Go-to-Market Guidance
We navigate clients through the complex maze of big-box retail sales and deliver results
Guidance for Success
The Technigistics Viewpoint
We view big-box retail opportunities as one component of broader go-to-market sales and distribution strategies and enable clients to attack them as follows:
- Maximize returns on investments in retailing with optimum sales, revenues and margins (constantly pursuing opportunities while scrutinizing for efficiencies and sensible expenditures).
- Minimize retailing resource requirements (people, relationships, knowledge and expertise) so clients can focus on more endeavors critical to the success of their businesses.
- Standardize and simplify communications and management so the complex world of retailing can be administered by our clients in a streamlined and time-efficient manner.
We Prepare You for Battle
Getting ready to engage with big-box retailers and pitching your products and services to impress is an immensely important element in the go-to-market process - do it right to ensure success
- We understand the strengths and weakness of various retailing sectors and the strengths and weaknesses of the respective players within each sector and assist our clients in making the right decisions when choosing partners.
- We ensure we account for all go-to-market considerations and costs in advance to sales/negotiations with retailers (manufacturing costs; importation and last-mile logistics; warranties and returns; customer service; legal; financial and other administrative services; marketing and sell-through campaigns; retail slotting fees and margin requirements and much more.
- We believe it is critical to thoroughly familiarize and align ourselves with the sales and investment objectives of our clients in relation to their overall channel marketing and sales expectations. prior to engagement with retailers.
Full-Service Sales Management
We manage the entire sales process from start to finish - from strategic preparations to the execution of communications, negotiations and final contracts and partnership programs.
- As soon as we align on objectives together with our clients we put our national sales team into action. We provide you with instant and regular access to key retail merchant teams with transparent communications and feedback critical to your success.
- We coordinate all meetings and buying team communications, assist in building appropriate sales presentations and other marketing materials, provide insights into proper positioning of your products/services as it relates to optimize opportunities for placement and sales.
- We consult our clients on various buying team performance expectations and provide guidance through the overall selling processes and program/contract negotiations.
Fostering Collaboration + Accountability
We create partnership playbooks with input/collaboration from our clients and retailing partners to ensure we align on mutual objectives
- As soon as we consummate client partnerships together with big-box retailers it is critical to establish collaborative game plans with clear and realistic sales objectives, strategies and tactical plans to maximize sales results. Merchants love partnership plans that drive sell-through results.
- We create and execute optimum program plans with our clients with consideration to specific budgets/resources and to what we know works in achieving positive returns with each retail partner.
- We consult and guide our clients with respect to retail merchandising, advertising, promotional and sales support opportunities to ensure we establish a working relationship with each retailer based on accountability and a spirit of collaboration and mutual success.
Full Omni-Channel Management
Success in big-box retail requires expertise and attention to e-commerce and marketplaces too (now representing over $1 trillion in US sales)
- We guide our clients through all the basics - building optimum listings with great content, images, infographics, videos and rich media; and ensure maximum search results, exposure/views and conversion rates.
- We work with marketplaces to leverage all available tools to optimize customer purchase experiences (supplier branding pages and storefronts; review syndication and accelerators programs; pricing tools; winning buy-box tactics; optimum fulfillment models; use/analysis of performance metrics; and much more
- Technigistics understands the various on-site and off-site markets tools and tactics big-box retailers offer suppliers and we have the experience to identify and leverage the best performing tools and tactics to maximize ROI and ROAS for clients
Our Partners
Technigistics is with you from start to finish
We will navigate you through the maze and complexities of big-box retailing to ensure you minimize mistakes, capitalize on areas to leverage your strengths, while we maximize opportunities together with our retail partners
We align our interests with client interests
A Singular Focus - Maximizing Sales
As soon as finalize partnership agreements between our clients and retailers we work together to ensure we use collaborative resources as effectively as possible to maximize partnership prospects.
- We view the optimization of partnership programs with retailers as both an art and a science – programs are always different across product/service categories and across retailers.
- We always manage partnership programs with the same singular focus - maximizing sell-through objectives.
- Technigistics remains actively involved in managing relationships between its clients and retailers as plans are constantly in motion as we calibrate them as sales trends emerge (fine-tuning dials) to optimize uses of funds and resources.
Maximizing First Impressions
We perform extensive due-diligence in advance to approaching retailers with our clients to ensure we always provide great first impressions
- We work extremely closely with our clients in advance to approaching retailers and merchants to ensure we introduce our clients with appropriate information; outline consumer problems/issues our clients solve; assess retailers existing assortments and identify areas we can add value; (for both consumers and retailers).
- Together we outline our messaging and marketing campaigns; articulate the benefits to the retailers in partnering with our clients (market share; financial gains; etc.); analyze and compare client products vs. current competition; outline ways and means our clients will support/drive sell-through of their products in retail stores and online; and much more.
- We view diligent preparation work as paramount considerations/elements to impress merchants at the outset and ensure productive meetings/conversations and prospects for getting products on shelves and online with retailers.
Partnership Playbooks
We make it easy to manage retail partnerships as we create partnership plans upfront and manage to them throughout ongoing retail cycles
- As soon as the ink dries on vendor master agreements and we complete onboarding tasks, we immediately go to work developing annual partnership plans with inputs and collaboration between our clients and retail partners.
- We build out assortment plans; manufacturing and logistical requirements; resource requirements and investments/contributions between our clients and overall sales; revenue; margins and market share objectives. We foster a spirit of full and continuous partnership between all parties.
- We use annual partnership plans as a roadmaps (navigation tools) to ensure we are executing strategies and tactics; meeting or exceeding our collective goals; and calibrating tactics and tools as appropriate to leverage productive resources and tactics and eliminate unproductive resources and tactics.
Active Account Management
Merchants are extremely busy and rely on us to manage the success/sales of our clients
- As former big box merchants we appreciate the chaotic schedules of retail executives and buyers and the value of their time.
- Buyers are constantly putting out fires and playing the politics that come with working with large corporations and rarely devote the time necessary to adequately manage their own businesses – so we manage them for them as much as possible.
- We work to maximize the value and effectiveness of our interactions with merchants and anticipate/minimize problems and issues through various analytics and tools.
Tactical Attention
We are crazy about details...because details matter
- Merchant Team Communications: regular meetings/conferences (sales trends and account/category specific metrics/analytics; new product and/or service introductions; budget/resource plans); inventory/order forecasts; miscellaneous problem solving; etc.
- Store Team Communications: coordination with selling tools/activities; training materials; merchandising/execution instructions; event attendance and representation; customer service issue escalations; store visits; interviews; proof of performance checks; etc.
- Finance and Accounting Management: general AP/AR assistance; triage management (receivables; chargebacks/claims reconciliation management; returns variances/shortages; missing accessories; sell-through credit variances; price protection issues)
- General Compliance Management: product/packaging compliance (safety laws/regulations; environmental compliance; etc.) shipping/routing compliance (carton/label requirements; carrier/appointment guidelines; etc.); staffing activities; merchandising guidelines; advertising/branding guidelines; training/labor guidelines; minimization of penalties/fees; third party rules/regulations
- Vendor Portal Guidance: client navigation/interpretation; standard operating procedures; global synchronization standards; merchant guides/resources
- Activity and Transactional Data (EDI) Management: EDI810; EDI812; EDI820; EDI850; EDI852; ED855; EDI856; EDI860; EDI997; EDI204; EDI212; EDI214
- Executive Management Communications: activity/performance summaries and reports (sales trends; resources/budget plans; competitive issues)