Category: Retail Execution

As the consumer goods industry continues to face complicated challenges, it’s becoming essential for brands to shift to a digital and consolidated platform to maximize revenue growth. Salesforce Consumer Goods Cloud has released new features specifically on retail execution to help the consumer goods industry digitally transform. Exciting releases of the Consumer Goods Cloud Summer ’22 Offline App include Penny Perfect Pricing, Conditional Surveys, Asset Management, Payment Collection, Inventory & Quotas, Live Reporting, Substitution Management, Gamification, Supervisor Management, and Customer Segmentation.

Offline Penny Perfect Pricing

Consumer Goods sales reps need access to critical selling information when they are in the field or without wifi connectivity. With the new offline penny perfect pricing app, reps can execute their visit objectives and take orders anywhere with a solution that calculates the exact price based on customer-specific discounts, available promotions, and other pricing conditions. Additionally, sales reps can take orders while having a 360-degree view into potential promotion-driven orders to help them up-sell additional products. They can also execute inventory tasks for their list of products and review options to reschedule visits to retail locations and then sync their mobile device with Salesforce when back online. Salesforce penny perfect pricing allows sales reps to achieve retail execution excellence from anywhere in the world.

How Does Offline Penny Perfect Pricing Work?

Penny perfect pricing uses a pricing engine for comprehensive price calculation. The pricing engine considers customer and product pricing conditions, such as prices, discounts, and surcharges, to determine prices in various scenarios such as when recalculating delivery documents, creating an invoice for an on-demand sales order, and calculating pre-sales order or a return. Penny perfect pricing is integrated with the ERP system to provide the same pricing behavior, to reuse condition data, and to handle complete calculated documents.

Consumer Goods Cloud Consultant Leader

Over the years, we have been using our experience to help digitally transform the consumer goods industry. As our main industry focus, we are proud to be on the Consumer Goods Cloud Partner Advisory Board, in addition to being the exclusive US launch partner of the Salesforce TPM Pilot.

About Corrao Group

Since 2002, we have been helping B2B organizations of all sizes optimize their business processes with Salesforce and their third-party applications. As everyday Salesforce power users, Corrao Group understands how flexible the Salesforce platform is to support every business department. We’ve worked with nearly 1,050+ customers, implementing, customizing, and optimizing over 2,150+ Salesforce projects. If you are interest d in learning more about how Corrao Group can help your company, read our reviews on G2!

Sources:

Salesforce for Consumer Goods Expands Capabilities to Help Drive …. https://www.salesforce.com/news/stories/salesforce-consumer-goods-cloud-news/

The consumer goods and retail industry has been undergoing a massive digital transformation these last few years. Both industries have faced rapidly evolving technology, economic instability, changing consumer behaviors, and consumer demographic shifts. Add on the effects of COVID-19, and the retail and consumer goods industries have accelerated by a decade. Redefining your business model is not an easy task to deal with. Left unaddressed, these changes can destabilize and render traditional consumer goods business models. Businesses must innovate and adapt to succeed in today’s digitally accelerated world.

Dominant Consumer Goods Business Models

Deloitte University Press recently studied 97 Consumer Goods companies to analyze and find what business model delivers exceptional performance. Based on the report, Deloitte found outstanding winners in the ecosystem who focused on three dominant business models: Operational Excellence, Brand Leadership, and Customer Solutions. Each business model focuses differently on key strategies, operations, and KPIs (See Figure 1 via Deloitte). Exceptional winners clearly understand how they create and deliver value, a clear business strategy, and deliver exceptional customer solutions. They have figured out what they’re really good at and have configured their model accordingly.

There are four themes that set Exceptional Winners apart from their peers:

• • They focus on what they do best by constructing a coherent business and operating model— Deloitte calls this the Business Model Coherence Premium.

• • They drive value from one of three business model types—Operational Excellence, Product/Brand Leadership, or Customer Solutions.

• • They develop a set of essential and specific capabilities that work together as part of a self-reinforcing business model.

