Außendienst in Zeiten des [digitalen] Retail-Wandels ist eine einmalige Chance!
„Ich kann da nichts verändern. Sortiment und Platzierung werden durch die Zentrale vorgeben. Die Aktionen sind auch alle zentral geplant. Außerdem hat mein Ansprechpartner im Markt keine Zeit für mich.“
So in etwa sieht die Kurzeinschätzung eines Mitarbeiters im Außendienst aus, der den Wandel der letzten Jahre mitverfolgt aber dessen Unternehmen nicht im erforderlichen Umfang darauf reagiert hat. Wir arbeiten an Lösungen, um diese Situation nachhaltig zu verändern
Dabei verfolgen wir unterschiedliche Ziele:
- Relevantes Wissen in einer guten & schnell zu verarbeitenden Form weitergeben
- Entscheidungsgrundlagen im Beratungsgespräch
- Dokumenten der Umsetzungen
Wir erleben auf der einen Seite den Prozess der Zentralisierung – nicht zuletzt, um Prozesse steuerbar zu gestalten und auf größtmöglichem gemeinsamem Nenner die Fläche optimal zu bewirtschaften. Da hat nun aber der Außendienst des Herstellers wenig Eingriffsoptionen. Durchaus aus Sicht des Handels auch nachvollziehbar. Gilt es doch, keine Marken- sondern Kategorie Interessen zu forcieren.
Aber könnte man nicht den Außendienst mit mehr Wissen zu Sortiment & Platzierung ausstatten – dann mit einem Korridor, in welchem standortspezifisch in die Darstellung der Warengruppe eingegriffen werden kann? Und diese Veränderungen dann unmittelbar in den Systemen von Handel & Hersteller auflaufen und Basis für die Weiterentwicklung sind?
Damit würde Kompetenz an die sogenannte „Peripherie“ abgegeben werden. In heutigen schnelllebigen und herausfordernden Zeiten vielleicht eine Chance, die letzten 20% aus der Performance herauszuholen. Die notwendigen Tools dafür gibt es schon – bzw. werden in absehbarer Zeit am Markt sein.
So tut bspw. unser #Sindri auf dem Tablet des Außendienstes seinen Dienst – direkt gekoppelt mit den Datenbanken der Handelspartner und dem eigenen ERP. Und beim Zusammenwachsen von digitalem & stationärem Handel ist dies bestimmt nur ein weiteres Mosaiksteinchen.
Was denken Sie? Ist das ein Zukunftsmodell, die Peripherie zu stärken?
364 Comments
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