‘Relationship experts’.That’s what we jokingly call our sales team. But technically, we are right. In any company, the salespeople are the ones who nurture relationships with customers whether they are your distributors or institutional customers. The complexity is exponentially higher … Read More
Blogs
How to Move from Intuition to Evidence-Based Decision Making
I have been in many meetings with both emerging companies as well as big, established brands where ‘data’ is a constant challenge. For big companies especially, the frustration hits a high pitch. “We have data coming out our noses, but … Read More
FieldAssist Unveils its New Avatar as a Proud Partner to Great Brands!
When you look back to the first day of your career, are you the same person today? Nope! Today, you are the proud owner of your designation. Some of you may be even handling your own teams by now. Possibly … Read More
Who Wins the Swayamvar? Primary Sales or Secondary Sales?
Understanding the difference between primary sales and secondary sales is crucial for CPG companies striving for growth in today’s hyper-competitive landscape. While both are integral links in the sales value chain, the industry has seen a shift in how these … Read More
Can a Staffing Partner Really Ace Both Retail Execution As Well As Technology?
The foundation of any beauty brand lies in how consumers experience the products. Other than great packaging and heavy advertising, there are other details that consumers need to make a purchase decision. A fair amount of product knowledge, application of … Read More
Don’t Get Mad, It’s Just A Pad!!
How many of you remember ‘that’ conversation with your parent(s) when you hit puberty? The curious kids might have thrown a couple of innocent queries at their mothers, but most would have been told to be quiet and not ask … Read More
Losing Rs 1.2 cr, Just Because Your Retailers Ran Out Of Chewing Gum!
Does it take you 3 whole days to respond to market feedback about a new product, or to respond to aggressive competitor activity? Does it take 2 days for the retailer grievance to reach you? Are your salesmen covering only … Read More
5 Ways Your Distributors can Manage their Inventory Better
Have you ever been inside an FMCG distributorship for an Inventory Management System? One of my first visits was at a big distributor of a nationally renowned namkeen brand. For someone who loves snacking, I felt like a kid in … Read More
SFA vs CRM : Are They One And Same?
SFA Vs CRM A lot of people are confused about SFA Vs CRM, whether Sales Force Automation (SFA) and Customer Relationship Management (CRM) are the same things. They are not. So which one is actually relevant when you consider getting … Read More
Is Your Share of Shelf Firing on All Cylinders?
The shelf is the new battleground for consumer goods manufacturers. With the advent of digital technologies, consumers are spoilt for choice and can easily compare products before making a purchase decision. It has become more critical for CPG brands to … Read More
Why is the Indian FMCG distributor disgruntled today?
Harpal was getting annoyed by the minute! He had been a distributor for Eurika Foods Company for 8 years and was doing very well. But at the moment, he was listening to the company’s ASM tell him, “Sir, Eurika is … Read More
5 Myths That Hold Back Frontline Sales From Being Awesome
“The company bends over backwards for these MBA type people, but what does it do for us? Nothing! They think running contests & awards is all we need… but what about our career?”, grumbled one of my fellow tea-drinkers to … Read More
Why Do Our Comprehensive Reports Make Our Customers Smile?
PWC identifies 7 crucial analytics use-cases for the Indian FMCG sector – Customer, Pricing, Markets, Sales, Business, Marketing, and Supply Chain. And all of them are driven by data that is processed to uncover actionable insights for better, smarter, and … Read More
Second Reason Why Salesman Surrenders is Hidden in Expense Reconciliation
This is the second blog in our series Why Salesman Surrenders. One thing always leaves me wondering. Every brand spends substantial amounts of money in hiring, training and encouraging their salesmen. The innate motive therein is to ensure their salesmen … Read More
Stakes, Mergers & Acquisitions that are Disrupting the Indian FMCG Industry
For every founder or a CEO of a startup in FMCG Industry or a relatively young CPG company, there will come a point when s/he will question himself (or herself), “Am I in the right space? Did I make the … Read More
Why Salesman Surrenders | High Expectations and Zero Engagement
The first question a majority of us ask while looking for a field salesman is ‘Is he a good salesman?’. A common question for any manager wishing to have soaring success in sales. It is so common that there are … Read More
How Borosil Is Raising The ‘Glass’ Bar with End-to-End Automation To Grab The Largest Market Share
Right through my childhood, I’ve seen Borosil products in my mother’s kitchen, and now my children can say the same thing about my kitchen. If it’s glassware, it has to be Borosil. Since 1962 as India’s most trusted glassware brand, … Read More
9 Easy Ways A Small FMCG Business Can Win Big With SFA
Today, we meet Gupta Ji. Mr. Gupta is an FMCG business owner for the past 15 years, selling a beverage brand called Gulu, which is loved in most parts of north India. Mr. Gupta has a national network of distributors … Read More
Why Rural Sales Is The Gold Dust That Mesmerizes The CPG Industry?
Ever been on a long road trip? For me, the best part of the journey is taking pit stops in tiny villages, at the small ‘chai ki dukaan’ and digging into locally packed namkeen to munch with our hot chai. … Read More
The Agony of Shivraj over Delayed Sales Data
“But why should it take that long?”, Shivraj asked the MIS guy impatiently. Shivraj Singh the ZSM at CoolWater, a 15-year-old soft drinks company, was sitting with his Sales managers and Nitin the MIS guy for a review. For every … Read More
Inefficient Leads Management Ruining Your B2B Sales Growth?
