Assessing Golden Stores and Grading
Have you recently reviewed your store gradings?
With lockdowns and restrictions, traditionally high ranking stores in CBD’s have lost sales, while suburban lower graded stores have increased sales.
This means you should review field sales resources and where they are deployed, as well as their call frequency.
Key Account Managers should also be working with field teams to identify increased out-of-stock (OOS) situations in suburban stores and work with retailers to adjust MPL’s.
All indications are that work practices will not return to those pre-pandemic, so now is the time to account for some level of WFH.
Read Nielsen’s article for more on golden stores.