Why in-store execution has changed forever - and what you need to do to succeed

[November update] BeMyEye has asked Neil Preddy - a research expert and former Nielsen executive - to conduct a study on the impact of the current Covid-19 crisis on in-store execution. Our first version published in June has proved a solid foundation for him to refine his conclusions in this second edition, which considers the ongoing changes in retail.

The Covid-19 pandemic is having a profound impact on supermarkets, pharmacies and restaurants & bars; the places where retail staff and merchandisers work to make sure that those shopping around them have a full selection of well presented products to choose from. So how are FMCG and Pharma companies finding resourceful solutions for their in-store execution as this new reality unfolds?

Having run interviews with key decision-makers from 12 leading companies in the CPG & Pharma industries, and after having analyzed the results of a consumer survey conducted by BeMyEye on more than 10k people in 16 European countries, Neil Preddy has gathered his conclusions on the “new normal” of retail execution in this white paper. 

NB: In this latest version of the white paper, updated in November 2020, we have also examined some of the ways in which companies are currently innovating as they strive to adapt to a fluid situation. 

If you already read the version published this summer, or attended the related webinar, and only want to read about what has been updated, you may read this post

By reading the document you will learn... :

  • what the key priorities for industry leaders really are in the post-Covid-19 period
  • how they are thinking beyond simply reacting to the crisis, as they are seriously working on re-engineering and optimizing their sales teams
  • how the pandemic has accelerated the changing nature of field activities and ‘the moment of truth‘ in front of the shelf 
  • how you can cope with the challenge of buyers switching to smaller store formats
  • that the in-store execution fundamentals have not changed but need to be optimized
  • that field sales activities are switching to a more systematic, more data-driven approach
  • developments up until November 2020, including how the industry is reacting to the cycle of lockdowns and lifting restrictions
  • how changes that were predicted in the early days of the pandemic are already happening in stores

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