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An #FMCG Sales & Marketing stint will do wonders for your career. But HR will always ask for previous fmcg industry experience.
To build your #fmcg profile, here are 3 ideas.
Courses alone will not help.
Lots of people do online courses nowadays.
Most do it only to collect certificates.
The #fmcg industry is different.
What recruiters look for is practical knowledge.
3 projects that you could do to build this knowledge.
1. Measuring #distribution effectiveness.
2. Measuring #merchandising effectiveness.
3. #Modern trade redefined.
Each project will take 4 weeks - so 3 projects will take about 90 days.
Just 90 days to build your FMCG profile.
Individual or in a group of 3-4.
How to do these projects.
1. Select one fmcg category eg skin care / foods / chocolates / confectionary / etc.
Why these categories:
Doing a project in #skincare or #haircare category will build your profile for UnileverProcter & GambleDabur India LimitedMarico Limited & many more.
Doing a project for #foods category will build your profile for ITC LimitedParle Products Pvt. LtdNestléMondelēz InternationalKellogg Company and all food brands.
2. Select three large companies & three local companies whose distribution effectiveness you will study.
3. Select a city (your current location or hometown) where you will do this study. Visit 50 outlets minimum 10 A class / 40 B class outlets. 3 different localities in the city.
4. Methodology: Interact with retailers / distributor / distributor salesman / company salesperson.
Get this data:
1. Average stock level at the retail outlet – in days sales. Eg 120 biscuit packs, if daily sales is 10 biscuit packs, then stock is 12 days sales.
2. Stock hygiene - freshness of stock – check manufacturing dates, level of offtake, is stock moving, is first in first out being followed, are counter & company salespeople sensitive to this.
3. Analyse best-selling #SKUs. How wide is the range? From SKU wise sales figures calculate sales in kgs.
4. Compare stock levels across different brands (depth of distribution).
5. Compare #distribution coverage across outlets for different companies (width of distribution).
6. Calculate Industry sales at each outlet using ratio analysis.
7. Service frequency to outlet from company / regularity.
8. Company Policy towards expired stock.
Collate your findings.
Discuss with your friends & brainstorm.
6. Prepare a presentation containing:
a. The objective / The methodology.
b. Your key findings.
c. Analysis.
d. Recommendation – what is the company doing well / what could it do better?
e. Shoot a 2-3 min video. Upload to social media.
Check out the video for details.
Details of how to do all these three projects are covered in our FREE course "Prepare for FMCG Sales & Marketing Careers".
Sign up now to get started immediately.
Link in comments.
Repost to your friends looking to grow in #fmcg#sales and #marketing.
Hi everybody. So Manish Konkar here and in this video we are going to talk about how you can build your profile for an FMCG sales and marketing career. This video is part of our free FMCG course prepared for sales and marketing careers. Now the point is that I think everybody by now understands the importance of doing additional courses to supplement your learning. Many of you who are working in large companies have access to some wonderful courses on your companies learning management system. And our FMCG course will prepare you for a great color in the FMCG industry. Right now, the question is, yeah, you'll do the course and you'll get the certificate also, but then what? And there are so many people. I mean, when I was on the interview panel at in Bangalore, we had tons of people who had done multiple courses. Now the question is what differentiates you from the rest of the audience? It's not the online courses that you've done. What you have to do is implement the learnings from the online courses. In the field and produce a recommendation, do a project. And so therefore if you're targeting the FMCG sector and let's say you are in a Tier 2 FMCG company, you want to go to one of the biggest or you're from outside the industry or your student and wanting to join this particular industry. Here are three project ideas and in this video I'm going to take you through those project ideas. The first one is you do 1 project on foods, one project on cosmetics, 1 Project on confectionery and Chocolate. Why? Because if you do foods, you have inner way understood how various foods companies work, so your profile now looks good. If you do a foods project, your file now looks good for Hull, for PNG, for Topper, for Marico or ITC. They're all foods companies. If you're doing a project for cosmetics, again IDC, PNG. Rubber Marico, they're all in cosmetics. That's what you've done. Confectionery. You built your product for, let's say IDC. Confectionery, Wilts, Hersheys again and you know and Alpine Liebe a Lotto, right? These are big categories. So these three projects will enable you to prepare for prepare your profile or an opportunity. And if you're part of let's say a campus recruitment team and you've got 500 other students on campus, this is something that will really enable your bio data to stand out if you're a salaried professional already. And four years in the industry, in some other industry in wanting to switch into FMCG, the first question that we are going to ask you is how much of FMCG experience do you actually have? And if you don't have direct experience, this project gives me an idea that yes, this is something that you are really interested in and you're not just talking about it right now. So therefore, what I'd like to show you is how can you go about actually doing a particular project. So the three projects that we talk about are measuring distribution