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Building an Effective Merchandising Strategy: 3 Keys
Although direct-to-consumer methods help you cover all possible channels, in this article we’ll talk about an effective merchandising strategy in-store. Why is this still important? Recent CPG research...
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Know Your Ideal Customer Profile and Keep It Current!
Consumer packaged goods move fast, and customer buying behavior changes. To keep up, you must assume that knowing your ideal customer profile (ICP) entails more than simply naming it. If you really...
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Key Components of Customer Planning in CPG
Customer planning sounds as easy as deciding who will stock your household cleaner and then providing it! Unfortunately, it’s more complex than that, so we’ll break it up into: Creating an annual...
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Sales and Marketing Alignment: Challenges and Solutions
As a leader, you’ll be familiar with the nagging itch that tells you something’s not quite right. But if the itch is about sales and marketing alignment, it’s best to prioritize a solution in the...
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CPG Distributor Relationship Management: Best Practice
If you’ve ever sighed about how your distributor relationship management is going, and how it could be improved, keep reading! Organizational structures, as they evolve, can become haphazard over time....
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Essential Soft Skills for Sales Leadership Today
When recruiting or promoting internally, the necessary soft skills for sales leadership in the CPG industry are more difficult to find and measure than hard skills. Why? Hard skills are recognizable...
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Building an Effective Sales Compensation Program in CPG
Imagine for a moment all the different roles the members of your sales team undertake. We guess you already have a sales compensation plan for each role. Right? So in this post we’re going to focus on...
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The Importance of Effective Sales Meetings
Imagine a business where it’s optional to turn up for sales meetings, where meetings are boring with no agenda, and where they start late and finish whenever – leaving reps feeling they can be better...
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Are you Ready for 2024? And What Does That Mean for CPG?
In the world of consumer packaged goods, it’s easy to immediately imagine a scenario where your suppliers run out of essential materials and your retailers have empty shelves! So let’s look at a...
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How to Balance Sales and Finance in CPG
Granted the fast-changing vagaries of CPG customer preferences, you need to make sure your sales reps understand the balance between sales and finance priorities in your business. Get them to think...
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Four Steps to Position Your Brand for Growth
On the sports pitch, you position yourself before making the crucial move that brings success. It’s no different in business. The CPG market is cutthroat this year. You got yourself ready for a new...
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Are You Conducting a Quarterly Business Review (QBR)?
The months are rushing by. Meanwhile, you’re wondering about your quarterly business review. Not only do you have to gather up your team at a time that suits all their diaries and plan the agenda, but...
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