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Why would you want to "outsource" your Sales Management?
The reality is business owners are looking to outsource their sales functionality for a number of reasons,
- Cost effective use of funds verses putting your own team on the road
- The agency should have already established relationships to leverage off
- Trained industry experts that know how to best service the industry and action market tactics
- Less internal people to manage
- Allows brand owner to focus on core their competencies
Internationally, manufacturers are increasingly willing to spend money to save money. They are directing ever-larger portions of budget toward outsourcing.
In the US it is estimated that Sales and Merchandising Agencies (SMAs) represent 50% of grocery scanned sales, while Australia sits at around 20%. New Zealand is at 5-7% of scanned sales.
Of late there has been a clear emergence of manufacturers and brand owners reviewing their go-to-market strategy, particularly with a focus on the field sales and merchandising role. The changing face of New Zealand's FMCG retail environment is leading firms to re-evauate their approach, proving leaner and more flexible strategies.