Saviant Clients

FMCG / Fast Moving Consumer Goods

National project:

Merchandising audit / Motivation of salespeople at POS

Objectives

To provide control over the realization of the in-store motivation program in traditional and modern independent retail stores. To create an efficient system of motivating points of sales, to provide rewards for salespeople.

Timing

from August 2011 till present

Results

The Internet reporting system was integrated. Data come into the system on a daily basis within 24 hours after the audit. An efficient assessment system was created, the results of the program are reported on a monthly basis. Data acquisition period – from the beginning of checks till the reporting time – was cut down to two weeks. The time of prize delivery and receipt by a salesperson makes up two weeks.

Alcohol

Project:

Merchandising audit

Objectives

To study the situation in the market of alcoholic products with a breakdown as per share and quality of distribution for ASG’s and competitors’ products.

Geography

28 cities of Russia, 1,000 outlets.

Timing

Beginning of cooperation: 2008. Last project: September 2013 – February 2015

Results

As a result of this study, we have obtained the data that allow assessment of the distribution of ASG’s and competitors’ products at different types of retail outlets, as well as assessment of field personnel’s activities performance.

FMСG / Fast Moving Consumer Goods

National project:

Merchandising audit

Objectives

To audit the distribution of Makfa’s products and competitors in similar product categories at different types of retail outlets in the territory of Russia and CIS countries (Ukraine, Kazakhstan, Belarus).

Geography

49 cities of Russia, 26 cities in CIS countries. 9,500 visits in two months

Timing

Annual project, 2007 – May 2014, in November-January.

Results

Based on this research, Makfa obtains a complete picture in terms of product distribution and shelf share vs. competitors. These data arrive over time, which allows them to assess how successfully the company operates in the market year on year. The complete annual audit also allows them to track market novelties.

Beauty & Pharmacy

National project:

Audit of the incentive program for salespersons at retail outlets

Objectives

To assess the quality of implementing a loyalty program for end consumers and salespersons, assess the quality of POSM placement under the program.

Geography

1,200 outlets, all Russia (over 60 cities).

Timing

Beginning August 2010 - July 2012, twice a year

Results

5 audit waves for the loyalty program with different techniques and prizes have been performed. During the period of this promo, the sales volume was increasing by 30-50%. Approximately 1,000 outlets took part in each wave on a permanent basis, loyalty of the outlets’ personnel to Beiersdorf and the promo itself has been formed.

Beauty & Pharmacy

National project:

Pharmacy audit with a view to assess the efficiency of work of medical representatives

Objectives

To get operating data on drug availability and stock level, to assess the quality of fulfillment of merchandising rules, including the qualitative evaluation of POSM availability and location; to conduct interviews with pharmacists for recommendations with the use of the mystery shopper method.

Geography

6,000 pharmacies, the entire of Russia (55 big cities of the RF)

Timing

from April 2001 till present with the quarterly periodicity

Results

The client received a tool to assess the work of medical representatives with the definition of the success rate and linkage to the motivational program. The results of interviews with pharmacists allow prompt reacting to their needs, and as a result of that pharmacists begin to recommend the company’s drugs more often than those of its competitors. The Internet reporting system was integrated. The system allows calculating tables and ratings in dynamics.

FMGS / Fast Moving Consumer Goods

Project:

Store Check with a focus on OOS audit in the retail sector of Moscow and closest Moscow Region

Objectives

To provide control over observance of matrixes, retail prices. To establish an effective prompt system of OOS situation notification.

Geography

1,500 outlets in Moscow, Moscow Region, over 5,400 visits per month.

Timing

September 2012 — present time

Results

The Internet reporting system has been integrated. Data arrive to the system daily within 12 hours from the moment of audit. A PDA soft system that facilitates the process of data collection and processing has been introduced. Next day, in the morning, the Client receives data and has time to promptly react to the OOS situation, product (package) defects, etc.

Alcohol

National project:

Off-trade and On-trade promo activity audit

Objectives

To provide an independent assessment of the promo and POSM activities of the main elite alcohol market players in order to measure the voice level of each player and the effectiveness of promo activities in general.

Geography

Off-Trade: 360 outlets in compliance with the system of monthly audit in cities with the population of 1+ mln. people (13 cities); On-Trade: 1,000 class А, B+, B establishments in 7 main cities.

Timing

August 2010 – present time

Results

Independent assessment of the quality and intensity of main importers’ promo activities with tying results to internal indicators and company’s promotion plans.

FMCG / Fast Moving Consumer Goods

National project:

Merchandising audit in traditional retail

Objectives

To provide control over observance of merchandising standards, matrixes, retail prices and control over the use of branded in-store equipment with the Internet reporting system and Client’s PDA.