• • They drive greater maturity into the distinctive capabilities than their peers.

Digital Transformation With Salesforce

Innovating your business model to remain competitive in today’s market is required to stay in business. Redefining your model involves finding solutions to help your company digitally transform to unite your teams around the customer with customized solutions. Companies are starting to ask the right questions like, “Can we change processes in a way that will result in more productivity, better decision-making, and a more profitable customer experience with personalization”? Another question is, “How much faster can we do the tasks we are currently doing with the help of automation”?

Enter Salesforce. Moving your business processes onto the #1 CRM platform allows you to better connect with your internal staff, partners, customers, and potential customers from anywhere in the world. With a 360-degree view of your crucial data, you are in total control to have more connectivity and accessibility, increased collaboration, and improved efficiency.

Salesforce created Consumer Goods Cloud to help the industry digitally transform their business to accel in today’s world. A move to Salesforce Consumer Goods Cloud gives you an intelligent and strong solution to help you manage key accounts, deliver intelligent growth, optimize field execution, TPM management, and accelerate time to value across your entire organization. Learn more about how Consumer Goods Cloud is helping the industry digitally transform.

About Corrao Group

Since 2002, we have been helping B2B organizations of all sizes optimize their business processes with Salesforce and their third-party applications. As everyday Salesforce power users, Corrao Group understands how flexible the Salesforce platform is to support every business department. We’ve worked with nearly 1,050+ customers, implementing, customizing, and optimizing over 2,150+ Salesforce projects. If you are interested in learning more about how Corrao Group can help your company, read our reviews on G2!

Connect with Corrao Group
Twitter
LinkedIn

Sources

Deloitte University Press
Salesforce

To remain competitive in today’s market, consumer goods (CG) companies are rapidly adjusting to meet the B2B route to market. A recent Salesforce report found that during COVID-19, 99% of CG companies accelerated digital transformation in 2020. To stay ahead of the competition, consumer goods companies need to drastically transform their business to keep up with the ever-growing digital changes. With Salesforce’s Consumer Goods Cloud, your company can improve field execution, account planning, and channel partner relationships.

The Desired Shift to Transform Digitally

While there was already a steady rise in digital purchases online, the global health crisis sparked a digital boom. A Salesforce report found that there has been a 40% increase in new online shoppers, accelerating the need for transformation. However, the need for field reps to work with retailers hasn’t been reduced. The vast majority of CG sales are still driven by the B2B relationship between CG companies and traditional retailers. According to Salesforce, “Fast-moving consumer goods annually earn $1.01 trillion in the U.S. – and 95% of those sales come from traditional retail.” Still, CG leaders are facing issues with visibility to customer and retailers data, field representatives efficiency and productivity, shelf-management, or managing their supply chain. In the same Salesforce report, Salesforce found that $104 billion is spent annually on poor in-store execution. The right digital tools can enable Consumer Goods companies to maximize their trade planning and execution strategies. Salesforce’s Consumer Goods Cloud gives companies a 360-degree view of their customers’ and partners’ valuable data, allowing them to accelerate account and retail growth from planning to execution.

Salesforce Consumer Goods Cloud Solution

Salesforce’s Consumer Goods Cloud is a single platform that seamlessly integrates customer data from legacy systems and third-party sources. A 360-degree view of your customers’ and partners’ data helps your team improve account/retail planning, management, and execution. Deliver intelligent growth utilizing Tableau CRM for Consumer Goods to enhance your field sales performance by prioritizing visits based on intelligent recommendations. Consumer Goods Cloud also optimizes your field sales team’s route with Salesforce Maps to drive performance, reduce downtime, and enable your reps to sell more. Consumer Goods Cloud also offers you the ability to manage trade promotions with performance analytics/insights and full fund management visibility. With Consumer Goods Cloud, your company can build relationships and grow your business with the #1 retail CRM.

If you are interested in learning more about Consumer Goods Cloud, please visit our website for a FREE consultation.

