Competitive Compensation Strategy
Despite its successful transition to unified commerce, this regional furniture company’s in-store sales were stagnating. They needed to get their compensation structure right, but they still needed to compete in a crowded furniture market. And, as a publicly traded company, they couldn’t afford to waste any time doing it.
BRP started by interviewing the retailer’s C-level executives, directors, and sales associates. They analyzed competitors’ capabilities such as mobile technology and other in-store systems that also tied to ecommerce sales. And they consolidated primary and secondary research on competitors’ compensation strategies.
With BRP’s analysis and recommendations in hand, the retailer selected a new compensation model that would strongly motivate in-store selling while not cutting into the other channels within its unified commerce world. BRP also advised the retailer on ways to improve enterprise-wide KPIs and explore new growth strategies.
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We are a comprehensive consulting firm helping many of the most successful retailers and restaurant operators solve their business and technology problems. We focus on three key areas: IT strategy, vendor selection and project implementation.