Hello Friends !
In my Last blog we had seen the various channels of
distribution in Consumer goods industry like CFC-Super Stockist-Stockist- Retailers.
All these contribute to large extent in making the product available to the end
Consumer. We also have Modern technology and online marketing came into existence .Also to some extent retailers lost major
chunk of Business to Malls and big Super Markets. The Mall and Online Marketing
has some advantages as they offer heavy discount ,but a consumer goes there and
buy something which is secondary also.in which they make profits. Similarly online
marketing is not popular barring some class as ,Consumers prefer to see the
product ,feel the product and then only Buy.
Its talk in market place across few some Small /medium Fast moving consumer goods marketers ,who are established good brands but are suffering to great extent
after the demonetisation and introduction GST impact .due to some confusions in mind of
traders,what one reveals that the Whole- Sale Market or Semi Wholesale market
which was contributing to 60 to 75 percent
market share have stopped buying the goods as ,they don’t want billing
to happen on their firm name as No funds available in the firms account .so
bulk contribution which was happening from big chunk of wholesalers has given a big dent.
These companies were highly dependent on them ,as it was a cost
effective media to sale, no hassle’s of huge distribution expenses, As every
one know the pareto Principle *80 % business is done by 20% of People and ,80%
of the People contributes 20% of Business Volumes.*
This is current scenario at market place today.But at the
same time The Companies which had a good /robust distribution network have not
Suffered to large extent..infact some report
are their volumes are increasing .
This is Power of distribution. One has to reach the last
Retailer who sales your Product.to end Consumer.you get to know what the
consumer requires,what is the demand of market.We have seen ,the CEO’s MD’s of
big Business houses visits the market place and check the availability of their
products speaks to retailers take feel
of the field Staff and Market.
In India if you have a good product supported by good Distribution
system ,with regular Service you can do a business with the Relationship in
Market. Some Company believes in service and ,The Company Person covers the
Market at particular interval without fail.. Service is very Important, A retailer
is happy to store the product if he is assured about regular Service, and
moderate margins, promptly solving issues replacing Damages, if any.
Looking at all the Facts it is very Important to have a
robust Distribution System, with dedicated passionate Sales Force in Place. You
take any Product ,you would find at least two three competitive brands available
with good quality, so it is very necessary to have Dedicated, matured, hard
working field force, who will create and maintain the relationship in market
place. The Retailer is King for us and
they have a good impact on consumer mind to some extent as they also have a rapport
with their consumers for a long time. So to have good relationship with them is
must .
Now with the competition the need of hour is have good Sales
team at place, who would give their Best in Market place, to increase the Market Share, as well as open new outlets
to Sale. Salesman ship is an Art ,and we need to innovate and experiment new
ideas to increase the width and depth of distribution. We need to develop the
Sales team ,nurture and develop their skills, and keep them motivated all the
time round the clock.
To summerise We need
to focus and increase our strength in distribution, have a strong robust distribution System in place so our product
reaches the end Consumers.
We at Three Dimensions have various Sales training capsules, which
can help the Sales Team, Sales Managers .executives- Field force by Training
them ,on How to increase the WOD and DOD of the Markets, Launching of New
Products ,Increasing Productivity per day per call. We also work as Sales
Strategist ,Offer Consultation in planning the Sales Volumes, designing
Incentive schemes, conducting review meetings ,and So On.
We customise our services as per the need of the client
As We had good rainfall and cultivation around ,the Economy
is expected to grow with GDP increasing,
more funds available in hand of consumers and the person who reaches
maximum selling points will be winner
here onwards.
Feel free to get in touch with us for our services on the
details mentioned Bellow
Shirish Sharad Patil
Sales Strategist &
Training Consultant
Three Dimensions
Training & Development,Pune
Email:shirish.patil@hotmail.com ,shirishp2211@gmail.com mbl:+919890333611
