Sales Management

Our professional sales management team includes seasoned industry veterans directing our local sales teams which are motivated, trained and focused on achieving your objectives. We provide you with instant credibility in the industry and access to all key retailers nationwide. We'll work with you to build your Sales Strategy based on these main elements:

Channel Selection - We'll first review Retailers (Food, Drug, Mass, Department, Discount, and Specialty), Buying Groups, Catalog Houses, Distributors, Television, Internet (retailers and direct sales), and the Military. Then target the right channels based on the product life cycle stage, brand equity, category fit, reach, pricing & trade terms, supply capability, and compliance.

Motivating Channels - In tandem to your pricing strategy, we'll determine channel-specific promotional methods like: volume discounts (one-time v. cumulative), long-term contracts, advertising allowances, coupons, guarantees, and sales promotional incentive funds.

Training - First we'll train salespeople and channel partners on the product's benefits, features, and competitive positioning. Secondly, we'll develop for you a deep knowledge of who the channels and their buyers are; How to market the product including best sellers, new items, POS display options, and complementary goods; How to manage the channel business regarding sales, finance, lifecycles, succession planning, promotional campaigns, and agreements; and Inventory management in terms of planning, forecasting, replenishment, and pricing.

Pipeline and Sales Analysis - Monitoring your active sales efforts in terms of negotiation stage, channel, volume (dollar and unit), and time is of utmost importance to production planning and reaching sales and profit goals. We'll manage this process for you through field reports, data analysis, and appropriate responses to dynamic changes in the marketplace.