Sales force

Determine an effective SEO strategy


  • Ensure coverage of a targeted SM + HM fleet
  • Consolidate DN and increase visibility to maximise turnover
  • Get new products listed and deployed


  • Establishment of a permanent dedicated sales team
  • Setting up seasonal commandos to support the J&J internal sales force
  • Deployment of merchandise for peak periods or new product releases - combat merchandising
  • Animations on the sales floor

Means used

  • 10 area managers retained over 5 years
  • Supervision and training of participants: Area Managers, Promoters, Merchandisers, Animators
  • Monitoring of commercial performance
  • Data sharing with retailers


  • 20% from DV
  • +8% of DN
  • +10 places in Score Advantage