effectiveness. Measuring merchandising effectiveness and understanding modern trade. Now all these three ideas are part of our free FMCG course. The link is there in the comments and you can go ahead and sign up for the course right now. In this particular video, I'm explaining how to do that merchandising that distribution effectiveness projects, right. So here is how you do. What you have to do is you have to perform the following steps. You select one category. So within cosmetics for example, you can take skin care, you can take foods. You can take hair care, chocolate, confectionery or whatever. Select three large companies and three local companies. For example, if you're selecting biscuits, Parle is a large company, but there will be local biscuit manufacturers who will be who will be selling as much, if not more than gay word parlay selling. Select the city where you want to do this within a city, select 50 outlets from three different localities and you select across those 10A class outlets, 40B class outlets. You get to three different localities 10A Class, Outliers, 40B class outlets. Now what are the questions that you can ask? So the methodology of the project is that you can do this. Typically retailers have all the time in the world in the afternoon mornings. There a little busy evenings. There's a lot of football. So nobody will talk to you in the mornings or evenings. But between 12:00 to 3:34 o'clock is what you can actually do this. What can you check out? Check out average stock level at the retail outlet our team. How much you know you basically kidnapped that. OK, how many biscuits packets like these do you sell? It says 10 and you see a stock level of 120. He's basically got 12 days of stock. Stock hygiene, freshness of stock. Pick up the stock and have a look at the manufacturing date. If you are in the month of November right now, you should see September and October stocks. If you're seeing July. If you're seeing June, either the stock is not moving or first in first out is not happening. Stock hygiene freshness of stock is being whether it's. Followed or not, Analyze the best selling stock keeping units Is it. How wide is the range? How many different types of products are there? And calculate sales in kilos. Calculate sales in packets. Compare stock levels across different brands. Hull stocks are how many weeks. PNG stocks are how many weeks the other stocks are how many weeks. This gives you an idea of supply chain effectiveness. Prepare distribution coverage across outlets when you talk to 10 different A class outlets, 40 different B. Those outlets, what are the different distribution coverage? You compare the distribution coverage across multiple outlets, calculate the industry sales, calculate the service frequency and how do you do all of these things is you talk to the retailer, you talk to the staff at the retailer, you talk to the distributor sales Rep you'll see a couple of trucks parked outside the retail outlet. Average movement of competing brands if more than one SKU, which SKU is moving faster? Most service from companies you know introduce yourself as a student or as a professional who's doing an independent market study. Do not lie or tell the truth, and that's how you pull out all of this information. If the retailer has a personal preference for a particular company, which company does he have a preference for? Does he influence his customers to take? Suppose you can come in and say to **** them? Does he recommend Colgate? Does he recommend Pepsodent? Does he recommend some other brand? Do customers have a strong preference to their brand and canny influence? Do I say biscuit dinner or do I say Parley G Dena? Do I say? Audio data. Your customers have a strong preference. His comments on the product, hygiene and the condition of the brand in the top. Now once you collate all of this information to make a word presentation and put on these findings, put on on this analysis and shoot a 3 minute video of yourself giving this case solution. Upload to various social media handles. Now this is what what you can do now once you go over there. Here is how. What are the three things that need to be there. One is the methodology of the project. What did you do? How many outlets did you cover? Who did you meet? How did you go about doing the analysis? Why did you select this topic? Why did you select this project? Second point is what did you discover? What did you learn? What have you? And this should begin with verbs like learned this, identified this, analyzed so and so, observed the importance of so and so. And the third most important point, what are your recommendations if you were an area manager? Responsible for sales and distribution project in this particular locality. What are the three action points that you would take? This will really stand out on your bio data. This is one of the best ways to build your profile. You know, we've seen on campus that people who do summer training in FMCG companies usually get shortlisted for final into right? And then after that, of course it's your interview that matters. So the first project over here is a distribution project. Second project that you can do is virtualizing project. And the third project that you can do is Now both these come under general trade. You can also do a modern trade project. Alright, do sign up for our free FMCG course, Prepare for Sales and Marketing Careers. You will get a detailed input on all the three types of projects. All right to share this with your colleagues on campus and your colleagues who are looking to switch into this industry and build a sales and marketing career. I'm Manish Konkar. Thank you. Do follow our follow us on LinkedIn. Follow us on our YouTube channel, which is Direction 1 Success. I will see you on the other side. Thank you.
