RAYMOND WEIL, a top Swiss watch maker, was looking to enhance field sales productivity, shorten order-to-cash cycle and keep an eye on product sell-through and in-store presentation. With Pepperi they were able to improve store presence and grow worldwide sales.
EMEA, NA, APAC
The biggest benefit is having “eyes in the field”. Now we can better understand the situation of our products in stores, whether it's sell-through or in-store presentation and merchandising.
Craig Leach, Brand Director, RAYMOND WEIL UK
RAYMOND WEIL, one of the flagships of the Swiss watchmaking industry, was founded in 1976 by Mr. Raymond Weil. As a family business, RAYMOND WEIL is now run by the 3rd generation of the family, and its timepieces are sold worldwide.
Once strongly settled in Geneva, Switzerland, RAYMOND WEIL gradually put together an international network and now has subsidiaries in the US, UK, Hong Kong and India.
RAYMOND WEIL first started working with Pepperi in 2016 when it was looking for a tool that would help its Swiss reps take orders fast and efficiently during the watch industry’s major event, Baselworld.
“We soon understood that Pepperi’s capabilities could serve our needs beyond order taking at events, and Pepperi became the standard tool for our field reps worldwide,” says Sacha Dunn, Group ERP & Systems Project Manager at RAYMOND WEIL.
"Our reps have multiple tasks when they visit a point-of-sale. They're in charge of sales, so they present new products and take orders. But they're also responsible for checking how RAYMOND WEIL's products are displayed and how the brand is being presented in the store," added Mr Dunn.
“The biggest benefit from my point of view is having “eyes in the field”. Now we can better understand the situation of our products in the stores whether it is the sell-through using stock taking, or the in-store presentation and merchandising through visit reports with images the rep takes before and after the visit to ensure that the displays are set perfectly” adds Craig Leach, Brand Director for Raymond Weil UK.
“With Pepperi, we have an accurate record of when the store was visited, the reason for the visit and any required follow-ups” he adds. “Visit reports are shared across teams, quickly highlighting trends across our distribution network and calls-to-action. Reports are also shared with our retailers – for example, when their action is required to improve the display or to commend them on representing our brand well”.
Pepperi has changed the way sales reps interact with retailers – “Having quality images of our entire collection, including full pricing and inventory information on hand at all times, makes a huge difference” explains Mr Dunn.
"Stock taking, replenishment, accurate ordering – all done using Pepperi – improved our sales reps’ productivity significantly. Orders are submitted at the point of sale and fulfilled immediately, shortening order-to-cash times and giving us an immediate indication on the sell-through of our products," said Mr Dunn.
Mr Leach adds “Productivity means that each visit is shorter and more focused, so our reps can visit more stores and spend more time visiting potential new retailers”.
Sharing the information between team members encourages reps to focus on best-selling lines and offer retailers recommendations based on up-to-date data from the field. Sell through information helps RAYMOND WEIL to better adjust production to the demand, reducing dead inventory as well as lack of critical product at the point of sale.
This information, along with the state-of-the-art app the reps use, sets RAYMOND WEIL apart from other brands.