The Surprising Advantages of Smaller REM Providers

When you’re choosing a Retail Execution and Monitoring provider, it’s tempting to go with a heavy hitter, a name you see almost anywhere. After all, you’re not only making a financial investment but you’re trusting your sales operation to this technology provider and you need to know that they know what they’re doing. The traditional way of thinking is that a giant company has more to offer. On the other hand, by its very nature, today’s innovative retail execution and monitoring solutions aren’t based around a traditional way of thinking. The market is dynamic and more nimble than ever before. Today’s REM solutions need to keep CPG companies ahead of the market, and in such a quick paced world, smaller REM providers with a track record can often be your best bet.

As a June report by Gartner on the Retail Execution and Monitoring market explained, when it comes to REM providers offerings:

Complex transaction/product order capabilities, offline data synchronization, extensive configuration capabilities and cloud delivery are almost universally provided or offered.

In fact, the report says, unless you’re looking for global deployment, which few companies offer, the smaller companies provide what the bigger companies do. But with an added measure of relationship and responsiveness tossed into their value offering.

 

An Innovative Solution for an Innovative Brand

As any business knows, your strategic advantage is in what’s unique about your company. What is your company vision? How are your offerings different from your competitors’? How are your operations and customer service different? Without that differentiation, you just get lost in the shuffle. That’s one of the key advantages to a smaller REM provider. They partner with you to capitalize on your differences, not push a rigid out-of-the-box solution that will only address about 70% of your needs.

At a smaller company like RW3, for example, our solutions begin and end with the CPG industry, so we’re already providing specialized service. We sit down with each customer and understand exactly what their particular needs are, what data they need to have integrated, what their strategic advantages are in the marketplace and what problems they’re looking to solve before we layout our solutions capabilities. This way we know what analytics they need, how their sales reps operate and how they share information. So when it’s time to roll out their solution to the field, we’re right beside them, ensuring they’re gathering the insights they’d hoped and making sure their sales team is successful from the start.

 

Responsive Partnership

Upon researching don’t be surprised to find a few smaller companies that are completely emerged in the CPG world of data collection, in-store selling and user friendly analytics. For some companies, the consumer packaged goods is all they do. They build everything around the workflows of today’s on-the-go CPG field reps. And when you think about it, isn’t that what you want?  By focusing on a specific industry these providers aren’t trying to retrofit something from industry to industry but rather be the innovator of the industry with their dynamic solutions.

 

Listening to the User

There’s no better product visionary than a customer. Smaller companies with dedicated account managers collaborating with their clients can identify where the pain points are and work with the engineers to design future enhancements that solve a critical need now and in the future.

By being small and nimble, companies can tweak their offerings by incorporating a dynamic design approach or develop completely new features quickly because of their responsive relationship with their customer base and knowledge of their solution.

Through close communication, companies can see trends developing and build them into their product roadmap.

 

Finding the Perfect Partner

As big data has become more and more integrated into the way every industry operates, look for smaller REM providers to continue to compete by doing what they have always done: finding progressively advanced, accurate, and simplistic ways for their customers to make an impact at the shelf and grow their brands presence.

 

 

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Seth Nagle, Senior Marketing Manager at RW3 Technologies understands the power of innovation but also its limitations. Attending Salve Regina in New England, starting his career in Silicon Valley, and now living in Austin, Texas; Seth provides a unique tech perspective to a complex CPG and Retail Grocery Industry that is in constant disruption.

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