Driving Sales & Marketing Business Growth | Sales, Facebook & Google Ads Trainer | Online Courses | Digital Marketing Agency | 75+ clients | 25k+ Trained | Contact me for Training & Digital Agency Services
📈Making Effective Sales Calls & Enhancing Performance in FMCG Sector🚀
Reflecting on my past experience as a SOT (sales officer trainee) in the fast-moving consumer goods (FMCG) sector at Haleon, I learned the importance of making effective sales calls & Enhancing Performance in FMCG. These interactions are not only just about pushing products but also about building strong, lasting relationships with retailers, here's 8 key steps.
1️⃣ Streamlining Distribution Networks: Optimizing logistics and ensuring efficient supply chain management are pivotal to reducing costs and enhancing product availability.
2️⃣ Empowering Sales Teams: Investing in continuous training and development programs for sales teams boosts motivation, enhances skills, and ultimately drives sales growth.
3️⃣ Improving Product Visibility: Negotiating better shelf space and implementing effective merchandising strategies in retail outlets can significantly impact sales and consumer engagement.
4️⃣ Retailer Training Program: Develop a training program for retailers to help them understand product benefits, effective selling techniques, and customer service best practices.
5️⃣KPIs and Metrics:Use Key Performance Indicators (KPIs) and other metrics to measure and track sales performance.
6️⃣Handle Objection and Empathy : Listen to the retailer’s concerns and objections with empathy. Address their issues thoughtfully and provide solutions that align with their needs. This builds trust and demonstrates your commitment to their success.
7️⃣Present Value Proposition: Clearly communicate the unique value your product brings to the table. Highlight the benefits and solutions it offers to address the retailer's needs and pain points.
8️⃣Handle Objection and Empathy : Listen to the retailer’s concerns and objections with empathy. Address their issues thoughtfully and provide solutions that align with their needs. This builds trust and demonstrates your commitment to their success.
Let's continue to innovate and drive growth together in the FMCG landscape. What strategies have you found effective in your sales journey? Share your thoughts in the comments below!
#FMCG#SalesExcellence#SalesEffectiveness#RetailPartnerships#DataDrivenDecisions
🌍 Why the FMCG Industry is Thriving and How You Can Be Part of It! 🚀
The Fast-Moving Consumer Goods (FMCG) sector is one of the most dynamic and exciting industries out there. From innovative product launches to constant global demand, FMCG businesses are the heartbeat of everyday life – providing essential goods to consumers across the world.
💡 Why consider a career in FMCG?
✔️ Innovation – Whether it's sustainability, packaging, or new product development, FMCG is at the forefront of creative change.
✔️ Global Reach – Work with international brands and supply chains, making an impact on a global scale.
✔️ Career Growth – The fast-paced nature of the industry offers vast opportunities for learning, development, and advancement.
✔️ Diverse Roles – From marketing and sales to supply chain management and operations, there’s something for everyone in FMCG.
If you’re passionate about being part of an industry that touches millions of lives daily, FMCG could be your perfect fit. Now’s the time to join a sector where you can grow, learn, and make a difference!
🔎 Ready for your next move? Let’s connect and discuss the exciting opportunities in this ever-evolving industry!
#FMCG#CareersInFMCG#Innovation#GlobalBusiness#CareerGrowth#SupplyChain#Marketing#Operations#Sustainability
SCM, Warehouse, Store and Inventory Management Professional | BBA (Finance & Banking)- BU, MBA (SCM)-Army IBA-BUP, Diploma in SCM-(CPD, UK), PGDSCM-BIM,CSCA- ISCEA,USA.
Coverage Strategy for Distribution-led Business
This post is exclusively for my MBA passed out students who are having their sales stint with various FMCGs. Most of them are in management trainee or new #AreaSalesManager roles. They requested me to share my views on broad #RTM strategy for a #distributor. I shared this content a year back and posting again on your request.
To grow in this business format, one of the key success criteria is to develop and execute a holistic #marketcoveragestrategy. It is a three-pronged approach: Deeper... Bigger... Wider...
