Choose an FMCG Sales Partner, not just a Sales Team
You’ve selected an FMCG Agency Sales Team and things appear to be going ok. No news is good news, right?
The sales pitch was good. They said they have the best sales team, the best data and would deliver the best results. But you know something just doesn’t feel right:
Results are dribbling in
Minimal feedback and visibility to what's being done
Field team engagement is limited
Lack of industry intelligence or strategic advice
Distribution, revenue and profit left on the table?
In a true transparent partnership, everyone has an equal voice. Ideas and issues can be tabled, discussed and solutions proposed and agreed. Expectations and objectives can be respectfully debated and managed against market reality.
Both parties listening and driving together toward common goals.
Over the last 10 years we’ve observed what makes great FMCG Agency partnerships:
Values alignment, mutual trust, fast transparent collaboration and connection
Achievement of realistic goals. Well planned activity avoids last minute ‘shoe horning’
Understanding and leveraging each others processes and strengths
Remove guesswork. Listen to market insights and make fact-based decisions
Shared industry, retailer and category insights that inform long-term strategy
Using these insights will help Suppliers better assess FMCG Agency suitability.
Strategic FMCG Agency partners have an important role to play in the industry and it’s our job to inform the industry about the huge value we can add. It not just about having a sales team, it’s choosing the right FMCG Strategic Sales Partner that can shift the dial.
