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The Perfect Store Execution (Picture of Success)

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The Perfect Store Execution (Picture of Success) allows manufacturers of consumer goods to deliver the right product, in stock, at the right time, with flawless store visit execution.

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Publicado en: Empresariales
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The Perfect Store Execution (Picture of Success)

  1. 1. Simon Dechent Global Market Development SAP Hybris Sales Cloud SAP HYBRIS THE CONNECTED FRONT OFFICE SUITE February 8th 2018
  2. 2. THIS IS NO LONGER YOUR CUSTOMER’S JOURNEY. AWARENESS INTEREST DESIRE ACTION
  3. 3. CUSTOMER’S JOURNEY
  4. 4. ACTION ACTION DECISION DECISION INTEREST AWARENESS USE ADVOCACY ADVOCACY USE CHANGE ADDRESS MAKE PAYMENT DISCOVER NEED RECEIVE OFFER RESEARCH SHOP & BUY TRACK ORDER RECEIVE PACKAGE SETUP PHONE POST REVIEW JOIN GROUPS MISSING ITEM NETWORK ISSUE PHONE DAMAGE TERMINATE SERVICE BILLING ISSUE RECEIVE OFFER REFER FRIENDS RESTART SERVICE WEB PRINT DIGITAL ADS WORD OF MOUTH SOCIAL TV RETAIL STORE WEB SHOP REVIEWS SEARCH KW/ADS CONTACT CENTER WEB SHOP EMAIL SOCIAL RETAIL STORE WEB SHOP CONTACT CENTER CONTACT CENTER RETAIL STORE CONTACT CENTER CONTACT CENTERSOCIAL WORD OF MOUTH SOCIAL EMAIL SUPPORT PORTAL ? SUPPORT PORTAL ? BRANDED COMMUNITY ? CUSTOMER’S JOURNEY
  5. 5. INFINITE POSSIBILITIES
  6. 6. HOW DO YOU ENGAGE THE INDIVIDUAL?
  7. 7. VISION & STRATEGY
  8. 8. 8© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ LEGACY SALES APPLICATIONS, INTEGRATION CHALLENGES, AND DATA SILOS MAKE PUTTING THE CUSTOMER AT THE CENTER IMPOSSIBLE TODAY. 8 CRM. EXCEL. MOBILE. CMS. ERP. ETC.
  9. 9. 9© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Attacking the Core of the Problem! 9 CRM. EXCEL. MOBILE. CMS. ERP. ETC.
  10. 10. 10© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Experience Management Platform, infrastructure, integration Commerce Marketing Service Sales Web In-store/ Branch Contact Center Digital Goods Marketplaces IoT Social Media Text/Noti- fications Search KW/Ads Digital Advertising E-mail Printing Agent ToolsMobile Revenue Data Management Customer | Product The simplified front office with SAP Hybris
  11. 11. Simon Dechent Global Market Development - SAP Hybris Sales Cloud Winning the In-Store Experience with SAP Hybris Sales Cloud
  12. 12. 12PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ THE SIMPLIFIED FRONT OFFICE WEB IN-STORE/ BRANCH CONTACT CENTER DIGITAL GOODS MARKET- PLACES IOT SOCIAL MEDIA SMS/ NOTIFICATIONS SEARCH KW/ADS DIGITAL ADVERTISING E-MAIL PRINTING AGENT TOOLS MOBILE EXPERIENCE MANAGEMENT Sales and TradeCommerce MarketingService Revenue PLATFORM, INFRASTRUCTURE, INTEGRATION DATA MANAGEMENT CUSTOMER | PRODUCT | ORDERS MICROSERVICES CREATE | EXTEND | MARKET
  13. 13. 13PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Challenges in Consumer Products Industry 28%Lack smart recommendations to reduce out of stocks* 25%Lack tools and real-time information to make business decisions* * Source: Barrier to effective Retail Execution: Consumergoods.com, November 2012 20%Lack visibility to product, price, promotion and placement* Engaging entire path to purchase Reaching consumers across channels Repeat purchases and brand loyalty Build volume, maximize revenue & profitability Maximize overall spend & mitigate lost sales Deliver high service levels
  14. 14. 14PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  15. 15. 15PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  16. 16. 16PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  17. 17. 17PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  18. 18. 18PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Inability to leverage best practice business processes at the retail level Incompliant retail stores Inability to monitor compliance of product distribution, plan-o-grams, trade promotions Poor return on brand and promotion investments Paper based and not integrated systems Incomplete sales decision- making Lost revenue and customer loyalty “Perfect Store Execution” Challenges
  19. 19. 19PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  20. 20. 20PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  21. 21. 21PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  22. 22. 22PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  23. 23. 23PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  24. 24. 24PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  25. 25. 25PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  26. 26. 26PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  27. 27. 27PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
  28. 28. 28PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Sales Operations & G2M Service Technicians Sales & Territory Management Key Account Manager Service Management, Service Agents, Call Center, Customer Service Retail Sales Representative & Merchandiser Different users one solution
