How to increase sales in fmcg

How to increase sales in fmcg 

Friends , increasing sales in fmcg sector is not a very difficult task. You need to follow some basic principles.

Thumb rule is that “ If want to increase sales in fmcg , then sell more to existing buyer or find new buyer”.

By existing buyer we mean those customer who are currently  doing transaction with us. Like existing retailer, wholesalers and  distributor. How will you sell more to existing buyer ? You need to sell more quantity of presently buying products and also sell presently non buying product.  Suppose a retailer  presently buying 10 packets of biscuit only . Now you have to sell minimum 11packets of biscuits to that retailer and sell some chips or any other products of your company. This is called sell more to existing buyer.

Find new buyer means those outlet in the market who are not buying from you currently. While working in the fmcg market you need to identify non buyer and make a list. With the help of this list you can plan to tap them. It may be temporary trade scheme for these non buyer.

Again non buyer  can be in a separate market or location where you are not working currently. So plan for new market coverage. New market will give you additional business volume. You have have to plan for new market coverage , particularly supply side (How can you supply  to those who are in remote or separate location ? ). If market size is big then there will not be any problem but if market size is small then you have to plan carefully, think alternative ways of stock supply.

The above two are the foundation of fmcg sales but there are   some other supportive tools to increase sles.

1.Regular market service

Normally in each and every fmcg company gives a pre decided days for any market service like Monday or Tuesday . Customer keeps stock according to company’s visit frequency like weekly or bio weekly. For weekly visit , customer will purchase for the entire week ( 7 Days) and for biweekly visit customer will purchase for 3 or 4 days .

So regular market visit keeps your sales volume secure. Otherwise your competitor will take advantage.

2. Proper implementation of trade scheme.

Almost all the fmcg company operates some trade scheme or QPS . All these need to be announced in the market properly and at the beginning of the scheme period . This will boost your sale.   

3. timely collection of dead stock.                      Pls read this e book

Timely collection of dead stock will reduce your customer’s investment and he will get a healthy ROI. This will create a long term association with your brand.

4. Timely settlement of market claims

As you know that company operates some trade scheme or extra discount time to time . Your job is to settle these claim after completion of scheme period. This will encourage your customer for any new scheme or QPS.

5. Visibility & merchandising.

Visibility impulse buying. As you know there are large numbers of buyer and seller and your product visibility will attract consumer. So use all the merchandising material properly.

6.Relationship

Relationship drives business, a good relationship with your trade partner can help you increasing sales. Not all the time above 5 process will help you but relationship is the ultimate tool for your business.