FMCG sales in Wholesale market.

Pls go through this book

Working in urban wholesale market is a little bit different than retail market. Ideally you should start your working in wholesale market in second half of the day . In first half wholesaler remains busy with their customer , in this time you will not get proper time to speak with wholesaler . So best time is second half of the day.

Generally wholesaler looks for two things either high margin or high retailer demand. If your products has any one of these then no problem at all, you can penetrate easily in urban wholesale market. But if your product can’t give neither high margin nor high retailer demand then there is some problem for penetration. You have to do tremendous hard work . You need to visit day after , try to build relationship with these wholesaler . Once you become familiar them then you can penetrate easily. Each and every wholesaler need be visited by you or your salesman .If possible your salesman need to visit daily or at least twice in week . Wholesaler don’t like weekly beat wise service ,they need daily service if required. Properly communication of trade scheme at the beginning of every month is key to success . All the damage or expiry goods need to collected on regular basis , so that they remains motivated. A Sales officer should have all the wholesaler’s mobile no to contact with them regularly . send them wishes in Holi , Diwali , Eid , Durga Puja or any other occation.

Wholesaler.

Wholesaler is a businessman who act as middleman between distributor/manufacturer and retailer. Purchase from distributor/manufacturer in bulk and sell in small or bulk quantity to the retailer.

According to Govt. of India, “Wholesaler may be defined as the middlemen who operates between the producers (from whom they purchase goods) and the retailers (to whom they sell goods). Wholesaler refers to any individual or business firm selling goods in relatively large quantities to buyers(retailers) other than the ultimate consumers. Thus the manufacturers who sell their products directly to retailers may also be regarded as wholesaler s. The specialized knowledge and skill of wholesaler increases the efficiency of the distribution network. The wholesaler provide important services and solve the problems of both the manufacturers and the retailers”.

Pls go through this book