Paul Writer launches SAP Think Tank , 
Video interview series with Head of Sales highlighting best practices
Utsav Malhotra
GM- Sales & Sourcing
FashionandYou
On the importance of customer centric sales automation…
In customer centric automation as a company we have invested a significant amount on developing tools that can help us auto pilot a lot of sales initiatives. Whether it is our proprietary customer sales analysis tools which help us understand how the customer is behaving or by creating a mobile friendly app and by also developing our website to curate it in a manner where merchandise can be bought as per customer wants. For example, if a woman logs on she can potentially be offered events that are relevance to her as opposed to a man who logs on and finds products of relevance to him. Technology has been a big enabler which in the conventional paradigms of retail it wasn’t possible where when you would do a conventional visual merchandising display/window that was the only thing on offer but here can window dress thee store differently and filter my search with products that are more relevant. If somebody is looking for say gifts there are a million products available online but say if somebody searches black dress you again get a lot of choice, but it’s up to us to customise the offering and say recommend other products along with the relevant product say a clutch or heels to go with that black dress. We are now in a better position to cross-sell so all those conventional sales tools are coming into play and this has changed the landscape completely.
“Technology has been a big enabler which in the conventional paradigms of retail it wasn’t possible where when you would do a conventional visual merchandising display/window that was the only thing on offer but here can window dress thee store differently and filter my search with products that are more relevant. ”
