If your brand is not necessarily the default choice in customers’ mind, even a great product quality might fail you. Question is - can brand owners in consumer durables industry miss their last opportunity to communicate about their product right at the point of sale. I still remember my last phone purchase. Though, it was … Continue reading In-Store Product Promoters – Converters before Consumer Walks Out
Category: Field Force Enablement
Traditionally Sales Force Automation refers to automation of all the business tasks such as customer contact management, order taking, stock reporting, order tracking etc. BeatRoute is a new-age Sales Force Automation software platform that uses modern technology to open up new possibilities for any field sales force particularly in FMCG and Consumer Durable industry. In … Continue reading New-age Sales Force Automation
Do we really need to tell you that what manufacturer sells to its direct customers such as distributors or stockiest is called Primary Sales and what these direct customers sell to dealers or retailers is called Secondary Sales? We know most of you already know it but just to put things in context before we … Continue reading Secondary Sales Tracking
1) Sensitivity to End User Experience Keep it simple – Make a clear distinction between functionality that is core to your goals and functionality that appears fancy or nice-to-have. Remember your objective from this automation is field force productivity, order fulfillment, increasing no of stores and great shelf display. Given the skill level of field … Continue reading 5 Points to Ponder about Sales Force Automation for Secondary and Tertiary Sales
In FMCG industry, Sales Force Effectiveness (SFE) metrics can be as complciated as one wants to make them. There is no perfect answer that fits all, but there are some bare essentials. We genuinely want to know what works for you as a sales leader. So do respond. Put your comments on this blog. However … Continue reading TC, PC, BPA and what else is your Sales Force Effectiveness metric?
Death knell for the most irritating question “Where are you
What's your strategy to drive sales and get the maximum out of your product potential !! 1) Stock-Push with Distributors On one side practitioners continue to focus on stock-push with distributors by offering margins, schemes and promotions. This has worked traditionally on the belief that if your business partners has stake in it, he … Continue reading Demand-Pull V/S Stock-Push