how do FMCG salesmen distribute goods quickly? How to shop fast-moving consumer goods? Is it paved by area or piece by piece, or by visiting route? How to improve the efficiency of goods distribution? Maybe you have a lot of questions, but it doesn't matter. Next, I will share some practical skills for distributing FMCG products.

Terminal distribution skills 1: 5+1 hierarchical visit mode

Visit the line 6 days a week: 5 days of the line is a normal visit, such as visiting 31 customers in line order every day, and the store with competing products needs high-frequency visits-crowding out the display, increasing our terminal customer situation and sales opportunities; The new product shop of this product should visit frequently-increase the display, implement the promotion and improve the opportunity of marketing; This product display agreement/monopoly agreement/promotion agreement stores need high-frequency visits to maintain the implementation of the agreement.

terminal distribution skills 2: 21+11 hierarchical visit mode

terminals are classified into A, B and C grades according to factors such as area sales. A-level stores are big stores, so it's best to select them separately to establish a manual of visiting routes, and have a special person to visit them with high frequency every two days. The quality requirements of salesmen who run KA supermarkets and large restaurants are different from those of salesmen who run small shops, so it is best to visit them separately. B, C stores set up a manual for grading terminal visits. For example, the salesman runs 31 stores every day, of which 21 C stores visit once a week and 11 B stores visit twice a week. That is to say, the name of B stores may appear twice in the same line manual.

terminal distribution skill 3: optimize the terminal visit route

the basic information of terminal visit is established to enable salesmen to visit terminal customers in a standardized way, and constantly turn blank stores into stock stores, single-product stores, multi-product stores and model stores. According to the basic data, the supervisor can analyze the structural indicators of terminal products such as blank stores and single-product stores, judge the market space, and set the sales target and terminal distribution target for business personnel in a targeted manner, and then lock the target network directory of distribution. However, sometimes the improper use of terminal line information will also affect the distribution performance, and it needs to be continuously optimized.

Terminal distribution skill 4: Update customers on the line:

Every year, 21% ~ 31% of old restaurants and small and medium-sized supermarkets close down and new stores open. Failure to update their terminal customer information in time will cause a waste of terminal resources. Not only is the visit incomplete, but it will also cause the employees to work. According to the route manual, 31 stores should be run today. As a result, 9 stores have been closed on this route due to demolition. Therefore, salesmen should pay attention to the newly opened stores and the old stores in their own areas. The supervisor should reward the salesman for reporting the new store opening and punish the salesman for failing to report the new store opening.

Terminal distribution skill 5: Catch seasonal outlets:

The fish restaurant next to the reservoir, the farmhouse on the mountain, the restaurants and supermarkets in seaside tourist attractions are typical seasonal outlets. These stores often open from May to October every year and close in winter. In addition, the school shops are closed during the holidays, but at the same time, the business of Internet cafes is booming. There are also kite festivals, Oktoberfest, Canton Fair, Nadam Convention, Dragon Boat Festival, railway construction, urban demolition and other activities in various cities. These are seasonal point of sale and event point of sale. There is no sales at ordinary times, and there will be a sales blowout in a short period of time.

concerned salesmen and supervisors will pay attention to summarizing the laws of these local sales points and establish customer information in advance. At the time of the "season" (for example, the weather has just warmed up in April, and restaurants in seaside tourist attractions are just about to open), terminal stores have a large demand for goods, and competing products often haven't responded yet. You are the first to pay a key visit to these stores, and naturally you are invincible when you sell goods.

Terminal distribution skill 6: Concentrate on visiting key areas

Visiting by route once a week is just the same, and it is a conventional combat method. But what if you encounter an unconventional situation? For example, what if competing products attack our market with strong distribution? What should I do if I need to press the goods before the Spring Festival? What should I do if I need to focus on activities recently to honor the prizes of last year's exhibition agreement and monopoly agreement for the terminal? Then we must temporarily stop visiting the route, concentrate on visiting the competing goods distribution outlets to meet the competing goods, concentrate on following the car to press the goods, and concentrate on paying the agreement reward as soon as possible ...

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