Full strategy, Consulting pills & Implementation support

We offer a variety of services to tackle our clients’ needs, from intense transformation programs to compartmentalized actions.

OUR SERVICES

Full Strategy

Your FMCG Commercial strategy by NextSteps

 

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Consulting Pills

Quick wins through our consulting pills

 

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Implementation Support

Customize your implementation support

 

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Digitalization tools with UVE solutions

Sell more and sell better by flawlessly executing actions at the point of sale thanks to a new, collaborative business model between manufacturers and distributors, based on real business data and the generation of easily actionable insights

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Full strategy

Full strategy - NextSteps

Consulting pills

Segmentation

Provide the means to understand in detail the universe and thoroughly qualify the outlets to understand their potential and the consumer occasions

What are the pain points

  • Lack of information on customer characteristics and relevant segmentation drivers
  • Low or no differentiation in approach between customer types and size
  • Offer to outlet undifferentiated or sub-optimal for the type of outlet 
  • Segmentation built on sales and not market potential, resulting in investment misalignment
  • No clear information for high-quality prospects

How we solve the problem (Outputs)

Outlets qualification and clusterization based on channel, geography, potential, and ultimately the consumer occasions

  • Outlet universe database qualified and segmented
  • Outlet profile by qualification drivers
  • Outlet sales potential (Optional)
  • Census review & integration (Optional)
  • Geomarketing qualification (Optional: Socio economics, POIs, traffic, …)

Quick RGM Assessment

Provide to the client an understanding of its capability and the overall company performance with respect of the key pillars of the revenue growth management

What are the pain points

  • Complex portfolio with a lot of SKUs without a clear portfolio by channel
  • Difficulties in finding the right product/price configuration for the market
  • Undefined price path, channel switching problems
  • High promotional spending, loss-making promotions
  • Commercial conditions not aligned with strategic role of the customer

How we solve the problem (Outputs)

Identify the status quo of RGM pillars, capture quick-wins and define the way forward

  • Portfolio: White spaces and portfolio opportunities, Role of Innovation
  • Price pack: Inconsistency in the architecture
  • Promotions: Efficiency and effectiveness of promo mechanic
  • TT&C: Structure and alignment vis-à-vis customer type
  • Suggested actions to improve the status quo

Field Sales Force & CSP

Review and improve FSF structure, roles, routines, tools, and capabilities to provide the optimal service level to customers ensuring operational efficiency and effectiveness

What are the pain points

  • Very high network cost, sub-optimal network
  • Low sales force performance
  • Single model serving a territory with geographic and consumer differences
  • Inability to measure sales force performance
  • Lack of linkage between field tool and business model needs
  • Inadequate compensation model to all or part of the model

How we solve the problem (Outputs)

Identify opportunities for operational and structural improvements of the sales force for the design of the future model and support in the transformation

  • Revision of field sales structure, roles, routines, JDs
  • FSF sizing
  • FSF tools needed
  • Optimization of SFA tool
  • SFE target KPIs and benchmarks
  • Compensation model adjustment
  • Recommended CSP per customer segment (optional)

3rd Party relationship model

Provide to the client the means through which managing its 3rd parties in the most effective and efficient way, by increasing engagement and align compensation to 3rd party typology and activities performed

What are the pain points

  • 3rd party network with large differences in performance
  • High number of distributors with financial risk to operations
  • Unmanaged distributors
  • No clear segmentation of third parties
  • Distributor offering not adequate to the level of service required by the POS
  • Significant DN losses in indirect business models

How we solve the problem (Outputs)

Define a functional and equitable relationship model that allows for efficient management and sustainability of distributors

  • 3rd party relationship model by distributor type
  • Ideal Gross-to-net and compensation system
  • Organizational requirements for 3rd party management
  • Areas of improvement of the 3rd party sales organization

Digitalization for RTM

Provide a strategy for digitalization of the sales organization based on the best-in-class tools and functionalities, to maximize sales force knowledge and efficiency in the benefit of customer added value

What are the pain points

  • Lack of information on the market, competition and sales
  • Lack of automation in commercial sales processes
  • Lack of technological support to the sales force
  • Data not accessible with an overview
  • Manual control of routes
  • Existing information but not packaged for different audiences in the organization

How we solve the problem (Outputs)

Understanding current gaps vs an integrated business model with modern digital tools

  • Data availability gaps and opportunities
  • SFA gaps analysis and improvement opportunities
  • Business Intelligence and reporting tools, supports, accessibility
  • AI and ML solutions that can drive value for the sales organization
  • Implementation alternatives

Market and consumers insights

Provide to the client the relevant information about its market and its consumers to align current value proposition and service level to the demand requirements

What are the pain points

  • Lack of knowledge of the market, its size and characteristics
  • Lack of information on consumers and consumption patterns
  • Lack of information with which to make decisions on value proposition issues (knowledge of shopper dynamics)

How we solve the problem (Outputs)

Assist in defining the research framework for launching qualitative and quantitative consumer and shopper surveys in the market

  • Tailored made report with the information collected, analyzed and presented by channel and outlet segment
  • Quick wins in value proposition and service level transpired from the market

Perfect store (RGM execution)

Provide to the client the tool to execute its “value proposition” in the market with a guided and systematic approach that is also measurable for sales force performance results

What are the pain points

  • Incomplete and scattered information on portfolio, price, discounts, promotions and activation material in various documents
  • Commercial routines of field staff unclear, resulting in different performances on the PoS

How we solve the problem (Outputs)

Operational Picture of Success for the sales force, ready for digitalisation and introduction into SFA tools

  • Segmented perfect store playbooks
    • Channel
    • Segment
    • Consumer occasion
  • Content (according to selection)
    • Portfolio, Price, Planogram, SOVI, Cooler, Cooler Planogram, POP, Promos, Activities

White book / Playbook

Document and present, in a user-friendly manner, the operational guidebook for commercial excellence, which details all relevant aspects for sales

What are the pain points

  • Difficulty in aligning the whole organisation to the company's commercial modus operandi
  • Change in the current RTM model and need to train/inform the organisation to the new commercial model
  • Different performance in the market, resulting in different market reach from area to area
  • Difficulty in the training of new commercial resources, due to the lack of a guide, as a dogmatic source of commercial procedure

How we solve the problem (Outputs)

Ready-to-use manual for the training of the sales force and as a reference for the company's modus operandi

  • PPT document to describe the current RTM operations, looking into quick wins to be captured with better processes
  • One single source of truth when it comes to the way of doing things in the market
  • Training academy for sales personnel (front and back office) - optional

Implementation support

Implementation

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