1 / 20

Automating and Streamlining the Sales Process Between Brands and Retailers Speaker, Anthony Eros

Automating and Streamlining the Sales Process Between Brands and Retailers Speaker, Anthony Eros. Global & U.S. B2B Retail Sales. $600B in the U.S. Brands Sell $2T Worth of Products to Retailers Every Year. Salespeople Spend 24-32 hours/week on Administrative Tasks During the Sales Process.

steveharris
Download Presentation

Automating and Streamlining the Sales Process Between Brands and Retailers Speaker, Anthony Eros

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Automating and Streamlining the Sales Process Between Brands and Retailers Speaker, Anthony Eros

  2. Global & U.S. B2B Retail Sales $600B in the U.S. Brands Sell $2T Worth of Products to Retailers Every Year Salespeople Spend 24-32 hours/week on Administrative Tasks During the Sales Process $350B in Grocery / CPG

  3. Current State Manual, Errors, Opaque, Paper Brands are Selling the Most Expensive Way Possible to Retailers w/ Little Data LOTS OF PAPER INEFFICIENT FRAGMENTED ADMINISTRATIVE Emails, Spreadsheets, Collateral Support, Reports Millions of Hours Across Stakeholders Spent on Non-Selling Tasks 1000s of Processes. One for Each B2B Relationship 65-90% Administrative

  4. What is the Sales Process? Offer Management Product Communication Data-Based Learning Reporting

  5. Current Process Makes Data Capture & Insights Difficult Multiple portals input, “multiple-work” Email 1 has offer – emails 2-30 are negotiations Common Scenario Today Various stakeholders own various files Stakeholder moves to another position Which email has the PO? Shipping info? Common Questions Today What did we do last year? How’d we do? Did offers get communicated to all relevant buyers?

  6. Automation Increases Efficiency & Centralizes Data Capture Standardized Process Immediate Reporting Single Source of Information Transaction Data

  7. Create & Shift Time Allocation Current Automated On average, 1 day per week spent in front of customer 4 days per week spent on administrative & other tasks

  8. Standardization Increases Efficiencies

  9. Consolidate Databases Current Automated Multiple databases, each w/ critical product information is updated & communicated manually

  10. Centralized Product & Offers Library

  11. Digitize Transaction Data Current Automated Reports are time-consuming and static taking stakeholders away from growing the business

  12. Immediate Reporting

  13. Faster, Cheaper Deal Flow Current Automated Inefficiencies can cost a brand 2-11% in operating profit

  14. Efficiencies Impact Profit

  15. B2B suppliers cannot choose between a great sales force and great digital assets and capabilities. To drive growth, they need both. B2B suppliers cannot choose between a great sales force and great digital assets and capabilities. To drive growth, they need both. 76% of B2B buyers find it helpful to speak to a salesperson when they are researching a new product or service. That figure falls to around 50 percent for repeat purchases of products with new or different specifications. Only 15 percent want to speak with a salesperson when repurchasing exactly the same product or service. McKinsey Quarterly

  16. Be they online or off, B2B buyers want an immediate response. Be they online or off, B2B buyers want an immediate response. They want ease of use — the ability to find the information they need effortlessly. They want information to be both accurate and highly relevant to their particular needs—some 46 percent of survey respondents said it was difficult to compare products online accurately. They are frustrated they cannot complete a repeat order easily. McKinsey Quarterly

  17. Automated reminders will drive repeat purchases. Automated reminders will drive repeat purchases. Half of all B2B buyers rely on sellers to remind them when to reorder, but many sellers disappoint. McKinsey Quarterly

  18. The overwhelming majority of buyers still want the prompt attention and expertise of a salesperson when making decisions. The overwhelming majority of buyers still want the prompt attention and expertise of a salesperson when making decisions. Investments in digital assets will indirectly help the sales force meet those needs, freeing them up from dealing with routine inquiries. Instead, they can devote time to helping customers with more complex buying needs, as well as seeking out new customers. McKinsey Quarterly

  19. Future State Automated, Minimal Errors, Documented BIC Processes, Systems Generated Manufacturers and Retailers are Working Efficiently & Driving Mutual Revenue AUTOMATED CONTENT REFOCUSING EFFICIENT FRAGMENTED Strategic selling increases as administrative burn is reduced System-managed Content 1000s of transactions. One single database. 95% Automated

  20. Recommendations • Start at your own pace, but start • Allow business users to use it • Understand buyers are inundated too • Integrate once comfortable

More Related