‘Relationship experts’.That’s what we jokingly call our sales team. But technically, we are right. In any company, the salespeople are the ones who nurture relationships with customers whether they are your distributors or institutional customers. The complexity is exponentially higher … Read More
How to Move from Intuition to Evidence-Based Decision Making
I have been in many meetings with both emerging companies as well as big, established brands where ‘data’ is a constant challenge. For big companies especially, the frustration hits a high pitch. “We have data coming out our noses, but … Read More
FieldAssist Unveils its New Avatar as a Proud Partner to Great Brands!
When you look back to the first day of your career, are you the same person today? Nope! Today, you are the proud owner of your designation. Some of you may be even handling your own teams by now. Possibly … Read More
Who Wins the Swayamvar? Primary Sales or Secondary Sales?
Understanding the difference between primary sales and secondary sales is crucial for CPG companies striving for growth in today’s hyper-competitive landscape. While both are integral links in the sales value chain, the industry has seen a shift in how these … Read More
Can a Staffing Partner Really Ace Both Retail Execution As Well As Technology?
The foundation of any beauty brand lies in how consumers experience the products. Other than great packaging and heavy advertising, there are other details that consumers need to make a purchase decision. A fair amount of product knowledge, application of … Read More
Don’t Get Mad, It’s Just A Pad!!
How many of you remember ‘that’ conversation with your parent(s) when you hit puberty? The curious kids might have thrown a couple of innocent queries at their mothers, but most would have been told to be quiet and not ask … Read More
Losing Rs 1.2 cr, Just Because Your Retailers Ran Out Of Chewing Gum!
Does it take you 3 whole days to respond to market feedback about a new product, or to respond to aggressive competitor activity? Does it take 2 days for the retailer grievance to reach you? Are your salesmen covering only … Read More
5 Ways Your Distributors can Manage their Inventory Better
Have you ever been inside an FMCG distributorship for an Inventory Management System? One of my first visits was at a big distributor of a nationally renowned namkeen brand. For someone who loves snacking, I felt like a kid in … Read More
SFA vs CRM : Are They One And Same?
SFA Vs CRM A lot of people are confused about SFA Vs CRM, whether Sales Force Automation (SFA) and Customer Relationship Management (CRM) are the same things. They are not. So which one is actually relevant when you consider getting … Read More
Is Your Share of Shelf Firing on All Cylinders?
The shelf is the new battleground for consumer goods manufacturers. With the advent of digital technologies, consumers are spoilt for choice and can easily compare products before making a purchase decision. It has become more critical for CPG brands to … Read More
Why is the Indian FMCG distributor disgruntled today?
Harpal was getting annoyed by the minute! He had been a distributor for Eurika Foods Company for 8 years and was doing very well. But at the moment, he was listening to the company’s ASM tell him, “Sir, Eurika is … Read More
5 Myths That Hold Back Frontline Sales From Being Awesome
“The company bends over backwards for these MBA type people, but what does it do for us? Nothing! They think running contests & awards is all we need… but what about our career?”, grumbled one of my fellow tea-drinkers to … Read More
Why Do Our Comprehensive Reports Make Our Customers Smile?
PWC identifies 7 crucial analytics use-cases for the Indian FMCG sector – Customer, Pricing, Markets, Sales, Business, Marketing, and Supply Chain. And all of them are driven by data that is processed to uncover actionable insights for better, smarter, and … Read More
Second Reason Why Salesman Surrenders is Hidden in Expense Reconciliation
This is the second blog in our series Why Salesman Surrenders. One thing always leaves me wondering. Every brand spends substantial amounts of money in hiring, training and encouraging their salesmen. The innate motive therein is to ensure their salesmen … Read More
Stakes, Mergers & Acquisitions that are Disrupting the Indian FMCG Industry
For every founder or a CEO of a startup in FMCG Industry or a relatively young CPG company, there will come a point when s/he will question himself (or herself), “Am I in the right space? Did I make the … Read More
Why Salesman Surrenders | High Expectations and Zero Engagement
The first question a majority of us ask while looking for a field salesman is ‘Is he a good salesman?’. A common question for any manager wishing to have soaring success in sales. It is so common that there are … Read More
How Borosil Is Raising The ‘Glass’ Bar with End-to-End Automation To Grab The Largest Market Share
Right through my childhood, I’ve seen Borosil products in my mother’s kitchen, and now my children can say the same thing about my kitchen. If it’s glassware, it has to be Borosil. Since 1962 as India’s most trusted glassware brand, … Read More
9 Easy Ways A Small FMCG Business Can Win Big With SFA
Today, we meet Gupta Ji. Mr. Gupta is an FMCG business owner for the past 15 years, selling a beverage brand called Gulu, which is loved in most parts of north India. Mr. Gupta has a national network of distributors … Read More
Why Rural Sales Is The Gold Dust That Mesmerizes The CPG Industry?
Ever been on a long road trip? For me, the best part of the journey is taking pit stops in tiny villages, at the small ‘chai ki dukaan’ and digging into locally packed namkeen to munch with our hot chai. … Read More
The Agony of Shivraj over Delayed Sales Data
“But why should it take that long?”, Shivraj asked the MIS guy impatiently. Shivraj Singh the ZSM at CoolWater, a 15-year-old soft drinks company, was sitting with his Sales managers and Nitin the MIS guy for a review. For every … Read More