1. Field Sales Reinvented
Summer 2015

2. The Influence of Digital developments on our Way of Work
…..and the impact of it on retail activities

3. Amsterdam Crowd based Retail insights Market Research background
My company
Market Research
background
World’s
largest
Countries covered
BE | DE | ES | FR | IT | NL | PL | SE | TU | UK | CL | MX | CO
2015: Part of
Smollan / WPP
Founded in 2011
Crowd based
Retail insights
Amsterdam
F l e x i b l e
F a s t
FMCG | CE
ON TRADE & OFF TRADE
WE LOVE TRANSPARENCY
Revolutionize retail
Europe’s first

4. Me
1970
Dutch / Amsterdam

5. Major and empowering trends
‘From Job-driven economies to Task-driven economies’
The future is now: Uber, Instacart, Homey, Bring, Gigwalk, Roamler,….
‘From possession and ownership to sharing and usage’
Market is growing fast: AirBnB, Snappcar, Blablacar, Peerby, Parkshare….

6. My world is changing, so is yours….
The world’s largest taxi company, owns no vehicles.
The world’s most popular media owner, creates no content.
The most valuable retailer, has no inventory.
The worlds largest accommodation provider, owns no real estate.
And we just started…..

7. CROWD + TECHNOLOGY + Generation Y = INNOVATION at full speed2
C T Y = I
CROWD + TECHNOLOGY + Generation Y = INNOVATION at full speed

8. More for less…. Non-core: qualified crowds, task driven
Core: specialisms, job driven

9. … re-invent Field Sales / Field marketing / Field….
Maybe we should …..
… re-invent Field Sales / Field marketing / Field….
Field Sales, being the default choice for a wide range of BTL activities from manufacturers to their customers, is a significant annual investment. Considering other solutions to cover all necessary BTL-activities towards the customers might lead to more flexibility and speed at probably lower costs in the entire chain. Visibility, Availability and Sales will at least stay the same (but most likely increase) with these new ways of working.

10. Make it happen? Start slicing
Step 1: Divide a standard working-process (a job/function) in activities – slice the
entire process
Step 2: Assign (added) value to each activity (or choose to stop the activity)
Step 3: Choose the best option for each task to be executed

11. Crowd & Field activities: Bottom-up approach
Sales
POS placement
Direct solve OOS (in store)
Easy (low-end) fixing (shelves)
Interaction with Point of sale: urge-2-fix
Real time insights in retail execution

12. Crowd & Field activities: Bottom-up approach
Sales
POS placement
Direct solve OOS (in store)
Easy (low-end) fixing (shelves)
Interaction with Point of sale: urge-2-fix
Real time insights in retail execution

13. Slice! Slice! Slice! Priorities Challenges Fun! Pilot markets
Let’s do it!
Slice! Slice! Slice!
Next Steps
Challenges
Barriers
Priorities
Pilot markets
Fun!
If you don’t; your
competition
will!