Sales

The number of shops in the Traditional Trade is huge - and so is the potential profit.  Producers know however that they can only maximise their influence and their profit though direct (face-to-face) store visits but meanwhile, for reasons of cost, many companies have reduced the size of their field sales force and this in turn has reduced their control of the Traditional Trade.

This is where IQFM Ackermann can help – by giving producers a more cost-effective alternative for both short and long-term business development projects.

We now have a long history of helping clients in many different sectors to improve their product distribution, availability, visibility and display, and providing the skills and focus that distributors cannot.

Some clients require permanent support, others only need a tactical sales team when launching a new product or when sales are “in season”. Similarly, many companies successfully use ‘blitz sales teams/van sales teams’ to drive distribution immediately before a major consumer advertising campaign.

Customers

Case Study

Ferrero
Research data confirmed a big opportunity for the installation of Tic Tac display stands in shops serviced by the client's sub-wholesalers. 

Bols Vodka
Having already achieved product distribution of over 90%, the key to Bols' future growth lay in [1] creating higher stock pressure from building higher inventory levels and [2] in transforming the visual... 

Cadbury Wedel
The potential universe for chocolate products in Poland is over 100,000 shops and kiosks. Cadbury Wedel were looking for a quick and effective solution to increase their coverage to the levels of their... 

Nestle Ice Cream
The key to ice cream sales is to have branded freezer cabinets in the biggest and best stores - and Nestle needed more stores, fast. 

Pillsbury
Pillsbury's original Business Plan limited coverage to the Modern Trade. They had decided that distribution to the Traditional Trade would be too complicated and ultimately uneconomic. 

British American Tobacco
BAT controlled big cities with its own sales force whilst towns and more rural areas were serviced by wholesalers. Distribution, availability, inventory levels and display were very poor in the wholesaler... 
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