Services - Sales Force/Process Consultancy
The Polish retail scene is complicated but with an in-depth knowledge of the structure of the retail trade and a detailed database of over 100,000 shops we help clients develop their sales systems and coverage objectives - for execution by either their own people or ours.
The Modern Trade is developing quickly, but the Traditional Trade remains numerically huge and still represents more than 70% of many producers' volumes. On top of that, sales transactions can be more profitable in the Traditional Trade than in the Modern Trade as the margins are often much better.
For the last few years the typical producer has been focussed on "getting it right" in the Modern Trade. Increasingly, however, IQFM has seen producers move in the other direction. There is now much more interest in operating effectively in the Traditional Trade and the key to success lies in distribution - getting the products in to all the best stores.
IQFM can help with this in a number of ways:
1. Structural and Route to Market Studies: we are now regularly advising clients on "route to market" studies - and providing analysis on sales force strucures .
2. Brand Representation: a further extension to our product range has seen IQFM develop a distribution management service that sees us operating as sales agents.
We can work to this model on either a fully national basis or just by channel. Clients select from the following menu of services:
- (if relevant) we will organise and execute import into Poland
- we will select, sell to and manage a network of Authorised Distributors
- we will recruit a National Account Team to sell to the Modern Trade
- we will provide a permanent sales force to cover the biggest and best retail outlets
- we will manage payables and receivables
Although we will not take title to the goods, our aim is to provide clients with a flexible, accountable and value for money approach that they can recognise as a genuine alternative to having their own organisation.
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