3 ways distribution companies can drive sales as lock down restrictions are lifted

May 19, 2020Field Merchandising Software, Growing Your Business in Africa’s FMCG Industry, Sales

According to FIGJAM’s research FMCG distribution companies are sellingtheir products at higher volumes, and with bulk buying still in effect products have been “flying off the shelves” with consumers aiming to make less trips to outlets.

Before FMCG distributors can leverage these 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 a well-defined strategy. Here we look at three ways distributors can drive sales with changing consumer buying patterns.

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

In Africa, as lock down restrictions are lifted, it remains extremely busy. 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 this 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.