Toms Sales force are strengthening the stores using fact based selling.
It is vital for our sales force that shoppers meet and see our products in the right places in their path though the shop.
– With CatMan®Solution we get the facts about buying patterns and current in store sales of our products. These facts enables us to advice chains and stores about the sales potential, focusing on assortment, in store shopper flow, space and placement best, says Gitte Keller.
Gitte Keller is Business Unit Manager at Toms, Denmark’s largest manufacturer of candy and chocolate, and she is responsible for sales to COOP stores. In the winter of 2012/2013 Gitte Keller’s business unit implemented a cloud-based business intelligence solution – CatMan®Solution.
The solution makes management and sales able to analyse consumer-buying patterns based on actual POS data. The information is also used by in the on-going planning of campaigns and other activities in dialogue at banner level.
– We had good experiences with CatMan®Solution elsewhere in the organisation, including in connection with sales to Danish Supermarket. Therefore, it made sense to use the solution as far as possible in the other business units. It’s very easy to go to the sales force and give them a really good overview that enables them to move away from the traditional “sales role” and provide regular, fact-based consulting. Moreover, it should be noticed the individual stores have great benefit’s from our consulting as well, says Gitte Keller.
She also notes that CatMan Solution was also on the field of teaching in the context of a longer duration of business, as sales through at Improvement.
– Here CatMan Solution explained how we can use CatMan® Solution to plan sales efforts and store visits, and how the information can qualify dialogue with the stores. Moreover, the sales force were very excited because they could very easily see the potential for both them and our customers, says Gitte Keller
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