Case Study 1: Globally renowned IT Brand

PROFILE

Customer :
Globally renowned IT Brand
Location :
Worldwide
Industry :
Technology Hardware
Profile :
Global leading player in the IT – PC industry with lead position in both B2B and B2C domains.

CHALLENGE

The client has a strong presence in the middle east.

However in order to maintain its leadership in key markets, the client needed real time sales intelligence.

The client also wanted to ensure that the retail sales force is knowledgeable enough to sell high end and higher priced products and for this the client wanted to invest in retail sales force education.

Also the client wanted to have a transparent and streamlined incentive disbursement process that will motivate the salesforce to sell more.

SOLUTION

We developed a well researched content that aims to position Toshiba as a brand in the minds of the salesforce besides imparting them with the laptop category knowledge

Further using the same ‘connect’ our SMS based real-time retail sales intelligence gathering tool delivered rich and current retail insights to the client.

Finally by developing a fully compliant incentive disbursement system, the motivation of the retail sales people was kept at all time high to perform and deliver results

IMPACT

The client successfully maneuvered the sales activity during promotion period in order to drive the salesforce towards achieving the desired results.

Real time sales intelligence gave them strategic and tactical inputs to drive targets and spot-modify incentive schemes using Navo’s 2-way instant communication system built into the system

The holistic form f education ensured the desired level of selling skills in the sales force

The morale of the salesperson was high all the time as S/he was accessing the reliable incentive reporting system

Case Study 2: A very large Airport Duty free retailer with 6,500 strong salesforce

PROFILE

Customer :
A very large Airport Duty free retailer with 6,500 strong salesforce
Location :
Middle East
Industry :
Multi-product, multi-brand retailer
Profile :A very large airport retail operator with a global reputation for delivering retail efficiency and handling a very high airport passenger traffic.The retailer operates in a highly competitive environment with one of the least employee turnover whish is largely attributed to some of the best in the industry practices.

CHALLENGE

The client, known for its high efficiency in retail operation faced issues with various HR functions that were carried in a cumbersome manual process.

The client felt the need for automating many of the processes such as Performance appraisal, Learning & development, internal vacancies, suggestion schemes,

several HR kiosk services – All these were extremely time consuming and not serving the real purpose.

Also the client was accessing several different tools from different third party service providers which was inefficient.

SOLUTION

We developed a ‘single-sign-on’ module encompassing several application modules into one.

Further we also automated the Performance Appraisal module, Internal vacancies, suggestion scheme and 26 different HR services which practically resulted in saving of several thousands of productive man-hours.

We automated the entire retail processes which was manual and developed a communication system to a large section of its workforce who are not connected by an official mail ID.

In short it integrated the entire workforce under one roof.

IMPACT

The client saved several thousands of productive man-hours due to automation.

The Performance Appraisal post automation was completed in a record time frame of 2 1/2 months.

Employee suggestion scheme was very impactful with more than 300 live suggestions in the very first month creating a complete transparency and trust in the system and process of offering suggestions.

Smooth flow of applying for internal vacancies

Automation of retail processes at floor level resulted in tremendous operational efficiency.

Case Study 3: Global leading software vendor

PROFILE

Customer :
Global leading software vendor
Location :
Worldwide
Industry :
Software
Profile :
Global leading operation system and application software vendor with a worldwide presence.

CHALLENGE

The client , a well known name in the software industry wanted to have a closer look into retail activities and at the same time wanted to PUSH sales through incentive scheme.

However they had no visibility on what is happening at the retail level as the products pass through 2 channels of distribution before it touches retail points. And further the client no control on ensuring that its incentive scheme really motivated the sales staff, do the sales staff have adequate knowledge to sell the product.

Due to lack of visibility, client also had no control in steering the promotion program while it was in operation

SOLUTION

We developed a educational mobile APP and reached out to the retail sales people in several EMEA countries that helped the salesforce to engage with their customers.

Further using the same ‘connect’ our app pulled the retail sales intelligence real time and delivered rich and current retail insights to the client.
By additionally supporting the endeavor with ground staff and telesales, the program ensured traction and execution.

Finally by developing a fully compliant incentive disbursement system, the motivation of the retail sales people was kept at all time high to perform and deliver results

IMPACT

The retail salesforce knowledge and confidence level to sell the product grew main-fold using the ‘always – available’ mobile app.

The client could change the course of the promotion program based on real-time sales intelligence and make pointed changes depending on performance.

Every marketing dollar spent on sales person incentive was accounted for and a full transparency saved huge marketing dollars for the client.

Case Study 4: A global leading mobile phone brand

PROFILE

Customer :
A global leading mobile phone brand
Location :
Worldwide
Industry :
Telecom
Profile :
A global smartphone brand with its regional office based in UK and MEA.The client has an extensive penetration into the regional market and has a strong B2B presence as well.

CHALLENGE

The client has a strong presence in the middle east.

However in order to maintain its leadership in key markets, the client needed real time market intelligence.

The markets being a bit complicated from a distribution point of view, the client was also unsure of how structured the distribution was.

The POS material took long time and the salesforce lacked knowledge to sell high value smartphones.

SOLUTION

We deployed a well trained field marketing team and equipped them with Survey tool used to gather intelligence .

Further the same team was used to floor coach the retail sales people to perform better.

We used its proprietary and holistic Knowledge Management approach to skill retail sales force.

