Case Studies
Heineken

Sales, Sales Force, Merchandising, POS Merchandising
The challenge

Heineken asked CPM to help and support their Field Sales Force with a dedicated and flexible solution to ensure shelf availability, maximise brand visibility and drive sales with outstanding merchandising executions in the Dutch supermarkets.

Our Solution

CPM recruited and retained sales merchandisers for Heineken for more than a decade already. These merchandisers are working closely together with the Heineken representatives.
By working closely together, we ensure that the 2 teams are complement to each other and feel like “one green team”. Running the operation is about selecting the right talents from the market, training them and giving them support & coaching on the job. Retailers do experience one team with a seamless collaboration and outstanding performance. With a team of approx. 27 Sales Merchandisers each Heineken Sales Representative has the availability of ± 1,5 FTE.

The Sales Merchandisers are delivering first class in-store merchandising execution on demand and they are responsible for increasing product availability & driving sales by:

  • the presentation & optimization of the Heineken brands on the beer shelf and in the coolers;
  • creating second placements by building up promotional displays;
  • placing POS materials & instore theaters;
  • increasing product availability & drive sales 90% of all retailer stores

With our teams and our detailed store reporting system, we deliver our insight-influence-sales brand promise for over a decade now.

Results

We are proud to be the Heineken Sales Merchandiser supplier and have developed and brought many young talented people into the Heineken organisation. Most starting as Sales Merchandiser and being a Sales Ambassadors for the retail sector and supermarket , some of which still work inside the Heineken organisation in senior roles or having a great jobs at other A-brands in the market. The real recognition comes from the retailers, being together awarded for “The best Grocery Field Force Team” for years in a row.

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