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ted on december 12 2013 by thequanticgroup 1 the quantic group and e commerce continuing our earlier blog on e commerce we recommend viewing e commerce as one channel as the shopper or customer needs are the same in both for a given category we find a common reason why manufacturers view them separately is the pre existing team organisational structure associated with bricks mortar com i e there is an account team already established to sell to the bricks and mortar side of the customer this often leads to one of the biggest mistakes where responsibility for the dotcom side of the customer s business is bolted on to an account manager s role and therefore the thinking and plans are only ever bolted on after thoughts to the in outlet plans as the shopper needs are not considered upfront additionally the skills required to manage e commerce customers are is different to those of the traditional bricks and mortar account manager there needs to be a blend of selling creative and technical skills to succeed the quantic group s focus is on helping clients to accelerate sales growth by delivering superior on line value shares versus in outlet by focusing on the execution of the quantic group s e sales fundamentals and improving the brand equity of their brands on e commerce sites we believe our competitive advantage comes from having the shopper and customer at the heart of our e commerce work we help clients identify what is important to winning in e commerce and help them develop the strategies and plans to get there the quantic group work with our clients on where clients need to focus fixing the e sales fundamentals required to win in e commerce establishing the organisational requirements to succeed developing effective e commerce channel strategies detailed action planning starting with the shopper customer needs and creating the right plans to meet these and the e sales fundamentals at a detailed 4p s and c level product placement price promotion and communication so if you need help in developing or strengthening your approach to e commerce then please contact scott kipling our in house expert on 44 1252 616100 to understand more about how the quantic group can help you exploit the opportunities in this fast growing channel posted in channel ecommerce internet strategy uncategorized 1 reply e commerce the future posted on december 4 2013 by thequanticgroup reply e commerce is the buying and selling of products over the internet where the payment for the product or service is completed digitally the e commerce channel will be a key contributor to overall growth in future years for most if not all cpg manufacturers in addition e commerce websites are becoming an increasingly important part of the dynamic digital and physical path to purchase for shoppers customers no matter which channel they end up completing their purchase in a physical outlet channel or e commerce our focus is on business to consumer b2c and business to business b2b areas of e commerce with mobile commerce m commerce being included in both of these b2c is the selling of goods or services from a business to the consumer shopper e g http www auchandrive fr b2b is the selling of goods or services from a business to another business e g http www 3663 co uk m commerce is where the shopper or customer is using a hand held device e g a smart phone or tablet with a wireless connection so that this type of e commerce can be used anywhere including on the go within b2c and b2b there are two models i pureplays where there are no physical stores these range from http www amazon com who want to have the world s largest product selection through to single country pureplays specialising in a single category for example http www petplanet co uk ii bricks mortar com or bricks and clicks where the retailer or wholesaler has physical stores or outlets as well as an on line offering e g http www walmart com and http www booker co uk the quantic group s assessments across multiple categories and multiple sites lead to one resounding conclusion cpg manufacturers are losing sales due to poor or inconsistent execution across products brands and websites by execution we are referring to what the shopper customer sees and experiences the great thing about e commerce is that there are only three points of execution computer tablet mobile to focus on versus thousands of stores contact scott kipling our in house expert on 44 1252 616100 and watch out for part 2 of his blog scheduled for next week posted in channel ecommerce strategy uncategorized leave a reply do your sales people talk about convincing their customer posted on november 27 2013 by thequanticgroup reply we often hear from sales people that they need to convince the customer to buy the oxford dictionary defines to convince as causing someone to believe firmly that something is true to persuade someone to do something to talk into talk round win over or cajole this all sounds very much like the old days of door to door double glazing selling and it makes you stop and wonder just how the buyer feels and what type of conversion rate this will generate the buying experience should be a rewarding one the buyer should be able to clearly see how the solution helps them achieve their needs and if this is delivered in a compelling and relevant way by the seller there is significantly little convincing to be done this takes less effort by the seller and leaves the buyer s door open to having future conversations are your buyers doors being left partially open or closed selling is at the heart of winning with customers and must become a way of thinking for all commercial teams rather than a baton handover between them the role of all functions is to consistently and repeatedly create better value for their customers so that they chose your products and services over the alternatives unless selling direct to the consumer the customer is your gatekeeper to them and therefore all functions would benefit from being more customer focused for example marketers around the world believe that their brand product is relevant for all customers and often say as much when talking with sales the reality is often very different driven by the skill and will of customers towards that category for example the organisation s interaction with a high skill will customer should therefore look very different to one with low will skill but this is rarely understood beyond the sales function and sometimes not within it in our experience sales teams know more about brands than branded marketers know about customers and when this imbalance is redressed it can be great catalyst for growth if you need more information on selling capability call sonia johnson at the quantic group on 44 1252 616100 posted in marketing sales strategy uncategorized leave a reply mobile learning soars in asia the leapfrog effect posted on november 21 2013 by thequanticgroup reply mobile learning is rapidly overtaking e learning in the asian market it is estimated that by 2017 ten countries in asia will be spending more on m than e learning china will be the top user followed by india and indonesia whilst malaysia has the highest five year growth rate at 57 5 the biggest causal factor is the increase in mobile value added services for the millennial and gen y population being targeted by the global and local mobile network providers asia is living the leapfrog effect i e largely bi passing