Research / White Papers
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DHC conducts research studies or develops white papers to address sales and marketing or industry issues.
IMPULSE SALES: Evolution of the Front-End Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.
Top Talent: A Top Priority With Baby Boomers rapidly approaching retirement, CPG companies will have more vacancies than their Generation X successors can fill – especially in Sales. To fill those positions, companies will have to turn to the Boomers’ children, most colloquially referred to as “Millennials”, who are projected to comprise 50 percent of the workforce by 2018. This leads CPG Sales executives to consider some critical questions: 1) How do we get the top talent among Millennials into CPG Sales?; 2) How do we keep them at our companies? This comprehensive study, conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, explores the answers to these and other important questions based on their research. Download White PaperSales Force of the Future Study Insights into what is important to manufacturers and retailers – now and in the future. Determine how well manufacturers are performing (their perspective vs. retailer). And more! Compare yourself to the 2012 results Get 2012 Study Results Get 2009 Study Results Get 2007 Study Result |
Maximizing Opportunities at Self Checkout Download Executive Summary |
Retailer Needs of the Future Study Let your vendors know what matters most and how well they deliver against your needs. Compare yourself to other retailers. Compare yourself to the 2012 results Get 2012 Study Results Get 2009 Study Results Get 2007 Study Results |
Investing in the Shopper Experience |
Retail Formats in Transition The RetailWire community and other industry participants were asked to pick the "winners and losers" among various retail formats over the next five years and to identify the factors that would drive that outcome. Download |
Fad or Trend: Will Recessionary Shopping Behavior Continue? |
Front-End Focus Front-end merchandising is a critical element in store performance and customer satisfaction. Changes in consumer shopping patterns, changes in the retailer /manufacturer communities, and the advent of self-scanning systems have significantly changed the landscape at the checkout. Front-End Focus is a major industry initiative designed to define Best Practices in Front-End merchandising, which will maximize consumer shopping satisfaction, and Front-End performance. Front-End Focus is sponsored by The Coca-Cola Company, Mars Snack U.S., Time Warner Retail, and The Wrigley Company. For more information on the results of the research, visit the website. See Website |
Assessing Your Sales Resources – A Comparative Guide Sales organizations have changed dramatically over the past few years. Sales mangers need new skills. But senior sales executives still need to know how many people are optimal and where to place them. This study provides info that can help. Download |
Customer Service Benchmarking Study The Customer Service organization is widely recognized as a critical function for building customer satisfaction. This study provides an in-depth view of Customer Service practices, organization structure, metrics and processes. Download |