  29. 29. 29PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ • Territory planning • Survey and priority planning • Headquarter route and visit planning • Content and picture Assignment • Drive priorities in store • Product-/ competitor product audit • Store-/ shelve checks • Imaging Intelligence NEW • Promotional activities and documents • Manage and install POSM • Orders management (Including Pricing) • Asset check and service • Collections • Visit summary and next visit planning • Audit analytics • Survey results and scoring metrics • Perfect store analytics PERSONAS: Sales Operations, Sales Management, Key Account Management (KAM) Sales Representative/Merchandiser or KAM Analytics Preparation Execution Planning • 360-degree store view • Order history • Visit task and audit preparation • Check past notes and results • Check content and pictures • Check store performance SAP Hybris Sales Cloud Retail Execution
  30. 30. 30PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Retail Execution Vendor Panorama “SAP Hybris continues shows more focus in retail execution than ever before and the momentum has followed with an incremental 25,000 users since our last report. We have not previously found SAP offerings to be on par with best-of-breed but can honestly say that such is now the case”.
  31. 31. 31PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Success Story - Alfanar Success Story - Bose US Success Story - Aryzta Success Video – Royal Cup Some Customer References
  32. 32. 32PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ SAP UX 2.0 & REX Outlook
  33. 33. 33CUSTOMER© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Real-Time Analytics • Dashboards & forecasting • Configurable custom reports • Account 360 • Mash-ups with SAP BW and SAP BusinessObjects Lightning fast • In-memory based database • Fast searches Groupware Integration • Full-featured with 2-way sync • Support for Microsoft Outlook and Lotus Notes Integration • Pre-built integration to SAP ERP, SAP CRM, SAP BW, SAP JAM, InsideView, Xactly, and more • Mashups with most other apps Manage New Business Collaboration & Social • Feeds, followers, and @mentions • Internal, customers, partners Modern User Interface • UX designed for 21st century • Google like searches • Intuitive, game-like image capture interface • Lead management • Opportunity management • Quotation management • Activity management Mobile • Complete mobile apps, no extra cost • Multi device support through HTML5 based mobile app Extensibility • Extend custom fields once and use them in all devices • Sophisticated key user tools Retail Execution • Visit administration • Plan and schedule visits • Calendar management • Surveys and product audits • Activities and tasks • Competitor audits • Survey and audit insights • Collections • Imaging Intelligence NEW • Active and future campaigns / promotions • Review action item from previous visit • Order entry and history SAP Cloud for Customer for Consumer Products HIGHLIGHTS
  34. 34. 34CUSTOMER© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Summary… Enabling the ‘Perfect Store’ with SAP Hybris Sales Cloud Win at the shelf and around it(1) 1) Winning At & Around the Shelf: The Top 5 Retail Execution Strategies for 2015 Deliver the right products at the right time at the right price Maximize revenue through increased on-shelf availability Flawless in-store execution Simplify data, processes, and decisions to maximize efficiency Enhance the consumer’s shopping experience
  35. 35. Kontakt Informationen: Simon Dechent Global Product Management SAP Hybris Cloud for Customer simon.dechent@sap.com +49 151 53858929 Thanks.
  36. 36. 36CUSTOMER© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ Legal disclaimer The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of SAP. This presentation is not subject to your license agreement or any other service or subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation and SAP's strategy and possible future developments, products and or platforms directions and functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this document is not a commitment, promise or legal obligation to deliver any material, code or functionality. This document is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non- infringement. This document is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, except if such damages were caused by SAP´s willful misconduct or gross negligence. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions. This presentation and SAP‘s strategy and possible future developments are subject to change and may be changed by SAP at any time for any reason without notice. This document is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement

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