New Product Store Rollout

Sliding Line

  • Exevion was brought in to help a UK retailer launch a new product to their high-street estate. We managed the project, from planning and training to implementation and ensuring on-shelf compliance.

    Large-scale store rollouts of new product are complex, typical challenges include:

    • Stock Availability: identifying stores where the product will be most successful to balance in-store stock availability across the retail estate;

    • Training and Communication: ensuring store staff are equipped with the knowledge and skills to sell the products effectively;

    • Implementation: making sure that store teams have the resources and guidance for implementing the plan.

  • Exevion managed the launch from trial through to implementation.

    • Sales Trials – Our initial focus was to support sales trials of the product through selected stores and online to confirm the product was what customers wanted and to give a forecast of sales for the estate.

    • Planning – Using the outputs from the trials, we completed detailed planning for the store rollout, including modelling and segmentation for store selection and managing the space planogramming.

    • Communication – We built and managed the communication plan to ensure everyone was aligned throughout the process. This included setting up communication streams for stakeholders across the business.

    • Training – We managed the creation of training materials for store teams, including videos, cheat sheets and quizzes. These were used to give store teams the knowledge required to sell the new products effectively.

    • Incentivisation – To ensure incentivised store teams, we worked with stakeholders to agree an incentive plan for stores to sell kits. This rewarded whole store teams when they achieved monthly sales targets.

    • Continuous Improvement – To maintain compliance to the plan, we monitored the store rollout closely, gathering on-the-ground feedback to assess how it was going and make improvements where necessary. This included ensuring that stores were compliant with plans and completed training.

  • We supported the delivery of a successful rollout across a multi-store estate. This included best-in-class sales training for the teams and an incentive plan worth over £65K per month if all stores meet their goals. Post-launch, we managed a 4-month period of continuous improvement where sales of the new product doubled.

  • By introducing new products and developing the core proposition, businesses can offer customers innovative products and services to help them stay loyal and engaged with their brand.

    However, great products can fail without a good store rollout plan and implementation. For example, customers might never see the product on the shelf if store teams are not empowered to upsell or cross-sell, resulting in low sales despite a good product.

    Our comprehensive experience ensures that store rollouts are executed efficiently, maximising the opportunity for a product to succeed.