The fast world of consumer goods is so rapid that a few channels of sales aren’t enough to cut it. Currently, consumer goods are sold via retail and online orders. From the distributor to the retailer, the consumer goods get sold directly to the end consumer.
However, the market is just as fast-moving as the product is being sold. In this article, Sale Ninja will share the alternative sales channels FMCG products can benefit from other than the current conventional methods.
Key Accounts
For many distributors, this would be the bigger setups like hypermarkets. Famed hypermarkets like Aeon Big, Jusco, Giant, and Tesco. These players sell in massive quantities and buy in massive quantities. This is the most lucrative sales channel by far because the sales volume speaks for itself.
But just as this is the most rewarding method, it is also the most difficult to penetrate. Hypermarkets accept big brands that are most popular because their products sell out the fastest. In order to sell to Key Accounts, proper rapport is needed and close follow up to convince hypermarkets to sell your product.
Modern Trade
This is the channel where retail franchises like 7-Eleven, 99, KK Mart, and MyNews.com are the sales tip for FMCG. Much like selling to Key Accounts, modern trade channels sell only the best fast-selling products and the most popular brands. The only difference would be the quantity that is being purchased and the frequency that is being sold.
Key Accounts sells at a much faster rate compared to franchise chains, but the advantage these chains have has been the locations. Chain franchises are located everywhere. Hypermarkets, on the other hand, are located in more isolated areas due to their sheer size.
Online Market Places
Although only a couple of decades old, the online marketplace is now the fastest way for any brand to sell directly to consumers. Online markets like AliExpress or Lazada enables any brand to market and sell their products.
It doesn’t require a physical store for consumers to visit and payment can be done in all manners of the digital transaction including COD (Cash On Delivery). Even retailers can order online for different prices and speedy delivery without the hassle of approaching suppliers. When selling any type of product regardless of brand, it’s important to know how to reach the end consumers as fast and efficiently as possible.
Negotiation Training For Distributors
For every channel to sell through, there must always be a highly skilled sales rep to push through the deal. Every channel of sales can buy and sell in bulk or in small amounts, but the key difference is how to negotiate for the right deal.
Depending on how which market you approach, negotiation is always the key to selling in and out at the preferred price and quantity. Even online markets need you to negotiate with the end-user so that everyone will walk away with a win-win.
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