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WAYPOINT STRATEGIC SOLUTIONS
Plotting Your Course for Growth
Sales
Effectiveness
Nothing happens until somebody sells something.
+ Merchandising Planning Platforms
+ 3-year Strategic and 1year Operating Plans
+ Sales Infrastructure Development
+ Merchandising planning systems platform development
+ Sales Restructures
+ Organizational Staffing
+ Performance Management
+ Sales Training Programs
+ Compensation Plans
+ Reward and Recognition Programs
+ Sales Meeting planning and implementation
Casual Footwear
Market Leader
Waypoint was engaged by this leading footwear and accessories company to revitalize their overall sales force effectiveness. A comprehensive plan to optimize their selling structure, re-configure their compensation program, implement performance management and planning protocols, and establish their first-ever trade marketing function. All of these were combined to accelerate growth and reduce overall sales SG&A. Subsequent work to identify potential acquisition candidates and explore a one-company sales structure advanced their long-range strategic plan.
US Premium
Footwear Marketer
The U.S. subsidiary of the Brazilian conglomerate Alpargatas retained Waypoint to increase the effectiveness of their direct sales force and agent network. A wide-ranging analysis of current structures and practices led to a customer segmentation that led to a geo-targeting initiative to identify the the most productive block-level customer target list. From this micro-marketing view, sales people and agents were given customer level sales targets and compensation plans were geared to reward KPI achievement.
Wholesale Grocer
Subsequent to the aggregation of disparate merchandising resources across regions and functions the new organization required common planning processes and tools. As such, Waypoint conceived, designed and developed a Cloud-based Merchandising Planning platform for 2,000 vendors and 50k SKUs across 5 operating regions. Upon completion, the new consolidated organization was trained on new planning processes and systems tool usage. early returns indicate an increase n Ad and display frequency and higher fee revenue from National and Regional vendors.
Wholesale Grocer
C&S is the largest grocery wholesaler in the U.S., supplying National and Regional Chains and Independent Grocers in the East, South, and West Coast regions. Waypoint Strategic Solutions has helped the C&S Commercial Sales organization evolve from a service-oriented function to a demand-driving force. We have helped craft a long-range sales strategy; developed a customer-centric sales structure; created a market segmentation model to guide smart sales deployment and routing.
Designed and implemented cross-functional customer experience teams to manage to the totality of the customer's growth potential
Specialty Grocer
Davidsons is a leading distributor of Natural, Organic and Specialty Foods, with operations on East and West Coasts. Waypoint redesigned their field sales and merchandising forces while driving significant productivity and sales effectiveness. Waypoint utilized a combination of market segmentation tools and mapping software to optimize deployment and call frequency.
Tool Manufacturer
After establishing a 3-yr Strategic Sales Plan, and subsequent Sales Operating Plan, a key component of the change management plan was the design and implementation of a National Sales meeting to rally the new organization around the future state. In service to the the sales leaders, Waypoint conceived, designed and created meeting content to inform, engage and motivate the front-line sales. Post-meeting feedback was uniformly positive with improved execution evident.
Case Study:
National Grocery Wholesaler
A national grocery products wholesaler believed they could increase the ROI from the investment they had made in their store level sales and merchandising teams. Waypoint created a breakthrough store-level assessment of sales and opportunity to guide headcount deployment and category focus. The solution was implemented via software-based routing and automated selling priorities.
Contact Us
Waypoint Strategic Solutions
1005 W Webster Ave, Suite 4W,
Chicago, IL 60614
ricnoreen@wpstrategicsolutions.com
(773) 697-8402