ASICS has asked CPM to help roll out their Sell Out Staff program. ASICS wants the service to various stores such as; Intersport, Perry Sport & Daka Sports. It’s all about increased sales.
Our Solution
In the Benelux 25 SA’s are working every shopping night & Saturday (12 hours in total) in store to increase the sales as they are an ASICS specialist in store.
Maximizing sales through an efficient, flexible and trustworthy solution that creates great store experience.
Key focus area’s:
Recruit, retain the best and most talented people in the market with s sports background
Face to face coaching to drive increased sales performance
EAssociate rewards linked to performance
Making sure sell-out is optimised by having focus on stock level and display opportunities
Super associates with deep brand Knowledge
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:
Achieving international sales targets (+ 40% uplift per door)
The existing store staff's knowledge of ASICS is increasing
Merchandising, POS Merchandising, Sales, Field Sales
The challenge
CPM Netherlands is a PepsiCo partner since the beginning of October 2018 and is responsible for the field services in Retail en Away from home. CPM provided two teams with a total number of 23 Sales Representatives. The business is split in to two areas: Fixed and Flex. On a dedicated base, our Fixed team lays there focus on perfect shelving and increasing sales through the deployment of local promotions. With our CPM Flex team we give PepsiCo access to extra capacity in a high flexible way.
Our Solution
We changed the current recruitment process of PepsiCo. With a pro-active approach in which we start recruiting new talent before vacancy's appear, we have been able to fill vacancies quickly. We introduced speed dates as a new effective way to interview candidates.
We have set-up a solid back office support team that provides al necessary support to the people in the field (For example; HR activities and Fleet management) and who are also responsible for the client service to PepsiCo.
We initiated multiple innovative efficiency initiatives in order to create savings for PepsiCo in time and money.
Results
Always enough capacity and working with the best people
A transparent, efficient and fun recruitment process
Happy people in the field because they are enabled with the right tools to do their work
Delivering efficiency's and savings. Increasing the ROI.
CPM Ireland provide a dedicated, full-time field sales team across Ireland for Microsoft
The challenge
CPM provide a full time field sales 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.
Customer acquisition for eir business providing fixed line, mobile, Broadband and Wi-Fi to SMB customers.
CPM’s inside sales team support new customer acquisition through the provision of Sales Management, Digital Executives and Lead Generation Executives.
CPM also provides account management services for a portion of high value SMB customers.
Our Solution
CPM provide an outsourced telephone account management team of 10 full time permanent sales professionals dedicated to Inside Sales for eir.
CPM manage all recruitment, HR, staff management and performance of these staff on behalf of our client in the eir SMB business channel.
Results
Digital Executives increased Sales volumes by 200% compared to previous outsourced partner.
Lead Generators cost 57% of a Field sales resource and have improved the channels sales performance by 12% by having quality appointments set for the field teams.
Each Telephone Account Managers proactively manages a base of 400 SMB accounts along with dealing with inbound care queries and upsells to both groups of customers.
CPM Ireland delivers Direct Sales for eir in the Consumer Market
The challenge
eir and CPM’s consumer sales relationship has existed for over 16 years. CPM currently recruit, train, and manage over 80 full time field sales representatives nationwide in a tough sales and regulatory environment. We also provide excellent operational support in terms of HR, order processing, complaint handling, data management and customer Insight. CPM regularly utilise venue and event marketing to increase eir sales opportunities on a campaign basis.
Our Solution
The CPM/eir consumer sales team provides a flexible and dynamic channel to market consisting of 1 Client Service Manager, 1 National Sales Manager, 6 Regional Sales Managers and 80 Field Sales Representatives. Activity covers all 26 counties and a lead base of over half a million potential customers in every city, town and village in Ireland.
eir Consumer Markets & CPM Management teams work in partnership to develop strategies and action plans that deliver business objectives.
