Wrigley: Neues Team stärkt den Impulskanal

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Andreas Gabel

Beratungsgespräche bei Tankstellen-Shopbetreibern im Fokus

Mit 30 zusätzlichen Mitarbeitern belebt Wrigley den seit längerer Zeit rückläufigen Impulskanal. Das neue, speziell geschulte Außendienstteam bringt besonderes Know-how für das Impulsgeschäft mit und optimiert Distribution sowie Präsentation von Wrigleys Top-Produkten.

Andreas Gabel„Das Impulsgeschäft in Deutschland hat zu kämpfen“, sagt Andreas Gabel, Sales Director bei Wrigley. „Deshalb setzen wir ein deutliches Zeichen und engagieren uns mit voller Kraft und zusätzlichem Personal für diesen Kanal.“ Für Wrigley hat der Impulsbereich große Bedeutung: Mehr als 20 Prozent (wertmäßig) seines Kaugummigeschäftes macht das Unternehmen in diesem Kanal. Aus diesem Grund investieren die Unterhachinger hier massiv. Seit April 2012 baut Wrigley einen speziellen Außendienst für den Impulsbereich auf, der unter anderem Tankstellen, Kioske und Bäckereien betreut. Jetzt ist das neue Impuls-Team mit insgesamt 30 Kolleginnen und Kollegen komplett.
Die zusätzlichen Mitarbeiter stärken den Impulsbereich, indem sie beispielsweise die Shop-Besitzer individuell beraten. Denn wer sein Sortiment optimal gestaltet und präsentiert, sorgt für mehr Aufmerksamkeit und Abverkauf, zum Beispiel mit den Top-Sellern Extra Professional, Airwaves und 5 GUM. Schon zeigen sich erste Erfolge: Von April bis Oktober absolvierte das Team mehr als 14.000 Kundenbesuche und akquirierte über 2.000 Neukunden. Veraltete Präsentationsdisplays wurden entfernt und gegen moderne, attraktive Verkaufseinheiten ausgetauscht.

3-D-Präsentation
Innovative Produktpräsentation in der Tankstelle:
Das neue Display mit 3D-Effekt und Beleuchtung sorgt für mehr Aufmerksamkeit und steigert den Abverkauf speziell im Impulskanal; Copyright: Wrigleys

Die Tankstellen im Fokus
Das Impuls-Team arbeitet mit viel Rückenwind. Unterstützt wird es von einem internen, bereichsübergreifenden Projektteam, das Wrigley zusätzlich auf die Beine gestellt hat. Diese Mannschaft erfasst zunächst die Ist-Situation. Soll heißen, sie analysiert die Faktoren, die für den Rückgang des Impulsgeschäfts verantwortlich sind und identifiziert Hebel, um diesen Trend zu stoppen. Außerdem entwickeln die Kollegen Ideen und Strategien speziell für den Impulskanal und strategisch wichtige Kunden. Zum Beispiel die Tankstellen: Sie gelten als bedeutende Schiene innerhalb des Impulsgeschäftes von Wrigley. Seit 40 Jahren gehört Kaugummi immerhin schon zum Standard-Sortiment in Tankstellen. Die allgemeine Präsenz im Kanal zu verbessern, also die Abdeckung zu steigern, ist ein Ziel. Ein anderes, mindestens ebenso relevantes ist, vorhandene Wissenslücken zu schließen. Bereits in Arbeit ist daher eine Tiefen-Shopper-Studie, die neue Erkenntnisse zum Kaufverhalten respektive zu den Bedürfnissen der Konsumenten bringen wird.

Eine stabile Entwicklung
Das rückläufige Impulsgeschäft in Deutschland beschäftigt die gesamte Lebensmittelbranche. Der negative Trend in diesem Absatzkanal hat viele Ursachen. Um nur einige zu nennen: Kontinuierlich schließen kleine Geschäfte mit einer Fläche unter 400 Quadratmetern. Die Konkurrenz ist groß und wird durch lange Öffnungszeiten im Lebensmitteleinzelhandel und durch zunehmende Convenience-Angebote, etwa die neuen Backstationen im Discount, gefördert. Dazu kommen stetig steigende Rohstoffpreise und die neuen Citymarktkonzepte der großen Lebensmittelhändler.

All dies wirkt sich negativ auf die Entwicklung der Süßwaren aus (minus acht Prozent in diesem Jahr[1]). Zuckerwaren sind mit 46 Prozent das bedeutendste Segment im Impulskanal und verlieren noch stärker (minus zehn Prozent[1]). Auch der Kaugummi, innerhalb der Zuckerware das stärkste Segment, verliert (ebenfalls minus zehn Prozent[1]). „Unser Ziel ist, den Impulskanal individuell zu betreuen und mit neuen Konzepten zu unterstützen“, sagt Andreas Gabel. „Wir wollen eine stabile Entwicklung und setzen alles daran, den Kanal voranzutreiben. Unser neues Team ist ein erster und wichtiger Schritt in diese Richtung.“ (Quelle: Wrigleys)

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