Category: FMCG

New-age Sales Force Automation

New-age Sales Force Automation

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

Track the Retail Stores; Not your Sales Team

85% of all retail sales in consumer packaged industry still happens through neighborhood stores in most developing economies including some of the biggest markets like India and China. No wonder brand owners require a sizable team to cover territories and stores to ensure –   1)      Product placements at increasing number of stores 2)      Consistent … Continue reading Track the Retail Stores; Not your Sales Team

Mobile App for Visual Merchandizing

Just to get the definition out of our way - "Visual Merchandizing" is about organizing your product display at the retail store shelf to ensure maximum visibility to shoppers. Whether at small stores in General Trade Channel or large stores of Modern Trade Channel, companies adopt tactics and negotiations to achieve most favorable display facings. … Continue reading Mobile App for Visual Merchandizing

Secondary Sales Tracking

Secondary Sales Tracking

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

TC, PC, BPA and what else is your Sales Force Effectiveness metric?

TC, PC, BPA and what else is your Sales Force Effectiveness metric?

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?

Demand-Pull V/S Stock-Push

Demand-Pull V/S Stock-Push

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

What is visible is what retails!

What is visible is what retails!

And not what has been pushed to the distributor. Many FMCG and Consumer Durable products are sold only at the point of sales and many others loose out because they are not available at the point of sales. Ten out of ten times a consumer walks into a store, your product should look her in … Continue reading What is visible is what retails!