The client management team accessed the real time marketing intelligence through our analytics dashboard and its unique global delivery model.

The client could direct stock replenishment to outlets of necessity and could gather first hand view of the retail market to take strategic and tactical decisions

IMPACT

Sales increase through streamlining the supply chain

Real-time market & competition intelligence helped the client to prepare and build appropriate strategies.

Continuous knowledge reinforcement helped the retail salesforce to sell more and deliver customer experience.

Transparent and real-time pricing and promotions strategies helped the client to respond effectively.

Case Study 5: Global Technology player in IT & Telecom

PROFILE

Customer :
Global Technology player in IT & Telecom
Location :
Worldwide
Industry :
Technology Hardware
Profile :
Global leading player in the ICT industry with lead position in the IT and Telecom products domain.

CHALLENGE

The client , a well known name in the ICT industry wanted to increases sales and special focus on high end products sales .

However they had no visibility on what is happening at the retail level as the products pass through 2 channels of distribution before it touches retail points.

And further the client no control on ensuring that its incentive scheme really motivated the sales staff, do the sales staff have adequate knowledge to sell the product.

Due to lack of visibility, client also had no control in steering the promotion program while it was in operation

SOLUTION

We developed a educational mobile APP and reached out to the retail sales people in several EMEA countries that helped the salesforce to engage with their customers.

Further using the same ‘connect’ our app pulled the retail sales intelligence real time and delivered rich and current retail insights to the client.
By additionally supporting the endeavor with ground staff and telesales, the program ensured traction and execution.

Finally by developing a fully compliant incentive disbursement system, the motivation of the retail sales people was kept at all time high to perform and deliver results

IMPACT

The client saw a 57% increase in high-end sales performance and an overall increase in sales by about 117%

The retail salesforce knowledge and confidence level to sell the product grew main-fold using the ‘always – available’ mobile app.

The client could change the course of the promotion program based on real-time sales intelligence and make pointed changes depending on performance.

Every marketing dollar spent on sales person incentive was accounted for and a full transparency saved huge marketing dollars for the client

Case Study 6: A very large format retailer with 1,500 strong salesforce

PROFILE

Customer :
A very large format retailer with 1,500 strong salesforce
Location :
Middle East
Industry :
Multi-product, multi-brand retailer
Profile :
A very large format retail operator with a global reputation for delivering retail efficiency. The retailer operates in a highly competitive environment with over 40 big box retail touch points

CHALLENGE

The client, wanted to build a reputation of delivering customer engagement and experience and hence wanted its sales staff to be fully equipped with product and category knowledge.

The technology section salesforce lacked knowledge to deal with customers and also were unable to apply generic soft skills to specific product selling situation especially when customers were becoming more and more knowledgeable.

The client felt continuous knowledge upgradation was the only means to achieve this.

SOLUTION

We developed and deployed a unique 3600 knowledge management practice to enable the retail salesforce in delivering right customer engagement and experience
We developed a well researched and curated content for several technology and appliances categories that are Gen Y/Z friendly.

We measured the TRANSFER of knowledge, created RETENTION techniques, developed Sales aid tools to USE the knowledge and through portal mechanism, ENHANCED the knowledge continuously.

Our knowledge measuring tool also gave a periodic assessment of knowledge levels with the workforce.

IMPACT

The client now maintains a knowledgeable workforce that delivers TRUE customer engagement and experience.

Use of retention tools and sales aid tools are seen GenY friendly and proven ways to delver results
The retailer has constantly scored very high (by in-house and third party survey) on CS index.

Newly hired employees become productive much faster.

Detected deterioration of knowledge as a function of sales and corrective actions performed.
Over all sales increase achieved Y-o-Y.

Case Study 7: A very large Airport Duty free retailer with 6,500 strong salesforce

PROFILE

Customer :
A very large Airport Duty free retailer with 6,500 strong salesforce
Location :
Middle East
Industry :
Multi-product, multi-brand retailer
Profile :
A very large airport retail operator with a global reputation for delivering retail efficiency and handling a very high airport passenger traffic.The retailer operates in a highly competitive environment with one of the least employee turnover which is largely attributed to some of the best in the industry practices.

CHALLENGE

The client, known for its high efficiency in retail operation faced issues with regard to delivering customer engagement and customer experience.

The technology section salesforce lacked knowledge to deal with customers coming from all over the world. Also they have very little time to close the sale as against a in-land retailer.

The client was seriously minded to deliver the right engagement and experience to its customers which is the case with other sections.

The client felt continuous knowledge upgradation was the only means to achieve this.

SOLUTION

We developed and deployed a unique 3600 knowledge management practice to enable the retail salesforce in delivering right customer engagement and experience through continuous knowledge enhancement and monitoring.

We measured the TRANSFER of knowledge, created RETENTION techniques, developed Sales aid tools to USE the knowledge and through portal mechanism, ENHANCED the knowledge continuously.

Our knowledge measuring tool also gave a periodic assessment of knowledge levels with the workforce.

IMPACT

The client now maintains a knowledgeable workforce that delivers TRUE customer engagement and experience.

Use of retention tools and sales aid tools are seen GenY friendly and proven ways to delver results

The retailer has constantly scored very high (by in-house and third party survey) on CS index.

Newly hired employees become productive much faster.

Detected deterioration of knowledge as a function of sales and corrective actions performed. Over all sales increase achieved Y-o-Y.

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