🔴Going Deeper (SELL MORE TO THE SAME): There are a set of customers (e.g. wholesalers, chemists, grocers etc.) who sell limited number of SKUs; primarily because of the nature of their businesses or their #shopper's demand. They sell SKUs those have very high #stockturns. To increase the business in these set of customers, the manufacturer needs to 'sell more of the same products or SKUs to the same customers' (e.g. to grow the business with a wholesaler who deals in edible oils only, #Adani Enterprises Limited, a multi-category #FMCG, needs to sell more quantity of #Fortune edible oil (say from existing 5 cases to 6 cases) as there is no scope of extending the business by increasing the range of SKUs in other categories!
🔴Going Bigger (SELL NEW TO THE SAME): A set of retail outlets, who cater various types of consumers and shoppers (e.g. large grocers, stationers, convenience stores in residential complexes etc.) try to grow their business size by selling new range of products and SKUs as per the increasing needs of their consumers and shoppers. Here the manufacturer needs to 'sell new products or SKUs to the same customers'; e.g. the same Adani Enterprise can sell (or launch) these retailers various #SKUs of edible oils, rice, poha, spices and many more and keep on extending other categories.
🔴Going Wider (SELL NEW TO THE NEW): This is all about spreading the distribution wings to new geographies, new #channels, new #stores (e.g. rural areas, out of home channels, on-the-go mobile carts etc.). Here the manufacturers must focus on 'selling new products, new categories to the new customers'. For these customers the old #products of any company are 'new' as they are starting the business with this supplier. Taking the example of the same company, to go wider, Adani Enterprise must enrol new stores with their most popular set of SKUs.
All the above three approaches of distribution (e.g. Deeper, Bigger and Wider) have respective focus areas and relevant #KPIs to measure the progress. The attached chart is simple and self-explanatory.
For more insights on #routetomarket strategies and to train your #sales and #businessdevelopment teams on #distributionmanagement best practice, mail us at hello@boilingpoint212.com
Stay tuned👍
Hey Connections,
I know It's been long but wait is over. Today we will learn about the Back Bone Sector
of Indian economy. This is only sector which could sustain Market Crashes. Yes, you are right its FMCG Sector.
Today we will analysis 3 stages of Product Management for the Sector.
Stage 1: In this company tries to penetrate the market wi that One product. In the given example it's Colgate toothpaste.
Stage 2: In this, Once company built its user base it tries to serve them with different variety of products.
Stage 3: Once, it is ready it moves toward Premiumization of Product. Company provides the loyal userbase with premium products. Which is more like a trend in market nowdays.
We will try understanding this sector more in upcoming post soon. Hope this have added some value in you. Don't forget to share your options in comment section. 😊
#Finance#Products#Marketing#FMCG#MBA#LPU
"I don't want to do sales, I want to do marketing."
The number of students that say this at the UG/Pre-MBA level is super high. If you're one of them, here are a few facts for a few:
🚀There is no "Marketing" post-MBA
Only two top companies (L'Oréal & Procter & Gamble) bring Brand management roles to B-Schools (there may be a few other coming to a select few campuses).
The rest (Unilever, Nestlé, Reckitt, Dabur India Limited, ITC Limited, Mondelēz International, Tata Consumer Products, etc.) typically bring in a "sales & marketing" management trainee role - which means at least 2 years of sales.
The foundation of these programs lie in a 'sales-first' approach. Post your trainee period, the first role assigned to you is "Area Sales Manager".
🚀What is "Sales"?
When you think of sales, the mind leads us to various places that may seem daunting or negative (especially if you're an introvert). However, more than anything it's a very clear application of actual management in a control area.
You will be responsible for a particular region (usually a tier-2 city at first). The sales figures there, the strategies being used, people management, promotions/marketing within that area - all that happens within your region. Yes you will travel, do on-ground work, and get your hands dirty.
The reason why most companies want you to do that first is that it gives you experiences that:
A. You cannot get anywhere else.
B. Will shape your mind and approach in a way that would make you a more informed marketer/brand manager.
🚀Key Points
Sales experience is always valued on your CV as you become an indispensable cog for that area.
Most FMCG companies will have that as an unsaid requirement if you plan to switch later.
Your respect within any firm is enhanced if you bring in sales experience - at the end of the day that's what's bringing in the revenue.
Keep these in mind if you reject sales (just make an informed choice)!
Good Read Courtsey: Anindya Longvah#sales
Driving Sales & Marketing Business Growth | Sales, Facebook & Google Ads Trainer | Online Courses | Digital Marketing Agency | 75+ clients | 25k+ Trained | Contact me for Training & Digital Agency Services
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