BizAnalyst Network

Resilience Report: Spinning Gold With the Outsourced Sales Force

Making the Most of "Feet on the Street"
by Edward Landry and Jaya Pandrangi

Faced with the need to keep the prices of their goods low and burdened by the rising expenses of promoting and marketing their brands, many consumer products manufacturers have looked to cut costs in field merchandising -- the sales force members who travel to individual stores to place products and to negotiate for better display presence. Outsourcing most or all of its merchandising force can cut a company's merchandising costs by 50 percent. But those benefits may be frittered away, unless the CPG firm teaches its "feet on the street" three critical steps.

To read the full article:
http://www.strategy-business.com/resilience/rr00020

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Resilience Report is a monthly update on business complexity and strategy-based transformation. An exclusive service for readers of strategy+business, it offers original research, case studies, and other intellectual capital from s+b and Booz Allen Hamilton.

Randall Rothenberg
Director of Intellectual Capital
Booz Allen Hamilton
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posted by Victor Lloyd Smith @ 4:46 PM