Results
2,080 calls (per day)
900 customer contacts
100 sales closed and processed on site
Average 2.4 products sold per customer
Detailed tactical information collected from every sale
Daily product and customer insight provided to client from 6 regional hubs
CPM Barcelona manage Telephone Account Management for one of the market leading IT companies
The challenge
We are the Scale Software Alliances Team part of the Software and Services Group at one of the biggest IT companies worldwide.
Our role is to provide software and solution development companies with the resources necessary to help them in the development endeavours resulting in revenue generation for both parties.Telephone Account Managers have to be technically, sales and marketing savvy – able to switch from advising on optimum development code to negotiating partner benefits for their accounts.
Our Solution
CPM provides a team of 20 multi-lingual Enabling Managers providing telephone, email and face-to-face Account Management & Inside Sales service to software development companies.
We do this by
Providing the accounts with the technical disclosures and engineering resources to define, build, test and deploy their software solutions for the Architecture and Hardware Platforms.
Guiding the accounts through the testing of their software and solutions at various stages of development.
Ensuring access to sourced marketing benefits, such as promotions, white papers, webinars, events participation.
Results
We are part of a global team for spanning 5 GEO areas. Since the team is based in Barcelona we constantly delivered at or above expectations on goals, demonstrating a quick adaptability to a challenging business environment. In FY 2016 the EMEA team exited the year with a performance at over 300% of the cumulated goals.
CPM Germany increasing brand awareness and raising demand within the independent automotive workshop sector
Federal-Mogul is a global automotive supplier with two independent business parts. Federal-Mogul Motorparts delivers a huge product portfolio with more than 20 worldwide known brands to the global automotive aftermarket. Furthermore the company supplies the producers concerning the OEM division with products like brake linings, chassis parts and wipers.
- Collecting and checking data of independent automotive workshops (target group)
- Generation of Insights based on the needs of the target group
- Sensitization of independent automotive workshops for existing OEM-Status
- Presentation of FM4ME-program within the target group
- Registration of workshops to FM-CAMPUS
- Recruiting experienced sales reps with automotive experience
- First contact to workshops is initiated through our International Contact Centre in Barcelona
- Client visits and interviews about current market situation based on questionnaire with approximately 50 questions on parts usage, current wholesaler etc.
- Participating in wholesale fairs with Federal Mogul sales team
- Registering Leads & Cases and immediate delivery to Federal Mogul
- Weekly supervision through team leader incl. progress reviews and handling of individual cases
- Digital daily reporting via Retail Motus
50% initial visit success rate in regard to 100% questionnaire completion!
- Total numbers of independent automotive workshops: approximately 5.700
We provide professional and highly motivated Sales Promotions teams for Manor stores who promote the Manor credit card and try to win new cardholders. We have built a strong sales promotion team who are able to reach client’s targets. The selection of the promoters is a crucial part in this promotion as the requirements are very specific and targets are high. After an in-depth training, sales promoters are informing customers inside the Manor Stores about the benefits of the Manor-Card and are convincing them to sign the application form right at their booth. With very detailed and regular reporting, as well as follow-up training, we ensure that our team are in-line with the targets of our client
CPM Switzerland run a 2,500+ days in-store sales promotion to drive sales
The challenge
CPM Switzerland AG runs a 2,500+ days in-store sales promotions mainly in the ERT (Electronic Retail Trade) on behalf of Nestlé Suisse S.A. in Switzerland. We have been representing this brand since 2012 in order to raise brand awareness, promote and increase sales for the “Nescafé Dolce Gusto” system.
Our Solution
CPM Switzerland recruits a dedicated team of Sales Promoters who are highly experienced in sales. Teams are highly trained and motivated through sales training programmes and regular coaching by a dedicated field sales coach and the CPM project management team.
We supply monthly reporting and quarterly management summaries as per the client request. Merchandising and logistics are managed by CPM in cooperation with an external logistics specialist.
A dedicated CPM Field Sales Coach provides coaching, stores visits and general support to the sales promotor teams, helps to identify and measure key areas of improvement.
Results
Strong augmentation of the sales figures for tea machines and tea capsules.
Increase in market share.
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