Sales Strategy for PPE Segment

7/22/2019 Sales Strategy for PPE Segment

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Sales Strategy for PPE segment


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Driving Force

Workplace safety cannotbe compromised despite

a slowdown


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Trends in PPE industry

Adaptability of products

Stylish products

Innovative products Comfort without sacrificing safety.

Consolidation

Pricing pressures Trending towards rental of workwear


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How to grow in the bottoming market

Price

Reach

Technology Quality

Reliability

Brand Reputation

SUCCESS


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How to Develop Distributor Sales 3M way

They divide customers into two major accounts one being oldcustomers and other new customers or prospects.

With old customers, all necessary measures are taken to maintainbusiness friendly and cordial terms to ensure future sales.

Regular follow up is maintained and any query popping up from thecustomer side is given immediate attention with all due diligence.

The quests for new retailers begin, when they see potential in some areasin terms of generating more sales.

The new customer is given reference of the products company, otherproducts of the company.

The salesperson has to make sure that customer believes in the people, he

is working with and has faith on them. This is done to gain customers confidence and increase credibility of the

salesperson.


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The customer is then briefed about products feature,market demand.

Trust of the customer that is retailers and wholesalers canonly be won by the very salesperson dealing with customer.

A bond of trust and reliability is shared by both thecustomer and salesperson.

After all this a customer is qualified, he is then madepresentations and lastly regular follow up holds key inthe entire process.

Salesperson must make customer realize his significanceand this possible by addressing to the problems of thecustomer conscientiously.

How to Develop Distributor Sales 3M way


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Ways to increase price without

increasing price.

Revise the discount structure

Change the minimum order size

Charge for delivery and special services

Invoice for repairs on serviced equipment

Produce less of the lower margin models inthe line

Write penalty clauses into contracts.

Charge for overtime on rushed orders.


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Sales Forecasting

First thing asked about sales forecasting was, asking about use any bookishmethod and response was an adverse one.

They primarily depend on sales history, if a bookish concept is applied; they areindulged in time series analysis for sales forecast.

The process of forecasting undergoes by taking into account the growth patternof sales in recent years. Capitalizing on sales pattern, they plan sales for the

coming year. They even look for salesperson advice on sales forecast that is sales force

composite, a subjective method of forecasting.

In order to avert salesperson under-estimating the sales, salesperson isinformed about the benefits that are at his disposal.

Once he told about the perks that are placed for taking, an honest responseregarding sales forecast can be expected from him.

Along with conveying information on benefits, certain pressure is exerted on thesalesperson too.

This methodology is followed after having an experience the aftermath ofcasually asking salesperson about his set target and without implying abovementioned tools.


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Sales forecasting Methods

User Expectation Method/End

Market Share Method

Market Survey Method

Simple Projection method

Time Series Analysis

Moving Averages method

Regression Analysis

Jury Method/Executive Opinion Method

Survey of Expert Opinion Method

The Delphi Method Sales Force Composite Method

Use Method/survey of Buyer


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3M sales strategy

Goal set depends on the growth rate of sales,what is the pattern observed in recent sales.Accordingly measures are taken to plan a strategy.

After forming a strategy, next step undertaken is to

implement strategy. In sales department, supervisors or sales team

leader are guided as to how strategy needs to beimplement.

Supervision over implementation of strategy is carriedby regular appraisals of performances, making sureefforts are headed towards right direction andcontributing its share in achieving the overall goal.


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3M are involved in trade selling.

Trade selling basically involves selling products towholesalers and retailers for the purpose of resale.

It involves push strategy. Push strategy entails, trying to

make product available in market with covering maximumnumber of retailers and wholesalers. It plays a very vitalrole in raising product in-store visibility.

Their targeted customers and accounts to be capturedare retailers and wholesalers.

They are supposed identify retailers and wholesalersneeds and cater them.

They use different techniques to deal with retailers andwholesalers.


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Organizational flowchart of 3M

General ManagerMarketing & Sales

National Sales Manager

Area Sales Manager

Brand Manager

Field Manager

Sales personnel


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They employ palm tops for sales recording and each salesperson ishanded over this device depicting technological capabilities.Summing up all the internal factors set goal for the sales forcemanagement.

Competition bring with threats as well as opportunities.

Once competition enters market and stand parallel to your product,would actually further enlightens your product. You tend to givemore attention to your product, after competition arises.

You start to explore markets that were not look uponpreviously and were left uncovered earlier. This way marketsize increases and various other techniques are employed.

They enhance their visibility and work on merchandizing. Inresponse to competition, they advocate their price factor and ifquality is superior to competition, it is exploited and ishighlighting when making presentations to the customer


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Rewards to motivate sales

In order to reward and motivate, intrinsically aswell as extrinsically to sale force.

Sales Competition know as Champions League. This

activity takes place twice in a year; there are threetrophies for different regions.

Each region is then divided in to different teamswith Area Sales Manager, Field Manager and SalesOfficer. For intrinsic motivation, rewards such as

Pride and Recognition are given to those teams.

However, for extrinsic motivation, they are givenmonetary rewards.


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Documents

Sales Strategy for PPE Segment