Kpis to measure trade marketing execution: people (1/5)
Posted: Wed Dec 04, 2024 6:39 am
The retail sector is evolving at full speed, and with it come new trends and opportunities, as well as challenges and risks that must be anticipated. With this article we begin a series in which we will develop the different types of Key Performance Indicators that are applied in Trade Marketing. The first in the series refers to Trade Marketing KPIs associated with People . In this sense, we will differentiate the indicators linked to our own field teams from those related to consumers. What data should be analyzed about each of these actors within trade marketing?
Table of Contents
Trade Marketing KPIs associated with people from our field team
Perfect store
Compliance rate for scheduled visits and activities
Average time per visit
Rotation
Trade Marketing KPIs for shoppers and consumers
Decision tree
Shopper Journey
Purchase mission
Frequency of consumption
Lifetime value (LTV)
Customer Acquisition Cost (CAC)
Conclusion
Trade Marketing KPIs associated with people from our field team
Perfect store
Is the Point of Sale getting the most out of the product? We must consider whether the buyer has a perfect shopping experience from start to finish. Does he find what south korea b2b leads he is looking for? Does he feel comfortable? Does he obtain information quickly? Does he connect with the brand? Does it encourage loyalty?
KPIs associated with our GPVs
The KPI “ Perfect Store ” in Trade Marketing measures the degree of compliance with the expectations and requirements established by the company regarding the presentation and availability of its products in stores. This includes aspects such as correct labeling of products, proper arrangement of products, inventory rotation, and cleanliness and order at the point of sale. The objective is to measure the degree of compliance with the expectations and requirements established to ensure that products are available and presented appropriately for customers in stores.
Ultimately, the Perfect Store indicator is the one that verifies whether the different key aspects are really being executed as they should be: presence, participation, price and extra product display. Each particular business must stipulate which are those crucial aspects for the ideal customer experience.
Compliance rate for scheduled visits and activities
Is the Point of Sale Manager really spending enough time at a particular point of sale? This index informs us about the presence and also about the performance at the Point of Sale.
This way, you can really see first-hand whether the store has respected the agreed location, whether there is sufficient stock, the pricing policy that is followed and everything else. With this indicator on the table, we can create an evaluation sheet for the Point of Sale Manager, which is key to their development plan.
Average time per visit
This Trade Marketing KPI associated with people allows us to see the performance of the Point of Sale Manager, but it is also essential to be able to detect strategic points of sale. Investing more in a certain Point of Sale may involve a financial outlay, but in many cases it comes down to mere changes in approach or strategy.
For example, sometimes it is about increasing the time a Point of Sale Manager spends in a particular store. A tasting action or some other specific campaign can increase the shopper's commitment to the brand in that key position.
Rotation
Another Trade Marketing KPI associated with People is that of staff turnover. A company that does not retain staff has a harder time ensuring that employees are loyal and committed to the brand. The satisfaction rate of professionals with the organization and their degree of involvement increases as turnover decreases. This helps to strengthen the relationship with people and thus guarantee the best possible performance at the different Points of Sale.
Table of Contents
Trade Marketing KPIs associated with people from our field team
Perfect store
Compliance rate for scheduled visits and activities
Average time per visit
Rotation
Trade Marketing KPIs for shoppers and consumers
Decision tree
Shopper Journey
Purchase mission
Frequency of consumption
Lifetime value (LTV)
Customer Acquisition Cost (CAC)
Conclusion
Trade Marketing KPIs associated with people from our field team
Perfect store
Is the Point of Sale getting the most out of the product? We must consider whether the buyer has a perfect shopping experience from start to finish. Does he find what south korea b2b leads he is looking for? Does he feel comfortable? Does he obtain information quickly? Does he connect with the brand? Does it encourage loyalty?
KPIs associated with our GPVs
The KPI “ Perfect Store ” in Trade Marketing measures the degree of compliance with the expectations and requirements established by the company regarding the presentation and availability of its products in stores. This includes aspects such as correct labeling of products, proper arrangement of products, inventory rotation, and cleanliness and order at the point of sale. The objective is to measure the degree of compliance with the expectations and requirements established to ensure that products are available and presented appropriately for customers in stores.
Ultimately, the Perfect Store indicator is the one that verifies whether the different key aspects are really being executed as they should be: presence, participation, price and extra product display. Each particular business must stipulate which are those crucial aspects for the ideal customer experience.
Compliance rate for scheduled visits and activities
Is the Point of Sale Manager really spending enough time at a particular point of sale? This index informs us about the presence and also about the performance at the Point of Sale.
This way, you can really see first-hand whether the store has respected the agreed location, whether there is sufficient stock, the pricing policy that is followed and everything else. With this indicator on the table, we can create an evaluation sheet for the Point of Sale Manager, which is key to their development plan.
Average time per visit
This Trade Marketing KPI associated with people allows us to see the performance of the Point of Sale Manager, but it is also essential to be able to detect strategic points of sale. Investing more in a certain Point of Sale may involve a financial outlay, but in many cases it comes down to mere changes in approach or strategy.
For example, sometimes it is about increasing the time a Point of Sale Manager spends in a particular store. A tasting action or some other specific campaign can increase the shopper's commitment to the brand in that key position.
Rotation
Another Trade Marketing KPI associated with People is that of staff turnover. A company that does not retain staff has a harder time ensuring that employees are loyal and committed to the brand. The satisfaction rate of professionals with the organization and their degree of involvement increases as turnover decreases. This helps to strengthen the relationship with people and thus guarantee the best possible performance at the different Points of Sale.