Commercialization (Retail)

In the Commerce and Wholesale Distribution Sector, we find Distributors, Supermarkets, Department Stores, Convenience Stores, Business representatives, etc.

MARKET

Growing concentration of key players in the Modern Channel.
Disappearance of less suitable intermediaries or those without economies of scale.
Direct and comparative competition of prices between establishments.
Fear of imported products, even if it is very profitable because of the risk of inventory liquidation.

KEY BUSINESS PROCESSES

Category Management, Shopper Marketing & User Experience.
Supplier Management, Inventory and Supply to POS.
Campaigns/promotions planning and management.
Managing sales floor and advised selling & customer service.

CHALLENGES AND OPPORTUNITIES

Differentiation in POS with a focus on consumer experience.
Profitability of product families and spaces.
Differential Management of new and basic as well as seasonal / campaign products.
Development of middle managers POS management (regional and local).
Parameterization of origin in databases, and pragmatic as well as clear interpretation for decision making by subject and accountability (“Big Data” Models).
Growth and presence in medium-sized cities, with an efficient supply chain.

RECOMMENDATIONS

Profile customers served segment and develop purchasing “experiences” that contribute to an increase in traffic and the average ticket;
Improve commercial effectiveness with advanced collaboration and promotion schemes with suppliers in POS;
Develop intelligent models of replenishment and preventive rotation/liquidation of inventory with little or no movement;
Strengthen prospecting and development model which enables growth with competitiveness; among others…