Sales Strategy for PPE segment

Driving Force

Workplace safety cannot be compromised despite a slowdown

Trends in PPE industry

Adaptability of products Stylish products Innovative products Comfort without sacrificing safety. Consolidation Pricing pressures Trending towards rental of workwear

How to grow in the bottoming market

Price Reach Technology Quality Reliability Brand Reputation

SUCCESS

How to Develop Distributor Sales 3M way

They divide customers into two major accounts one being old customers and other new customers or prospects. With old customers, all necessary measures are taken to maintain business friendly and cordial terms to ensure future sales. Regular follow up is maintained and any query popping up from the customer side is given immediate attention with all due diligence. The quests for new retailers begin, when they see potential in some areas in terms of generating more sales. The new customer is given reference of the products company, other products 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.

How to Develop Distributor Sales 3M way

The customer is then briefed about products feature, market demand. Trust of the customer that is retailers and wholesalers can only be won by the very salesperson dealing with customer. A bond of trust and reliability is shared by both the customer and salesperson. After all this a customer is qualified, he is then made presentations and lastly regular follow up holds key in the entire process. Salesperson must make customer realize his significance and this possible by addressing to the problems of the customer conscientiously.

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 in the line Write penalty clauses into contracts. Charge for overtime on rushed orders.

Sales Forecasting

First thing asked about sales forecasting was, asking about use any bookish method and response was an adverse one. They primarily depend on sales history, if a bookish concept is applied; they are indulged in time series analysis for sales forecast. The process of forecasting undergoes by taking into account the growth pattern of 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 is informed about the benefits that are at his disposal. Once he told about the perks that are placed for taking, an honest response regarding sales forecast can be expected from him. Along with conveying information on benefits, certain pressure is exerted on the salesperson too. This methodology is followed after having an experience the aftermath of casually asking salesperson about his set target and without implying above mentioned tools.

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

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 be implement. Supervision over implementation of strategy is carried by regular appraisals of performances, making sure efforts are headed towards right direction and contributing its share in achieving the overall goal.

 3M are involved in trade selling. Trade selling basically involves selling products to wholesalers and retailers for the purpose of resale. It involves push strategy. Push strategy entails, trying to make product available in market with covering maximum number of retailers and wholesalers. It plays a very vital role in raising product in-store visibility. Their targeted customers and accounts to be captured are retailers and wholesalers. They are supposed identify retailers and wholesalers needs and cater them. They use different techniques to deal with retailers and wholesalers.

Organizational flowchart of 3M
General Manager Marketing & Sales National Sales Manager Area Sales Manager Brand Manager Field Manager Sales personnel

 They employ palm tops for sales recording and each salesperson is handed over this device depicting technological capabilities. Summing up all the internal factors set goal for the sales force management. 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 give more attention to your product, after competition arises. You start to explore markets that were not look upon previously and were left uncovered earlier. This way market size increases and various other techniques are employed. They enhance their visibility and work on merchandizing. In response to competition, they advocate their price factor and if quality is superior to competition, it is exploited and is highlighting when making presentations to the customer

Rewards to motivate sales

In order to reward and motivate, intrinsically as well as extrinsically to sale force. Sales Competition know as Champions League. This activity takes place twice in a year; there are three trophies for different regions. Each region is then divided in to different teams with Area Sales Manager, Field Manager and Sales Officer. For intrinsic motivation, rewards such as Pride and Recognition are given to those teams. However, for extrinsic motivation, they are given monetary rewards.

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