Accenture: Retail Execution
Create stronger customer connections
Understanding the market In an age of ‘see it, buy it’ consumer activity, one of the biggest challenges facing today’s business is shelf strategy and retail execution. It goes without saying that poor execution at the point of sale can contribute to lost sales. Coupled with the fact that consumers are indicating that their loyalty towards brands is low, and that in-store purchases are still largely impulse buys.
Sales representatives often waste time and resources on poor routes: driving highways instead of sales. So how can your business develop more consistent, targeted and timely retail execution (RE)?
Or, put simply, how can you accelerate performance and avoid costly detours? Accenture puts the answers at your fingertips.
What makes Accenture RE different? Sharpen your retail execution The combination of Accenture CAS RE On Premise or Accenture Cloud RE on the Salesforce App Cloud can transform your front office capabilities, by providing a leading fully closed loop integrated sales platform that brings efficiency and focus to your sales activities—reducing costs while increasing revenue and focusing your field sales teams on high value visits with your prioritized activities.
Freedom to grow Everything about Accenture CAS RE and Accenture Cloud RE has been developed to give you and your workforce the flexibility and scalability you need to perform. • It supports all your retail functions— presales, van sales, direct store delivery, merchandizing and order taking.
• It functions on mobile devices such as desktops, laptops, tablets and smartphones. • It is entirely scalable, from ten to tens of thousands of users around the world. And, supported by the power of Salesforce’s Customer Success Platform, coupled with Accenture’s industry insight, technology experience and global reach - your Accenture Cloud RE solution is in capable hands.
Mobilize your team The Accenture platform has been developed to offer exceptional mobility —equipping your people with real-time visibility, on and off-line capability with advanced synchronization, as well as Global Positioning System (GPS) and map support for integrated route planning.
The Accenture CAS RE and Accenture Cloud RE solutions, designed in collaboration with some of the world’s leading consumer products manufacturers, is a software platform that supports different routes to market, sales and delivery models, in all geographies, and on different mobile platforms..
Accenture CAS recognized again in Gartner’s Market Guide for Retail Execution and Monitoring Solutions for the Consumer Goods Industry. Gartner, Market Guide for Retail Execution and Monitoring Solutions for the Consumer Goods Industry, 4 March 2015, Dale Hagemeyer 2
Accenture Cloud RE and the Salesforce App Cloud Connect to your customers in a whole new way The game has changed Increased global competition has made it more difficult for consumer goods companies to compete and grow. They are now looking for ways to increase profitable sales by improving interactions with customers, channels, shoppers and consumers. Historically consumer products companies have had a plethora of solutions across their front office; the strategic alliance of Accenture and Salesforce addresses the business challenges by establishing a single system of engagement for sales processes on a single platform that integrates Salesforce capabilities with the leading edge software of Accenture CAS.
The power of choice At Accenture, we deliver on our promises— freeing your business to work in an efficient way and applying technology to enable, not hold you back. With the Accenture and Salesforce strategic alliance it will transform the front office of the consumer goods industry combining Accenture’s consumer goods industry knowledge and software with Salesforce, the Customer Success Platform and worlds leading CRM. And, Accenture continues to be committed to the ongoing development
of the market-leading Accenture CAS RE products products on-premise as well as a Software-as-a-Service (SaaS), cloud-based offering.
For critical mobile apps, the existing mobility solution will be re-used to connect to Accenture functionality on both premise-based and Salesforce cloud-based implementations.
Smart and scalable
The benefit? As well as getting the benefit of faster time to market, consumer goods companies can be assured of our commitment to have a mature solution with a relevant scope for their requirements.
The existing Accenture CAS RE on premise applications will remain in place, connected to the mobility apps using the existing Accenture CAS replication engine. And now, Accenture intends to extend the benefits of Accenture CAS by building an Accenture Cloud RE on the Salesforce App Cloud. For Retail Execution and Direct Store Delivery (DSD) the same great mobility functionality available will remain in place, but will adopt the mobility data structure on the Salesforce App Cloud, with a phased approach. For Trade Promotion Management and Optimization current functionality will be re-built on the Salesforce App Cloud, with a phased approach.
Say hello to the Salesforce Customer Success Platform. Connect all your apps. Connect all your customer data. All with one Customer Platform designed for the new hyper-connected world of customers. The new mobile tools, and more, help enable you to sell, service, and market like never before.
Accenture will continue to support its Accenture CAS on-premise solution with its replication engine that supports the occasionally connected mobile device and introduce a synchronization mechanism for the Salesforce App Cloud, supporting the occasionally disconnected users with selective key data available off-line for their mobile roles.
Online
Offline & mixed online/offline
Laptop
On premise
Integration
Replication
Accenture CAS TPM/TPO Accenture CAS RE/DSD
One for all Replication
ERP
SaaS Integration
Accenture CAS RE
•
Sales, Service, Marketing, Communities, Analytics, Platform
RE
• DSD
Accenture Cloud TPM/TPO Accenture Cloud RE/DSD Salesforce App Cloud
Accenture CAS Mobility Apps: • KAM
Apps
Synchronization RE – Retail Execution
TPM – Trade Promotion Management
DSD – Direct Store Delivery
TPO – Trade Promotion Optimization
KAM – Key Account Manager
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How can Accenture support you? For your sales:
For your people:
The features: at a glance
Accenture has helped many of the world’s leading consumer goods companies to:
Superior usability: Accenture Cloud RE and Accenture CAS RE are designed for efficient for daily use. Be it process-guided navigation for users, various set-ups for different roles, entry through keyboard or touch screen to capture data.
GPS, map and calendar for route optimization and visit planning.
