As rupturas, conhecidas como falta de produto em gôndola, são cada vez mais um problema, não só para os distribuidores, mas também para as marcas que acabam por sofrer graves prejuízos, sem se aperceber do impacto que isso pode ter nas suas vendas e nos seus consumidores.
Segundo um estudo realizado pela ERC, a falta de produto em gôndola, origina uma reacção de insatisfação por parte do cliente, que acaba por escolher outro produto (37% dos casos) ou procura outra rede (21% dos casos). Mais que uma venda, a má experiência do consumidor pode influenciar a fidelidade dos mesmos a determinada loja ou marca.
O grande problema é que maior parte das marcas/fornecedores, não se apercebe de como este fenómeno afecta o seu negócio.
Na realidade existem inúmeros factores, contudo é possível inverter este fenómeno, através de vários processos, que permitem medir o seu impacto e ao mesmo tempo identificar a origem do problema.
A pensar assim, disponibilizamos as ferramentas certas, para um maior controlo das suas vendas e respectivas equipas. Através dos nossos sistemas, o cliente têm acesso a informação pormenorizada do PDV por loja, promoção, distribuição, espaço, merchandising, rupturas e preço. Todos estes dados são recolhidos e medidos em cada visita. Garantindo informação de qualidade, sobre toda a sua actividade comercial. Um processo que integrado com as nossas equipas permite aos clientes actuar em tempo real, no caso de existir algum indicador que não vá de encontro aos objectivos propostos.
Contudo, o acesso a dados quantitativos não é suficiente, é preciso existir uma equipa de vendas que controle os factores externos! Um caso bastante comum, passa pela existência de determinado produto em stock de loja, mas o mesmo não se encontrar exposto, devido à falta de experiência dos repositores ou porque a quantidade de produto em gôndola não é suficiente para responder à procura. Um problema que grande parte das marcas tem dificuldade em combater. Com as nossas equipas, fazemos a implantação dos seus produtos de forma eficaz, cumprindo um conjunto de regras essenciais: compreensão de políticas de implementação por loja, negociação com chefes de secção, benefícios do cliente, aproveitar baixa de preços, excesso de stock ou promoção on pack de modo a ganhar espaço, acompanhamento e responsabilização de todas as partes envolvidas.
Para além de toda uma equipa de vendas eficaz, a nossa estrutura é composta por um coordenador, que orienta os vendedores para aspectos como: perceber de quanto em quanto tempo se deve repor os produtos, se existe stock suficiente em loja, se os preços estão a ser cumpridos , como é que o produto deve estar exposto, quais as melhores rotas, se as visitas estão a ser realizadas com a devida periodicidade, se existem campanhas ou promoções, se os objetivos estão a ser compridos entre outros aspectos relevantes. Todo este processo é composto por um acompanhamento em “rua”, com o objetivo de treinar e formar os vendedores, ao mesmo tempo que são identificadas novas oportunidades.
Podemos concluir, que a força das marcas não é suficiente para combater este fenómeno, sendo necessário uma empresa especialista em outsourcing de vendas que se foque no seu negócio e garanta o sucesso das suas vendas!
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