3 Ways for FMCG Distributors to Drive Sales Over the Christmas Season

Dec 17, 2019Growing Your Business in Africa’s FMCG Industry, Sales

 FMCGs generally sell at lower prices and slimmer margins than durable consumer goods. However, they also sell at higher volumes, which has given FMCGs a reputation for “flying off the shelves” with consumers making frequent purchases.

But before FMCG distributors can leverage those high volumes, they have to get their products onto those shelves, and that’s not always as easy as it sounds. In order to stand out among the dozens of other FMCG distributors competing for limited shelf space, distributors need to develop a well-defined strategy. Here we look at three ways distributors can drive sales over Christmas:

1. Research the competition

Be sure that research on the competition has been done so that you can compete accordingly. Take note of:

  • Their prices,
  • Their volumes,
  • Their favored outlets.

2.  Avoid out-of-stocks

The Christmas holiday period is a very busy time of the year. Stocks will need to be replenished faster and possibly more often than usual. Sales reps and merchandisers need to be high fuctioning during this time.


3.  Build relationships

Invest time in building relationships with store owners and managers, as this will lead to the trust that encourage agreements and partnerships are based on.

By following these three tips, you will give your company good lead time to fill shelves and sell FMCGs over the holiday period.

BONUS TIP: Take advantage of technology

Technology  solutions such as FIGJAM can add to sales in several ways:

  • Improve productivity of your distribution network
  • Market development
  • Provide you with the insight to build and reach a larger market more effectively

Should you want to discuss or find out more about how you can achieve the above mentioned ways to drive sales, please feel free to contact FIGJAM on sales@figjammobile.com.