Geography

13 cities of Russia, over 3,500 visits per month, over 20,000 km travelled

Timing

Seasonal project implemented in March - October 2013

Results

Auditors with cars, a system of exclusive audit, has been introduced. An effective assessment system has been developed. Program results are summed up on a monthly basis. Audit data arrive to the system daily within 12 hours from the moment of audit. A reliable instrument for assessing the quality of merchandising standards implementation for Client’s refrigeration equipment has been provided.

Alcohol

National project:

SFA audit

Objectives

To provide an independent assessment of the internal audit program and quality of monitoring performed by trade representatives with the Internet reporting system and Client’s pocket PC.

Geography

19 cities of Russia, 80 trade representatives with a sample of over 600 outlets.

Timing

December 2013 — June 2014

Results

Provision of an independent assessment of the quality of trade representatives’ work concerning internal audit and observation of merchandising standards.

FMCG / Fast Moving Consumer Goods

National project:

Development of sales channels / Merchandising audit in the retail chain

Objectives

To provide control over the work of the retail chain, to get operating data from points of sale, to provide an efficient and prompt data reporting that is necessary to improve the situation in points of sale and to assess the work of the field staff

Geography

3,000 points of sale, the entire of Russia (235 cities and settlements in 7 Federal Districts of the RF)

Timing

October 2012 — June 2013

Results

Development of a unique assessment program covering almost 3,000 points of sale served by the client. Data acquisition is carried out on a tight timetable: one audit wave takes up 2 weeks of actual working time. The Internet reporting system was integrated. Data come within 36 hours after the audit. The system allows calculating tables and diagrams in dynamics. The reporting system was branded and transferred to a separate server.

Finance and insurance

Project:

Strategic audit for developing a merchandising concept and tactical audit for concept implementation assessment.

Objectives

To develop a merchandising concept for bank office design, track the quality of introducing adopted standards.

Geography

17 cities of Russia, 100 offices

Timing

Beginning of cooperation: March 2008. Last audit: June 2012.

Results

A merchandising concept has been introduced, employee training performed. Within the framework of system audits for concept implementation quality, some mistakes and office design drawbacks have been corrected.

FMCG/ Fast Moving Consumer Goods

Project::

Merchandising audit with a focus on OOS

Objectives

To provide 100% implementation of matrixes at federal retail chains. To tie audit results to the motivational constituent of managers.

Geography

Monthly audit at 400 outlets in 13 cities of Russia, including Moscow and Saint Petersburg

Timing

September 2011 – December 2014

Results

In the period of audit performance, the matrixes of retail outlets have been significantly extended, the product range of RosEl at retail outlets has become wider. PDA soft has been introduced in order to send reports from the outlets promptly, which significantly reduces the time of auditor’s work and provides managers with real-time information on the OOS situation in the sales area.

Retail, Catering

Project:

Merchandising audit

Objectives

To study chain filling stations in order to determine the availability of different types of products.

Geography

4 cities of Russia, 50 chain filling stations

Timing

July 2013 - present time

IT & Electronics

National project:

Independent quality assessment of performance by staff promo consultants on household appliances with the

Mystery Shopper method.

Objectives

To provide control over observance of working hours, discipline, dress code. To assess promo consultant’s activity and competence.

Geography

190 consultants at 170 outlets (30 settlements); 300 visits per month.

Timing

December 2013 – April 2014

Results

An effective assessment system for promo consultants’ performance quality has been developed. Research findings are summarized weekly and allow the Client to promptly react to them and solve existing problems.

Finance and insurance

National project:

Audit for bank office design standards

Objectives

To provide control over observance of standards for bank office design, control over the use of specified structures and relevant printed materials.

Geography

121 bank offices in 63 settlements (all Federal Districts of Russia)

Timing

March 2013 – present time

Results

An effective assessment system has been developed, research findings are summarized on a quarterly basis. A reliable instrument for assessing the compliance of the Bank’s branch network with design standards has been provided.

DIY construction and renovation

National project:

Merchandising audit at retail outlets in key cities of Russia.

Objectives

To test the effectiveness of the Retail project, determine how the availability of POSM influences KNAUF product sales, including: to measure the level of compliance with client service standards, assess the quality of POSM usage, analyze competitors’ work quality.

Geography

12 key cities of Russia

Timing

Q4 2012

Results

Reliable and real-time information on merchandising concept introduction in retail trade, including at the level of outlets, has been provided. Monitoring of prices and shelf share, commodity stock, assessment of KNAUF merchandising standards (product layout, POSM placement) observance has been performed. The audit has become a consequence of work on developing and introducing merchandising standards.

Clients

TESTIMONIALS: