32FTE on a yearly basis. Our field team visits a variety of retailers within the CE channel but also operator stores/call centres, such as Media-Market, Coolblue, KPN, etc.

Our Solution

The team consists of primarily field account managers, with the addition of manager roles, training managers and account managers. They are all supporting Samsung in having optimized stock levels, excellent execution within retail stores and brand love/awareness. The main goal is to recruit and retain high potentials in order for Samsung to have a steady poule of people who can grow into their organisation. CPM provides not only the right profiles, but also the coaching of the individuals supported by a 2 year training academy to further develop their potential.

Key focus area’s:

  • Recruit, retain the best and most talented people in the market
  • Training of retail store staff to increase recommendation rate and sell-out
  • Ensuring that Samsung shop in shops are up to par with the latest demo models, content and POS materials
  • Making sure sell-out is optimised by having focus on stock level and display opportunities
  • Reporting of daily activities and providing Samsung insight on a retailer/sku level

Results

A highly motivated and results driven field sales team due to increased focus on Field Coaching and Learning & Development (training program), delivering the following results:

  • Low churn rate
  • Inhouse shares up to 50%
  • Successful implementation of new product launches.
  • Excellent execution within 90% of all retailer stores

Case studies

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Case Studies

Microsoft

CPM provide a dedicated, full-time field sales team across Ireland for Microsoft

The challenge

CPM provide a full time field team across the Island of Ireland for Office, Surface & Windows in Harvey Norman, PC World, Independent Retailers and xBox in Smyths & Gamestop.
CPM also provide a Digital resource, a SME Business Development resource and a Breadth account Manager for Microsoft.

Our Solution
  • Team in place for 10 years, extensively trained and deployed across top Irish retailers representing Microsoft
  • The team are tasked with delivering across the key pillars of retail execution in all Microsoft product categories.
  • Priority focus -attach, product sales & delivering messaging on the Modern PC.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to drive Microsoft strategy.

Results

All KPI’s achieved in FY16.
2,300 calls completed, 2,369 RP Training Impressions, 137% achieved on Expertzone.

Case studies

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Case Studies
Bosch

Auditing, Mystery Shopping
The challenge

CPM was tasked to visit 25 stores displaying Bosch products in the food prep, floor care and garment care categories over a period of 3 months to capture data that would assist in measuring ROI on POS development and installation.

Our Solution
  • Store activities during each visit: Point of sale display audit and issue rectification / escalation to Client for display units and merchandising
  • Rectify all low level merchandising / display issues in store and escalate all others to Client

Results

  • Built relationships with store managers and promoters to ensure brand visibility and increase sales volume.
  • Using a standardized scoring system that is aligned with Singapore, Bosch is able to create a benchmark for POSM excellence in the region and continuously improve consistency across all retail outlets.

Case studies

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Case Studies
Bosch

Auditing, Mystery Shopping
The challenge

CPM mystery shopped 100 promoters on-field and evaluated their overall performance before the peak holiday shopping season so as to identify and correct any performance gaps.

Our Solution
  • Developed a comprehensive mystery shopping questionnaire that focused on key areas: personality and attitude, product knowledge, selling skills and merchandising capabilities
  • Each promoter was visited and scored with specific inputs on their strengths and weaknesses

Results

  • Using a standardized scoring system that is aligned with Singapore, Bosch is able to create a benchmark for best promoter and identify training requirements for the field team
  • Refreshed knowledge and skills before the high season resulted in a more energized team of sales promoters

Case studies

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