five steps to help your team execute with excellence at retail (greatvines beverage solutions)
DESCRIPTION
This "position paper" was the outcome of the 4th Annual GreatVines staff retreat, where we developed and refined our messaging. It helps explain what we do and why we do it, from basic CRM concepts like "know your customer" to more advanced concepts involving analytics and incentives relating to field execution. As the leading sales execution and management platform in the alcoholic beverage space, GreatVines combines decades of technology and industry expertise into a highly flexible and powerful selling tool.TRANSCRIPT
Source: Nielsen Breakthrough Innovation Project
“85% of New Products Fail In The Marketplace”
At GreatVines, we believe that the power of a brand is only as good as your ability to sell it. Whether you exist in a 2 or 3-tier distribution system, the most efficient sales team embraces a variety of strategies to build brand visibility and awareness, customer loyalty and consistent growth. Less than 1% of salespeople in our industry are capable of remembering all the actionable data about a customer, much less 100 or more “key accounts”. Tracking customer data, objectives and activities are the cornerstone of any modern sales methodology, and the beverage alcohol industry is no different. This short presentation should provide insights as to how you can empower your sales team to be more efficient.
Increase menu placements at fine
dining key accounts by 10%
3 or more POS Placements at Key
Accounts
More shelf facings than competition
and 1 or more displays
Tasting and Training Displays and POS Promotional Events
“I love single malt scotch, bourbon and
cuban cigars”
“We prefer white wine and clear
spirits”
“No displays or tastings in my
store”
● Which Key Accounts that we have visited have not purchased my brand?
● Do my Distributors have enough inventory to reach their goal?
● How has my execution in Key Accounts changed over time?
● How many activities have we executed vs goal?
● Which Key Accounts have not had a Staff Training since gaining distribution?
● Which Key Accounts have my brand on the wrong shelf?
● Which chain outlets have not ordered against an HQ Authorization?
● What % of Key Accounts are selling my brand vs my competition?
● What % of Key Accounts have my brand or competitor on a Menu?
● How many new POS placements do we need to achieve our volume goal?
● How many Key Accounts have my brand or competitor on Display?
● What is my velocity in accounts serving us By The Glass vs only Wine List?
● What is my average price vs my competition?
● What is my velocity in accounts by price point?
Recipes & Sell Sheets Promo AnnouncementsTrade Newsletters
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