Merchandising

Merchandising- right display of your products inside the store.
- It gives information about your products.
- It hypes the products..
- It is the last link of company's product supply chain to a shopping
cart of the buyer.
* CONCEPT DEVELOPMENT
Before making any products it has been studied.
* MARKET RESEARCH
The products will be tested if it will encourage the consumers.
* PRODUCT DEVELOPMENT
After the market research, the product will be develop according to its
features (designs,benefits for the consumers)
* FULL MIX TEST
In this stage the Advertising and Merchandising are now studied (pricing,
packaging, promotions, etc.)
* PRODUCTION
The products are now produce by volume.

Understanding Different Customers

Understanding Customer Behavior
1 THE NEED TO FEEL IMPORTANT - How to make the customer feel important
- Respect their own experienced and knowledge of the business.
- Share your own knowledge and experienced.
- Give them a special things like:
1. Latest industry figures(market share, sales ranking in the territory etc.)
2. Information that they can use in their business like CATEGORY MANAGEMENT,
INVENTORY MANAGEMENT, TOTAL QUALITY MANAGEMENT and etc.)
3. Always ready for any change that they will propose.
2. THE NEED FOR APPRECIATION - always give thanks to the Customers
1. Every end of the discussion (personal or telephone)
2. Avoid words or terms you always say to him after your appreciation.
3. In your appreciation, use "Facial Expression" that shows your thoughtfulness.
4. Appreciate their inquiry and complain.
5. Think of a new and better way of appreciation example:
a. A letter that contain a special information.
b. An unexpected gift.
c. An extra telephone call with a good news for their business.
3. THE NEED TO BE UNDERSTOOD - Don't treat them as Customer's only,
- We can show to them that we understand them thru:
a. Patience - listen to their problems and complains.
b. Give focus when you are talking to them.
c. Look at things from their own point of view.
d. Project that you are interested when you are talking.

Building a Customer Relation

If you are in the marketing you have to build a good relation to your customers..here's how..
RELATIONSHIP BUILDING TECHNIQUES
1. Listen to your customers.
- to their opinion and suggestion.
- to their own story and experiences.
2. Align with Customer's Business Objectives.
- Don't argue to the customer's plan for his business.
- Encourage him/her and give a motivation factor.
3. Putting yourself in your Customer's Shoes.
- be sympathetic and empathetic.
- make him/her feel that you are a blessing to his/her business.
4. Mirror your customer Actions and tones.
- observe the present attitude of your customer.
- size up the real situation.
5. Talk the customer's Language
- if possible study their own language,more language have an edge...

The Basic Call Procedures ( BCP)

Marketing and distribution is not an easy task especially when your products are not a basic needs of the people or if your product is new launch and not yet known in the market..but if there's a will there's a way...if you are a distributor salesman, here the steps to make your call to be effective.The Basic Call Procedure.

1. Plan
- Plan your work..(your area,territory, your objectives and target.)
- Plan and check the account potential.
- Check your sales tools (invoice, ball pen, sales aid,calculator)
2. Enter Call
- Greet the store owner or the store attendants.
- Ask permission to do the store and warehouse check.
3. Store check
- Check the merchandising position (pricing, shelves display position)
- Check the inventory of your products in the warehouse and in the display area.
- Check competitor's activities. (pricing and new products)
- Make a suggested order according to your inventory.
4. Sales Presentation
- Present your suggested order to the purchaser.
- present your promo plan if there is.
5. Closing the Sales
- After the sale presentation, give to the customer your sales order plan sheet
to sign and confirm his/her order.
- if there are some clarification be ready to answer.
6. Record and Reports
- After the customer confirm the order, write it down on the invoice (write it
legibly)
- do the writing at the place where you cannot disturb the traffic of the
customers.
7. Layout for stock delivery.
- Give the invoice to your helper for delivery.
8. Delivery and payment
- after your helper deliver the items, collect it immediately.
- check the cash or the check in front of the customer.
- validate the date, the figure, the words on the check payment.
- remember "sales is not a sales unless it is collected, deposited in the bank
and cleared."
9. Merchandising (re-sale and maintenance)
- display your delivered products on shelves or hanging dispenser.
10. Next Call and "Thank You"
- Give an appreciation and thank you to the store owner or purchaser.
- tell him/her your next visit.
11. Post Call Analysis
- after your call, evaluate the result.(the target and objective whether you
achieve or not, why or how)

"NATURE'S ESSENCE w/ VIRGIN COCONUT OIL"

This is the product i sell currently, manufactured by Sarangani Cocotech, owned by the Chiongbian Group of Companies. Natures Essence Product lines (Shampoo, Conditioner & Bath soap) It contain VIRGIN COCONUT OIL which is helpful to human body, none synthetic because of its natural ingredients from coconut..try this and you will feel the touch of nature.Available in sari-sari stores and selected groceries.(K-SUN, GLORY TRADING)

"Private, Public & Self business"

I was employed 3 times in a private firm with complete compensation package, though its not high as you are thinking because its all small firm...i experienced pressures in my tasks..esp. im in sales department...pressured in time, target and etc.....the worst there are many bosses...and you cannot predict the life span of the company...meaning anytime or you wake up one day that your job is not your's already...hay its happen to me...anyway thats life.
I invest my little savings in a small business with partners just to continue life hehehe....it is a very exciting adventure but very high risk....two things will happen, its either we will succeed and will be rich.., or we will end up to nothing...i'll went to the public offices..i saw many government employees setting, laughing..chatting, i dont see any sign of pressures in their working life hehehe...
of course because they are employed in the very big company, not prone in bankruptcy...big salary...they were employed in The Republic of the Philippines Company. A sort of unsolicited advise to the reader...if you're employed in any firm...public or private, just LOVE your Work...because if you LOVE your WORK,...you work no more....

"Seasoned Salesman, selling out of nowhere products"

Huh...hay...shit...the most common words that i uttered every time i go out to the stores where i am selling my new and and never heard shampoo, conditioner & bath soap...
For almost 14 years i handled and sell unilever products..one of the market leader in Personal & Home care distribution..I experienced the dominant in the market in terms of booking and merchandising....Almost all my 1,900 accounts always long for my presence in there stores because the products i'm selling are fast moving...today....its a 300 degrees turn around hehehehe im selling the worst...never heard...not supported and out of nowhere items...but this items will eventually turn my life beautiful.....by Gods Grace....