e learning and going straight for m learning this is how young professionals expect to learn so global organisations need to ensure that their learning platforms reflect this dynamic all too often we see global hq s based in europe pursuing a more western biased trends which then leaves their asian divisions at best cold and even worse to do their own thing our advice ensure your capability is connected to how learners want to learn around the world to maximise your return on capability investment if you need more information on selling capability call sonia johnson at the quantic group on 44 1252 616100 posted in uncategorized leave a reply one customer with two very different buying experiences part three posted on november 13 2013 by thequanticgroup reply one customer with two very different buying experiences one of our female consultants with a very respectable handicap of 10 was recently thinking about changing her golf clubs last weekend whilst out and about she saw an american golf store and decided to call in upon entering she was greeted by an enthusiastic young sales assistant who asked what she was interested in looking at today and she replied golf clubs the sales assistant walked her over to the ladies golf clubs and duly tried to interest her in a starter set of woods irons and a bag when asked if she wanted to try them in the indoor net our consultant politely declined saying they weren t what she was looking for and in the absence of any further questions she left the next stop was her golf professional s shop where the experience was a tad different after explaining the thought about a change of clubs the pro asked what she was playing with currently and how her men s bladed clubs felt and what she was trying to achieve by a change he said that it had been a while since he d seen her play and suggested the following course of action firstly let s see what s going on with your current clubs through a couple of buckets of balls on the range together secondly based on what we find let s identify what you really need might be clubs might just be a slight change in posture or swing and not clubs at all which will be cheaper thirdly if we decide that clubs are the right way to go we can get a range of relevant options in tape them up and give them a road test on the range and course before making any decisions she hasn t stopped talking about her golf pro since so wowed was she by the great needs based value added selling in action that we just know this example will be used in her customer needs capability interventions posted in sales shopper uncategorized leave a reply an interesting buying experience posted on october 9 2013 by thequanticgroup reply on the end of very flatfooted steps to a call a sales rep from one of the uk s leading alarm suppliers came to meet one of our consultants last night and it was little wonder that when he was asked about his conversion rate after removing his look of surprise from the question our consultant was told a maximum of 50 it s not so difficult to see why and we thought you might enjoy the following what great looks like and my experience pre meeting have an objective a plan identify how to build the relationship and credibility secure the highest value sales possible from a new customer and one minute before the agreed meeting time call and say you ll be at least 30 minutes late location audit at least a visual audit of the environment very visibly not done understand the customer needs ask open questions to get information and closed for confirmation a closed opening question do you have an alarm this is how i knew the audit hadn t been done the external box was in full view on approach to my front door we d walked past the keypad and the room we were in had a sensor blinking away offer the hook engage in a way that is relevant to the customer and motivating we offer two types of system at these base costs which one do you want the way this is going my current alarm providers whose name has been mud are starting to seem positively best in class talk the benefits link them back to the customer needs the most amazing feature fest ensued accompanied by a few sharp intakes of breath as the solution grew arms and legs with special sensors surprise surprise special was code for most expensive wrap it up summarise and secure the yes so in total that ll be five times the base cost i told you are we going ahead no prizes for guessing my answer make it happen it s all about execution because the sale isn t made until in this case the installation is done by now execution was starting to take on a whole new meaning having lost 45 minutes of my life plus the 30 minutes hanging around post call review what went well what could have gone better what s the learning for the next call my post call review was to reach for a glass of wine and reflect on the sad realisation that the art of selling seems to have got lost a 50 conversion rate seems high if our consultant s experience was representative out of a negative came a positive however and our consultant s experience gave us renewed confidence that the complete yes which is the quantic group s approach to developing great selling capability is never more needed than today posted in consumer shopper uncategorized leave a reply social data in the cloud part 2 posted on august 9 2013 by thequanticgroup reply continuing our thoughts on how can we manage and control social media data in the cloud issues and solutions for companies and individuals so where and how does an organisation start to control the mass of messages blogs tweets images audio files and videos the penalties for not controlling are huge plus there are smaller companies actually seeking these breaches for financial gain as social media use spreads throughout any organisation a social media policy no longer suffices central tools are no longer applicable password username combinations are only known locally and there is a vital need for new cost effective tools to store categorise monitor for compliance company image and analyse the overall effect of all the social media in the cloud this need has to result in a consolidated view of all a corporation s social network profiles and data organising it clearly into separate accounts media types and aggregated for display and interaction plus a search capability across multiple social network profiles instantly and cumulatively there also has to be an efficient tool to provide snapshot insights and efficient tracking buzz of individual themes and topics in the new world order of social networks providing the perfect swarm example the susan boyle phenomenon or the perfect storm too numerous to mention every business with the right super tool or super app can firstly own control and then do more with their social interactions in summary a company must document and record its social media activities and engagement most early tools were complex expensive limited to one social media platform and not easily applicable to dispersed employees such as the example with the bbc there are now however some systems being developed that will be essential for all companies which enable assurance and compliance monitoring and enforcement they adhere to social network terms and conditions are cost effective and there is a minimal training requirement they are being developed to set up an archive record of all interactions consolidated across multiple accounts will be available on and offline provide an...