About Corrao Group

Since 2002, we have been helping B2B organizations of all sizes optimize their business processes with Salesforce and their third-party applications. As everyday Salesforce power users, Corrao Group understands how flexible the Salesforce platform is to support every business department. We’ve worked with nearly 1,000 customers, implementing, customizing, and optimizing over 2,100 Salesforce projects. If you are interested in learning more about how Corrao Group can help your company, read our reviews on G2 or contact us today!

 

Sources/Photos

• • https://www.salesforce.com/content/dam/web/en_us/www/documents/industries/consumer-goods/SS-SSP-F11316_CGResearchReportRevamp_R1_v3.pdf
  • https://www.salesforce.com/content/dam/web/en_us/www/documents/reports/state-of-commerce-guide-final.pdf
  • Salesforce Photos/Characters

According to Salesforce, “U.S. consumer goods companies spend about $200 billion every year for in-store merchandising and marketing, but consumer goods leaders say that 52% of their merchandising and marketing plans aren’t executed as intended within stores, leading to more than $100 billion in annual trade spend not being optimized”. This means that companies are losing more than $100 billion annually in the money they spend to increase demand for their products.

Whether it’s sales reps visiting important accounts or field reps selling in the field, the conventional distribution model for consumer goods has always been centered on face-to-face meetings. Brands need a way for sales teams to understand how well their products are selling, what’s needed in the store, and which locations need attention from field representatives. Brands also must support field teams by providing task management tools that enable field reps to execute and audit accurately and quickly while in the field.

Consumer Goods (CG) Cloud can help consumer goods companies transform their business by providing field reps with a strong and intelligent solution that helps elevate the in-store experiences for the end consumers.

The Consumer Goods Cloud Solution

CG Cloud gives companies a single view of their customer, allowing them to accelerate growth from planning to execution. As a result, brands can provide agility on a flexible and scalable platform and achieve faster time to value. CG Cloud helps businesses modernize their route to market by offering a digital solution to better coordinate with channel partners on one single platform. Additionally, CG Cloud provides sales managers with insides and analytics to better understand their accounts, as well as empowering reps to execute in the field. Key capabilities of CG Cloud include:

• • Managing Key Accounts – Integrate all your sales planning on one platform for a full 360-degree view of your accounts, sales agreements, and more.
  • Deliver Intelligent Growth – Utilize Tableau CRM for Consumer Goods to improve field sales performance, and use Einstein Visit Recommendations to prioritize visits based on smart recommendations.
  • Optimize Field Execution – Optimize your field sales team’s routes with Salesforce maps to drive efficiency, minimize downtime, and empower your reps to sell more.
  • Accelerate Time to Value – With industry apps, data models, and integrations, you can scale your digital transformation across your entire organization.

Consumer Goods Cloud Trade Promotion Management

Consumer Goods companies have been starting to transform a critical aspect of their business, Trade Promotion Management (TPM). In today’s competitive market, brands need a modern way to manage their trade spending related to planning and ultimately ROI. Account managers need the tools to thoroughly plan their trade spending, assess their performance in real-time, and collaborate with cross-functional teams to identify the best ongoing approach and strategy. Salesforce TPM allows you to take complete control over your trade promotions, allowing you to analyze promotion performance across customers, within customers, SKU, on-brand, and more to fully understand your performance and make crucial changes for maximum ROI.

About Corrao Group

Since 2002, we have been helping B2B organizations of all sizes optimize their business processes with Salesforce and their third-party applications. As everyday Salesforce power users, Corrao Group understands how flexible the Salesforce platform is to support every business department. We’ve worked with nearly 1,000 customers, implementing, customizing, and optimizing over 2,100 Salesforce projects. If you are interested in learning more about how Corrao Group can help your company, read our reviews on G2!

Connect with Corrao Group

Instagram
Twitter
LinkedIn
Facebook

Sources

Salesforce.com
Salesforce Photos
https://www.salesforce.com/news/press-releases/2019/09/16/salesforce-launches-consumer-goods-cloud-transforming-retail-execution-and-creating-closer-relationships-between-the-field-rep-and-the-store/