The Results

close

1.7B+ CPG Manufacturer of Home, Baby & Personal Care Products

  • Challenge

    This leading manufacturer of consumer products seeks to improve inventory management and deepen brand awareness in thousands of stores that carry their products. Their products move so quickly that it's challenging to know if shelves are full, inventory is replenished and consumers understand how they are different.

  • Customer Pain Points

    Lack of visibility into stores makes it challenging to optimize store environments and drive sales:

    1. Minimal visibility into out-of-stock situations across product categories
    2. No smart retail intelligence about competitor brands’ new product releases and in-store presence
    3. Insufficient associate education to support unique eco-friendly products
    4. No dedicated field team to down-stock to shelves that turned quickly

  • ThirdChannel Solution

    Millions of data points are captured in stores every day that reveal opportunities to make improvements. ThirdChannel’s integrated platform coordinates, collects and analyzes data from a force of brand-right agents on the ground. For this customer, real-time opportunities are revealed to optimize store environments and quantify results at over 700 locations of selected mass merchants, department stores and grocers in over 34 markets across the US. This case study is based on a sample set of 282 retail doors from 2,393 stores across four retail accounts: Meijer, Target, Whole Foods, and Nordstrom.

  • Insights and Action Plan Generated

    42% of retail stores brand blocking products 

    28% of products identified to be low or out of stock during a one-month period

    21% of stores register demand for more baby products

    18% of store register demand for more personal care products

    8% of stores identified to have a brand champion on staff

    Re-stocking shelves more often w/ ‘skin care product A’  has potential to drive sales +88% in Retailer A and higher in Retailer B

     

  • Results

    Participating store locations leveraging ThirdChannel outperformed control group stores by 17%

Retail Intelligence Analysis

  • 4:1 Return on Investment in Retail Sales
     
  • 2:1 Return on Investment in Wholesale Sales

 

close

$1.9B+ Manufacturer of Sports Apparel, Gear & Accessories

  • Challenge

    This leading manufacturer of iconic high-performance sports gear and accessories struggles to convey a technology-rich set of features to consumers at retail. Understanding these features is essential to consumers’ willingness to pay a premium price for their products.

  • Pain Points

    1. Minimal visibility into merchandising of their high-touch product lines
    2. Insufficient associate education for complex product line
    3. No fixture, inventory, or tracking of fixture maintenance and functionality
    4. No ground support for POP sets and resets

  • ThirdChannel Solution

    Millions of data points are captured in stores every day that reveal opportunities to make improvements. ThirdChannel's integrated platform coordinates, collects, and analyzes real-time data from both the 169 brand-right agents and the company’s field marketing team on the ground. Real-time opportunities are revealed to optimize store environments and quantify results at over 2000 locations across a variety of national sport retailers such as Academy Sports & Outdoors, Dick’s Sporting Goods, Hibbetts and REI in over 170 markets across US and Canada.

  • Insights and Action Plan

    Product Placement
    - Place product in high traffic location for additional 1-2 sales p/ week
    - Display 50-60 total SKUs and at least 27 unique SKUs to optimize sales
    - 3-5 more units sold p/ week when apparel shares space w/ other brands

    Time & Engagement
    - To lift sales +14%, spend 2+ hrs. in store p/ month training associates
    - Sell 3.4 more units per week when <5 associates are educated p/ quarter
    - Generate +3 sales p/ week by engaging w/ +20 consumers p/ quarter

  • Results

    - 12.3 extra units of product sold p/ month in ThirdChannel doors
    - +$909 higher sales p/ month p/ door
    - +$207 higher lift in ThirdChannel doors overall
    - +6% higher lift in ThirdChannel doors vs. control group doors

Retail Intelligence Analysis

  • 11:1 ROI in Retail Sales
  • 6:1 ROI in Wholesale Sales
  • ThirdChannel leveraged retail doors sell $214 more product per week increasing the gap by $210 as compared to control group doors
close

$3.4B+ Manufacturer of Electronics

  • Challenge

    This major electronics manufacturer has experienced rapid growth over a 5-year period, whose products are carried in over 10,000 locations in the US and Canada. Optimizing merchandising and managing inventory are a continuous struggle.

  • Pain Points

    1. Minimal visibility into merchandising of their product line
    2. Insufficient associate education for evolving tech. & hardware
    3. Outdated documentation of fixtures and functionalities in stores
    4. No ground support for POP sets, resets, and repairs

  • ThirdChannel Solution

    Millions of data points are captured in stores every day that reveal opportunities to make improvements. 3C’s integrated platform coordinates, collects and analyzes real-time data from both the 40 brand-right agents and company’s field marketing team on the ground. Real-time opportunities are revealed to optimize store environments and quantify results at over 730 retail locations across a variety of sports retailers such as Academy Sports & Outdoors, Dick’s Sporting Goods, REI and more in over 40 markets across US and Canada.

  • Insights and Action Plan

    Product Placement
    - Place fixture in high traffic location for +10% in unit and $ sales YoY
    - Display 9+ products to drive a 39% unit and $ sales lift YoY
    - Display 50-60 accessories p/ fixture to see the highest unit sales YoY

    Training & Engagement
    - Engage +10 consumers p/ month to generate a 5% lift in sales
    - Service doors ($13,500-$18,000 in 2015 unit sales) for +17% in sales YoY
    - Educate >15 store associates p/ door to see a 20% lift in sales over
      doors with <15 associates educated

  • Results

    - +$75 higher lift in ThirdChannel leveraged doors 
    - +16% higher lift in ThirdChannel leveraged doors vs. control group doors
    - 8,900 consumers engaged with at stores
    - 7,685 associates educated & trained on brand and products
    - 7,000 products moved from back stock to the floor
    - 600+ fixture security cases installed to prevent shrinkage

Retail Intelligence Analysis

  • 4:1 Return on Investment in retail stores

close

$4B+ Global Manufacturer of Audio Electronics

  • Challenge

    This leading manufacturer of electronics struggled to convey their newest technology-rich product to a competitive market during the holidays. Understanding these features are essential to consumers' willingness to pay a premium price for their products.

  • Pain Points

    1. Insufficient associate education for technology-driven product lines
    2. Minimal visibility into merchandising of their high-touch speakers & headphones
    3. Lack of smart intel about competitors’ new product releases
    4. No dedicated team to perform complex demonstrations at stores

  • ThirdChannel Solution

    Millions of data points are captured in stores every day that reveals opportunities to make improvements. ThirdChannel’s integrated platform coordinates, collects and analyzes data from 108 brand-right agents on the ground. Real-time opportunities are revealed to optimize store environments and quantify results at over 700 locations of selected mass merchants and department stores in over 37 states across the US. The following 8-week case study is based on a sample set of 6,263 store visits performed at 792 stores across retailers including Best Buy and Target.

  • Action Plan for Holiday

    - Complete 6,363 store visits during peak shopping times
    - Educate 15,187 associates through product demonstrations and clinics
    - Engage with and demonstrate to 13,322 consumers during the holidays

  • Results

    - 892 units sold by ThirdChannel Agents 
    - 6.7% of consumers engaged with converted into direct sales
    - Average of $4,300 worth of products sold by ThirdChannel Agents
      p/ Best Buy and Target store

Retail Intelligence Analysis

During the holidays months it is critical to have a consistent, positive, on-brand presence in stores. This is most easily seen in the difference in sales performance for stores with more than 4 visits vs. stores with less than 4 visits during this peak shopping season:

  • ThirdChannel Agents drive Best Buy sales up 9.7% during the holidays