Sales Management

The best product in the world will not perform if consumers cannot find it. Distribution with the right retailers is critical to maximizing consumer reach and penetration. In addition, limited shelf space in retail outlets calls for special attention to space management opportunities. Key questions that need to be understood include:

• Which retailer represents the greatest sales opportunity?
• What alternate shopping channels are consumers using for your brands?
• Is enough distribution in place to start advertising?
• Is the shelf space optimized?
• Is the mix of products in the category correct?

Strategic Planning
The right strategy to ensure optimal retail distribution and positioning is critical to deliver sales of both new and existing products. Major questions include:

• Where are the distribution gaps and opportunities?
• How effective is my sales force?
• Are out-of-stocks an issue?