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 field 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 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.
P&G has been a CPM Netherlands client since they bought Gillette back in 2005.
CPM serviced Gillette and P&G asked CPM in order to build and maintain distribution in-stores to recruit a dedicated field sales team. The so called (9 ) Store Development Representatives, along with 1 field coach and 1 account executive, are responsible for P&G’s portfolio merchandising in both drug stores and supermarkets in the Netherlands.
Our Solution
CPM recruited a dedicated entrepreneurial team of people to be responsible for informing stores on new initiatives, ensuring the “power SKU’s” are available and on shelf inline with headquarter or store agreement. In addition increase share of shelf where/when applicable, avoid out of stock situations and optimise second placements in store to drive sales. Using the Retail reporting module designed by Omni ISG on the Salesforce platform we report back the results and issues directly to our point of contacts in the P&G office in Rotterdam, enabling the account managers to be in the driving seat when talking to their clients.
The field coach and account executive sit in the office one day a week and join meetings with the P&G teams, they work closely together maximising the opportunities for each call cycle and bring expertise and learnings outside – in.
To streamline data we make use of innovative tools in order to keep improving the sales and merchandising process.
Results
A strong and flexible partnership has been built over the years securing all of our learning and share of information and recommendations.
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
Samsung contacted CPM Nederland at the end of 2016 in order to see how we could increase sales as they were working with another outsourced sales agency. With a dedicated team solution Samsung asked CPM to recruit and retain a team of dedicated Ambassadors of the brand covering all the Consumer Electronics and Telecom stores in the Netherlands. Start date 1. March 2017.
Our Solution
CPM is responsible for a Telecom and Consumer Electronics team consisting of 30 ambassadors, 2 field sales managers, 2 field sales coaches, 2 trainers, 3 SIS promoters and 3 account managers . When and where applicable we up or downscale resource.
The responsibilities of CPM:
Recruit, retain the best and most talented people in the market
Provide full Field Account Management and support
Deliver shop-in-shop employees
Learning & Development
Reporting results with recommendations
Results
A highly motivated and results driven field sales team due to increased focus on Field Coaching and Learning & Development (training programme). Successful implementation of new product launches. NPS score and Client Survey results not available yet.
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