Category Archives: Consumer Electronics


Case Studies

Consumer Electronics High-advice Sales Experts

CPM Australia providing consumer electronics high-advice sales experts to support sales and retailer relationships

The challenge

For our global consumer electronics client, Retail Safari developed an assisted selling program to support our client’s sales and retailer relationship needs. Our client was looking to us to for high-advice brand ambassadors to strengthen their reach, brand, in-store presence and store relationships. We deployed a community of experts nationwide covering 30 of JB Hi-Fi’s top performing stores.

Our Solution

In order to bring our client’s product to life, deliver exceptional in-store experience, and garner sales our priority was to invest from the get go in training and development. We sought the best talent and ensured that our training was geared to meet the needs of our client as well as the right fit for JB Hi-Fi. By tapping into relevant consumer market insights and through embracing the use of social media, our dedicated team of brand ambassadors were equipped with the know-how to ignite meaningful conversations.

Results

The program still continues to this day. Stakeholder feedback has been overwhelmingly positive. Sales continue to be on the rise and individual retail store relationships have strengthened. On average, our sales teams continue to generate 76 branded conversations and activate 17 sales weekly per store.

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Case Studies

Now TV

Field Sales

The challenge

CPM provide a full time field team across Ireland for NOW TV in leading Electrical retailers. The full-time field team drive in store sales by training staff and ensuring stores are merchandised with stock and the latest POS.

CPM also provide additional tactical staff for larger or ad-hoc campaign activations.

Our Solution
  • Team in place since launch, extensively trained and deployed across top Irish retailers representing NOW TV.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to support NOW TV strategy.
  • A flexible merchandising team nationwide when required.

Results

  • All stores supported via a monthly call file.
  • Leading nationwide grocery retailer merchandised for a promotional launch.
  • Key retail stores staffed with tactical blitz staff on weekends throughout June ‘17 to support NOW TV launch.

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Case Studies

Bosch Switzerland

CPM Sales Promotion team increasing sales and brand awareness for Bosch

The challenge

CPM Switzerland manages a fixed team of 80 field sales staff for 3’250 days p.a. of in-store sales demonstrations and sales consulting in DYI outlets all over the country.
CPM recruits and hires the field sales team, which is part-time and fixed employment per POS (40+). The sales results are reported weekly. Further to this, CPM also manages a tactical sales demonstration promotion for power tools and garden tools (seasonal) in additional POS with a flexible but trained team.

Our Solution
  • Shop-in-shop solutions/stands in all Swiss DYI outlets
  • All shop-in-shop staffed with CPM-/Bosch- Sales Experts
  • Product and brand activation
  • Build strong relationship with consumers
  • Product demonstration outlining product superiority via knowlegde and competence

Results

The project has grown from a single POS pilot in Switzerland to an international concept. In Switzerland the number of POS’ is still expanding:
end of 2013: 40+ POS
end of 2014: 45 POS
end of 2015: 49 POS
end of 2016: 53 POS

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Case Studies

Samsung

Samsung Field Sales Team

The challenge

Samsung contacted CPM Nederland at the end of 2016 in order to see how we could increase sales as they were working with another outsourced sales agency. With a dedicated field sales team solution Samsung asked CPM to recruit and retain a team of dedicated Ambassadors of the brand covering all the Consumer Electronics and Telecom stores in the Netherlands. Start date 1. March 2017.

Our Solution

CPM is responsible for a Telecom and Consumer Electronics team consisting of 30 ambassadors, 2 field sales managers, 2 field sales coaches, 2 trainers, 3 SIS promoters and 3 account managers . When and where applicable we up or downscale resource.

The responsibilities of CPM:

  • Recruit, retain the best and most talented people in the market
  • Provide full Field Account Management and support
  • Deliver shop-in-shop employees
  • Learning & Development
  • Reporting results with recommendations

Results

A highly motivated and results driven field sales team due to increased focus on Field Coaching and Learning & Development (training programme). Successful implementation of new product launches. NPS score and Client Survey results not available yet.

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Case Studies

Microsoft

CPM provide a dedicated, full-time field sales team across Ireland for Microsoft

The challenge

CPM provide a full time field team across the Island of Ireland for Office, Surface & Windows in Harvey Norman, PC World, Independent Retailers and xBox in Smyths & Gamestop.
CPM also provide a Digital resource, a SME Business Development resource and a Breadth account Manager for Microsoft.

Our Solution
  • Team in place for 10 years, extensively trained and deployed across top Irish retailers representing Microsoft
  • The team are tasked with delivering across the key pillars of retail execution in all Microsoft product categories.
  • Priority focus -attach, product sales & delivering messaging on the Modern PC.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to drive Microsoft strategy.

Results

All KPI’s achieved in FY16.
2,300 calls completed, 2,369 RP Training Impressions, 137% achieved on Expertzone.

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Case Studies

Bosch Thailand

Auditing programme to measure ROI on POS to improve brand awareness and sales

The challenge

CPM was tasked to audit 25 stores displaying Bosch products in the food prep, floor care and garment care categories over a period of 3 months to capture data that would assist in measuring ROI on POS development and installation.

Our Solution
  • In-store auditing activities during each visit: Point of Sale display audit and issue rectification / escalation to client for display units and merchandising
  • Rectify all low level merchandising / display issues in-store and escalate all others to client

Results

  • Built relationships with store managers and promoters to ensure brand visibility and increase sales volume.
  • Using a standardized scoring system that is aligned with Singapore, Bosch is able to create a benchmark for POSM excellence in the region and continuously improve consistency across all retail outlets.

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Case Studies

Bosch Thailand

In-store Mystery Shopping team providing valuable insight before peak season to improve sales

The challenge

CPM's Mystery Shopping team shopped 100 promoters in-store to evaluate the overall performance before the peak holiday shopping season in Thailand to identify and correct any performance gaps.

Our Solution
  • The Mystery Shopping team developed a comprehensive mystery shopping questionnaire that focused on key areas: personality and attitude, product knowledge, selling skills and merchandising capabilities
  • Each promoter was visited and scored with specific inputs on their strengths and weaknesses

Results

  • Using a standardised scoring system that is aligned with Singapore, Bosch is able to create a benchmark for best promoter and identify training requirements for the field sales team
  • Providing refresher training and skills before the high season resulted in a more energised team of field sales promoters

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