When managing a fast-moving consumer goods (FMCG) business or leading its sales strategies, getting products off retailers’ shelves will be a priority. So it’s important for a retailer’s team to feel motivated to sell those products well.
Your FMCG company can use sales incentive schemes to do just that. From incentives to sell your latest products, to sales campaigns to push low-selling lines at busier times of the year, there’s plenty that you could do. With that in mind, here are some B2B sales incentives ideas for you to get the most from your products and your business customers who sell them.
Benefits of sales incentives for FMCG companies
When done well, an effective sales incentive scheme for an FMCG business, such as a tactical campaign, doesn’t just help sell its products. There are many other benefits to these big companies using them, such as achieving a range of different goals. This can include:
- Responding to market conditions
- Beating a competitor’s recent sales activity
- Increasing poor sales across a geographical area
- Targeting sales of specific retailers
- Promoting key products
Different types of tactical campaigns, which are quick to implement and can have a fast impact, can be used to achieve these goals. This includes campaigns for specific stock-keeping units (SKUs), schemes for different types of retailers, and those for specific times of the year.
Prize draws for specific SKUs
If you’re looking to increase sales of your specific SKUs, you could set up a sales incentive scheme for retailers to motivate their staff to sell more of those products. This could range from old stock that needs shifting from your warehouse, to new lines and launches of your latest products. Incentives could also be aimed at bundles, like products you want to sell together as a package.
Sales incentive ideas could include a scheme where your business customers’ staff are entered into a weekly prize draw when they sell the specific SKU that you’re targeting. Each time a sale is made, the employee is sent an email notification and details of the prize they could win that week. You could include a range of prizes to fit your budget, such as high-street vouchers or weekends away.
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Different leaderboards for different retailers
It’s always good to create a bit of friendly competition amongst your retailers, so setting up an incentives scheme that puts them head to head can be effective. However, these schemes might include retailers of different sizes, from small independent shops, through to big superstores on the high street. So if retailers are going head to head in a sales incentive, it seems only fair to group them. This way, smaller businesses are up against companies of a similar size and not big brands.
A typical sales incentive scheme could involve creating leaderboards for different groups of retailers across the country.See our incentive ideas
Each group of businesses could then compete against each other to achieve the most sales, reach the top of the leaderboard and win a prize. This could take place over a number of weeks or several months, depending on the length of the sales campaign. You could offer a selection of prizes that the retailer’s employees can use and share, or enjoy and experience. This could include a high-end television for the staff room, or a team experience day.
Seasonal campaigns with tiered rewards
Another sales incentive idea for FMCG companies is to create a seasonal campaign that aims to increase product sales and brand awareness at specific times of the year. For instance, in the run up to Christmas, or during the summer before the peak holiday season. To motivate retailers’ salespeople to sell at these busy and challenging times, you could offer tiered rewards, which can be won when different levels of stock are sold. The higher number of products sold, the greater the reward.
You could provide different tiers of rewards, with each tier including prizes of specific value. For instance, the lowest tier could include a selection of your branded products or high-street vouchers, while the mid-tier could consist of technology prizes, like smart phones and iPads. Depending on your budget, the top-tier rewards could include luxury holidays to Europe and other exciting international destinations.
B2B sales incentive ideas for your FMCG business
Sales incentives, like tactical campaigns and reward schemes, can be key to helping retailers sell your FMCG products right across the marketplace. They can help successfully launch a new product to shoppers of a big supermarket brand, or get rid of last season’s stock in an independent retailer to make way for your latest lines.
At CR Worldwide, we can quickly design, launch and optimise powerful sales incentive schemes for your FMCG business. When put in place, they can effectively drive sales of your products across the branches, shops and superstores of your B2B customers. Our programmes are:
Easy to implement — They can be tailored to suit your business needs and goals, meaning you can be ready to implement an incentive scheme quickly.
Easy to use — They are designed so that they’re easy to understand and use. This allows retailers’ staff to easily work towards their reward targets, track their sales, and compete with other businesses.
Easy to manage — They offer real-time reporting in participation with ROI and budget management. This means you can effectively manage, organise and track your business customers’ performances, set rewards according to your budget, and get the most value out of your incentive scheme.
We’d love to help you engage, motivate and inspire your business’s customers with our innovative sales incentive services. To speak to a member of our award-winning team: