Explore Planogram Checks and Einstein Analytics
Learning Objectives
After completing this unit, you’ll be able to:
- Explain how the Retail Execution app improves in-store planogram checks.
- Explain how Einstein Analytics dashboards help sales managers and reps.
Bring Intelligence to Planogram Checks
A key audit activity that reps perform regularly in stores is a planogram check. Retail companies spend millions of dollars each year to optimize store shelves so that products are well-stocked and visually appealing. Alpine Group targets the primary shelves of NTO stores to place its popular brands. So it must be mindful of product facings and the count of products at eye-level for customers who walk in and out of a store.
For many field reps, these planogram checks are a hassle. Often, sales managers provide a rough sketch of how products must be placed on a shelf with vague instructions. It falls on the field rep to count the product units, assess the share of shelf, rearrange the facings, and get the shelf to look as close as possible to the planogram document.
With the RE app, sales managers can upload an image of the desired planogram and associate it with in-store locations. During a visit, Chantelle can simply click a “shelfie” that acts as the realogram or the actual image. Next, Chantelle can compare the captured image with the reference planogram image received from Gustavo, and manually perform the audit. From a strategic perspective, this helps account managers in downstream reporting, and sales managers can better assess store compliance.
Delve Deeper with Einstein Analytics
CG Cloud comes with Einstein Analytics, a set of dashboards built on the CG Cloud data model. The dashboards give you actionable insights on store compliance, last store visit, inventory compliance, product performance, account hierarchy, and cross-sell opportunities.
Sales managers and account managers can analyze the comparative performance of stores, accounts, or products for a selected period. Alpine Group can use the preconfigured Einstein Discovery story to get intelligent insights on products likely to run out of stock. Sales reps are empowered with store-level insights on visits, performance, sales, compliance, and top-selling products.
If you want to set up Einstein Analytics for CG Cloud, check the Deploy Analytics for Consumer Goods Help article.
The dashboards help Gustavo answer key business questions. Let’s go over some of these dashboards and the business questions they help Gustavo with.
Team Performance Dashboard
- Who are my top-performing reps?
- Who needs attention?
The leaderboard makes it easy for Gustavo to quickly identify his top-performing reps and then do a comparative analysis over time.
Sales Rep Performance Dashboard
- How’s the sales rep performing compared to the team’s average?
- What are the strengths and areas of improvement?
Gustavo can drill into a particular field rep to identify their strengths and weaknesses. He finds this really helpful in his one-on-one interactions with team members.
Store Performance
- How are my stores performing?
- Which of my stores needs attention?
- How are the retail execution KPIs affecting store performance?
- How are the store visits affecting store compliance and revenue?
This dashboard provides actionable insights into the stores that need attention and how the compliance levels directly impact the business. With comparative analysis, Gustavo can understand what’s working for certain stores and how that can be applied to stores that need attention.
Product Performance
- How are the products, categories, brands, and assortments performing?
- Which products or categories need my attention?
- What are the high-performing and low-performing products?
- How did the newly launched products perform during the past 180 days?
Gustavo can easily identify top or lowest-performing products, categories, and assortments, and drill down as required. He can also find out if a promotion has any correlation with product or category performance.
Achieve Better Alignment for Better Business
In this module, we saw how the RE app made the team at Alpine Group more efficient and effective.
Gustavo, the savvy sales manager, can better direct his team at retail execution and provide field reps with the information they need when they are on the go. He can also use Einstein Analytics to gain insights into which stores are most important and which products should be priority-positioned.
Chantelle, the road warrior field rep, depends on her mobile phone and uses the CG Cloud RE app to plan her day and prioritize her time.
All this is possible due to the sophisticated, feature-rich user experience of the RE app.