Increase revenue: help to clearly define and deploy objectives, plans and actions— from promotions and product introductions to in-store activities. Reduce costs: track performance, limit out-of-stocks, and avoid compliance pitfalls. Boost productivity: help to improve route planning and achieve greater order efficiency, as well as clearer market and customer insights. Improve brand recognition: helps to ensure your products are on shelf at the right time. Save on future investments: the Accenture platform can evolve to suit your business, supporting multiple devices and adopting new ones. Accenture is helping consumer goods companies around the world realize their potential.
Easy interface: clear and easy-to-use display—requires minimal training. Focus your activities: give your field teams instant, precise guidance on promotions, new product introductions and in store activities. Optimize efficiency: automate standard field processes to help cut administration time and speed-up customer service. Incentivize sales: gain an at-a-glance picture of your team’s performance, enabling you to cultivate a pay-forperformance culture. Unite your workforce: synchronize the activities between your field sales team and head office.
Reporting and analytics capabilities are integrated into your processes, giving you consistent and updated data for informed decision making. Order management including order history, promotions, product disposal list and quick order capturing. Dynamic platform updated in close to real time and easily accessible across all devices. Telecommunications support including LTE, 3G, GPRS, LAN, Wi-Fi and Virtual Private Networks (VPN). Available on and off-line for accurate promotional information and ordering, even in remote locations. Intuitive interface that can be easily tailored to each user role. Multi-lingual platform that supports all languages including Asian and European character sets, as well as international currencies and formatting. And many more valuable innovations.
Key facts 29%
Growth in order size for a European healthcare company
12%
Reduction in travel time for a leading European brewery
7.7%
Cut in management and labor costs for a North American tobacco company 4
The game has changed… Introducing sales folder, the first step to an integrated planning and execution tool from Accenture. For many consumer goods companies, selling information is problematic - using paper-based folders, pictures, long presentations which may contain out-ofdate brand, promotional and marketing material. In addition, selling time is lost finding brand information from timeconsuming multiple sources. The end result is often conflicted messaging to customers, with little or no flexibility to tailor material for customer-specific adaptations.
The Accenture sales folder functionality is about supporting the right business process so you can Plan, Sell, Execute then Evaluate and Adjust, and impress your customers. The Accenture sales folder will integrate the managing and publishing of core selling content with an application to support sales pitches of key account managers and sales representatives enabling media to shelf execution. It can be used as a separate app
or be integrated with Retail Execution and Trade Promotion Management planning functionality, and is your first step on a journey to help improve how consumer products manufacturers can transform the front office.
Accenture sales folder at a glance: Managing and publishing content: the multi-level planning process can be completed by different roles including trade marketing and key account managers supported by an integrated workflow approvals process. Streamlined communication: the Accenture Sales Folder functionality will help provide the most accurate and timely information available. Designed to show relevant content - so the user only sees materials they need, with related updated marketing and promotion information, in one handy place - a reliable one-stop shop.
Dynamic presentations: help ensure early user adoption with a modern user experience, on a mobile application optimized for tablets, providing all the required selling information in a consolidated form and available off-line. Delight your customers with the right messages in an exciting and professional way. Align priorities: help enable the sales teams to make the right selling decisions, in the right store at the right time, with the most up to date brand messages available unlock those retail execution opportunities.
Restore your shelf-control: Take back ownership of the shelf and seize every selling opportunity. Accenture CAS Retail Execution helps you to manage compliance, take orders and now improve effectiveness from planning to execution using the sales folder. Executing media to shelf in such a dynamic way, can help enable profitable sales growth.
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How does it fit together? Accenture CAS RE and Accenture Cloud RE supports your sales at every stage in the cycle—from strategy to customer support. By leveraging the Salesforce Customer Success Platform for Retail Execution applications and more innovation areas, Accenture Cloud RE will help transform the sales and marketing of consumer goods companies:
Reporting and Analytics Enables users to have real-time access to the latest information and to help you determine the best course of action.
Customer Service
Trade Promotion Management
Provides comprehensive functionality for many areas to provide a complete customer experience.
Helps consumer goods and services companies improve speed-to-market, sales performance, customer experience and operational efficiency.
Distributor Management Enables visibility and control across the distributor value chain.
Accenture
360 degree sales processes at your fingertips
Direct Store Delivery
Retail Execution
Helps employ this key selling and distribution method to achieve better business outcomes for consumer goods organizations.
Helps consumer goods and services companies gain access to a powerful, integrated sales platform that supports comprehensive field sales management and execution to drive targeted activities.
Digital Merchandising Supports consumer goods companies offering them a fast, reliable and cost-efficient view of their products` presence and placement at the point of sale.
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Trade Promotion Optimization Uses data from the past to run models to generate forecasts for the future – honing existing activity and optimizing new promotions.
Make change happen To find out how Accenture CAS can empower your retail teams, email
[email protected] or visit www.accenture.com/accenturecas
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About Accenture Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions—underpinned by the world’s largest delivery network—Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 373,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.
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Accenture CAS is a leading software platform for the consumer goods industry with a suite of trade promotion management, distributor management and retail execution software, consisting of direct store delivery, field service and trade promotion optimization. Along with Accenture NewsPage we are part of the Accenture Software portfolio of products and Accenture Commercial Services for Consumer Goods. The Accenture Route to Market Business Service combines strategy, operations and technology for commercial intelligence and analytics, commercial strategy and planning, trade investment excellence and sales effectiveness, and are offered as a service or as individual components. They are built around the Accenture CAS and Accenture NewsPage software and the Accenture Analytics Platform designed exclusively for the CPG industry, and can be delivered as hosted or on-premise solutions.
Copyright © 2016 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. 8
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