REALISTIC SALES PROJECTIONS
The ordering and installation of point-of-pur-chase and on-shelf displays is getting much
simpler and faster. StayinFront has teamed
with Augment to develop 3D mobile software systems that allow retail buyers to see
how the displays will actually look on the selling floor. StayinFront provides its software to
direct store delivery (DSD) suppliers in the
cookie/cracker, bread, candy, soft drink, health
and wellness and other categories.
“Augment is helping us take that next step
toward visualization with the store manager,”
says Sam Barclay, managing director North
America at StayinFront, based in Fairfield,
N.J. He says the sales rep is able to call up a
virtual image of the display on an iPad and
show the manager how much floor space
the display will take up in the aisle, how tall it
will actually look, how many products it may
be blocking on the shelves, etc. Augment is
providing the 3D application component.
“It gives the manager an exact sizing and
it knows where the floor is so it will show
the display as it would actually look on the
floor. The sales rep can digitally spin the unit
around and show how much space it will
take up on the aisle. Once the sales rep has
shown it and the store manager agrees to
it and says yes, a photo can be taken, and
put onto the StayinFront application and
attached to the promotion contract that the
retailer signs,” he adds.
The sales rep can also email the photo to
the merchandiser who is coming in the next
day through the software. When the merchandiser comes in they know exactly where
it goes, Barclay says, adding that it provides
other benefits to the retailer, including integrating real data into the sales pitch.
“When the rep describes the display that is
being put up in the store it is very difficult to
mentally visualize what that is. The sizing and
positioning of the display makes a big difference to the retailer,” Barclay says. “Our partnership with Augment is designed to take
the sales pitch one level further to help them
visualize what they are selling into the store.”
The software application is also appropriate for chains where merchandising decisions are made at the corporate level and
operate different size stores, Barclay says.
“This can also be shown against existing
photos that were taken in the store, rather
than a live photo,” he says. “At a headquarters
level it is a much more data based discussion
and that is where they use the pitch book to
have more detailed discussions about what
impact the display will have on actual sales.”
Barclay adds, “All of this at the end of the
day is leading toward a process where you
get a much more accurate order, and the
store manager is much more knowledgeable about what is being approved.”
Fruitful Keynote Address
Craig Boyan, president and COO of H-E-B will
deliver the keynote address on June 21 at the United
Fresh 2016 Opening Breakfast General Session at
McCormick Place in Chicago.
Boyan is also a member of the H-E-B board and a
trustee of the H-E-B Investment Retirement Plan. He
joined the company in 2005 as chief strategic officer
after serving as an advisor to H-E-B for two years.
“We are looking for ward to hearing Craig’s insights
about the challenges and opportunities facing today’s
supermarkets and the role that fresh produce plays in
serving today’s consumers,” says Tom Stenzel, presi-
dent and CEO of United Fresh, based in Washington,
D.C. “As we look to the future of food retailing, our
produce members know that retailers serve as key
holders to the consumer experience. There’s always
more to be learned and shared, and Craig’s perspec-
tives will be incredibly valuable to our industry.”
United Fresh Produce Association has a long-
standing relationship with H-E-B. Hugh Topper,
group vice president of fresh, currently serves as
a member of the United Fresh Start Foundation
Board of Trustees. Topper and Roger Harkrider,
H-E-B director of produce, are past members of
the United Fresh Board of Directors.
“We appreciate the incredible support of the
H-E-B leadership team and all they are doing for
our industry,” says Stenzel.
Co-located with FMI Connect 2016, the
International Floriculture Expo, and the new
Global Cold Chain Expo, United Fresh 2016 will
bring together retail, fresh produce, floral and
cold chain leaders who are searching for unique
products and looking to enhance relationships
with valuable business partners.
To register, visit www.unitedfreshshow.org.