Sales outsourcing
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Considering the retail market optimization and tightening in Ukraine, many producers and sales operators are seeking additional methods of saving, cost reduction and increase of their business efficiency, often finding the solutions in the outsourcing sphere.

 

In difficult economic situation and strong competition it is very important to choose a policy aimed at the maximum business efficiency.Company development under economic crisis directly depends on how precisely it is focused on the main activity.

 

Outsourcing is one of the most successful instruments enabling to concentrate on obtaining the effectiveness in the main activity types. If the Company delegates some part of its secondary functions to professional business partners for coordination, its main activity efficiency will significantly increase.

 

Reference: 

Retail outsourcing (use of an external source/resource in retail trade) is one of outsourcing varieties of business processes that calls for delegation of a number of operational functions of a retail enterprise to outsourced specialist contractors. 

 

Outsourcer is a specialized company of B2B category, provider of outsourcing services. The main feature of an outsourcing company is extraction of a key process of servicing in business that is accessory for other companies.

 

Sales outsourcing:

Our company provides a wide range of retail outsourcing services including the services that are aimed at search and engagement of new business partners, work with distribution channels, and bringing goods to trading networks, organization and control over resources provision and cash and settlement functions in a point of sale. Our specialists will also provide a package of services related to goods delivery from the manufacturer to a certain place on a store shelf, including transportation, warehousing, transaction flow, checking goods on a counter and merchandising. 

 

We also help our customers settle the issues connected with goods bundling (packing, prepacking). 

 

Our specialists organize the entire business process on a turnkey basis, including recruitment, personnel selection and training, regular control of the provided services quality, registration and approval of the required permission documentation, 

 

Based on the Customer's needs, the types of cooperation may be as follows:

Full sales outsourcing (including delegation of up to 90% of the business consumer's work in the field of sales to the outsourcer)

Outsourcing of a part of the sales process (market analysis, competitors monitoring, search of consumers, negotiating, bringing goods to distribution channels)

Outsourcing aimed at a particular consumer segment or distribution channels (format of points of sale, geographical location, location of the point of purchase, social and cultural peculiarities etc.)

Outsourcing oriented at a particular product (product category)

Joint outsourcing: parties to an agreement act as partners)

 

List of services provided to the Customers within a retail outsourcing framework:

Analysis of the market, competitors and demand

Development of the sales strategy and promotion of the Customer's products

Search and attraction of new customers and business partners

Organizing and conduction of negotiations, presentations, exhibitions etc.

Preparation and conclusion of Contracts 

Document management on the Customer's behalf

Legal support of the Customer's deals

Working with distribution channels including:

- bringing the Customer'sgoods to certain distribution channels

- display on a certain shelf and support of the Customer's goods in distribution channels

- organizing and passing experiments in distribution channels

- placement of the Customer'sshop equipment in distribution channels

- Customer'sgoods promotion in distribution channels

Logistic support to the Customer, including:

- coordination of shipment plans

- ensuring the product compliance with distribution channel requirements

Customer's personnel training and support regarding the issues of sales performance improvement.

 

ACTION

RESULT

1

Market / distribution channel analysis

The Customers knows the channel capacity, what, how many, at what price and how successfully competitors are selling. The Customers knows which goods are sold better / worse, and what the channel demands, at what price, in what volume and on what conditions.

 

1.1.how the competitors' goods are sold (range/volumes/seasonality/dynamics/prices/ remains)

1.2.on what conditions

1.3.what is the efficiency of the competitors' promotions

2

Bringing the goods to national / regional network

The goods are brought to the network on terms which are advantageous for us

 

2.1. negotiating with networks

2.2. brining to the main range

2.3. to the promotional range (temporal)

2.4. passing the experiments in a network

2.5. bringing goods to the entire network

2.6. bringing goods to certain POS (depending on the format / region)

3

Bringing the goods to the distributor's portfolio:

The goods are brought to the distributor's portfolio on terms which are advantageous for the Customer

 

3.1. negotiating with distributors

3.2. to the basic price list under general conditions

3.3. target goods

3.4. target team creation

4

Merchandising (package) including:

Goods are effectively displayed in POS according to the developed regulations and standards of the Customer

 

4.1. development of regulations and presence standards and planograms

4.2. goods display in distribution channels

4.3. shop equipment development and placement

4.4. development, producing and placement of POS-materials

5

Recommendations for effective promotion / purchaser motivation, including:

The goods are effectively promoted in distribution channels

 

5.1. BTL activities including promo and campaigns

5.2. ATL activities

5.3. consultations on the activities development

5.4. networks' printed media

5.5. package for promotion in networks and through distributors

6

Logistic support (consultation, lobbying of interests, compliance with distribution channels requirements)

The goods are delivered to distribution channels most effectively and with the minimum cost

7

Contractual process (consultation, support, lobbying of interests)

Payment and accounts receivable issues as well as contractual process are solved operatively and in favor of the Customer

8

Payment issues supervising (support of payments made by the Customer)

9

Payment optimization (payment method, work with accounts receivable)


 

National networks we work with:
 

Trade network \ District

AR

Crimea

Eastern

Western

Northern

Central

Southern

Total

АТB

64

129

 

159

281

105

738

Auchan

 

 

1

6

1

2

10

Billa

 

3

 

27

5

4

39

EKO

 

10

2

73

9

11

105

Ekspansia

1

1

1

3

2

1

9

Fora

 

9

2

203

11

 

225

Furshet

 

3

16

32

24

5

80

Karavan

 

4

1

10

1

 

16

Kviza

1

8

5

39

10

4

67

Metro

 

3

7

5

7

5

27

Novus

7

 

4

20

1

 

32

Pako/Vopak

 

 

82

9

 

 

91

Silpo

10

28

36

75

44

61

254

Tavria

 

2

2

2

 

55

61

Varus

 

 

 

13

41

1

55

Brusnichka

 

92

 

18

27

13

150

ЕВА

 

45

 

52

77

70

244

Prostor

 

47

15

32

64

34

192

Total

83

384

174

778

605

371

2 395

  Data as of May 2015


 
 

Sales outsourcing advantages:

Cost reduction:

- cost saving on taxes, insurance, pension and other charges for employees that ensure the distribution of products;

- optimization of costs for maintenance of employee's working place;

- brining personnel "turnover" (of own sales managers) to naught;

- minimization of costs for distribution employee training, their recruitment and enrolment, payment for their labor;

- reduction of costs connected with legal and tax consultations related to product distribution.

Increase in business efficiency:

-outsourcing specialists offer the best models and methodologies of sales tried and tested through practice, thereby reducing the cost of secondary functions;

-use of specialized methodologies and technologies by an outsourcing company;

-it is not required to follow the changes in legislation connected with the function delegated for outsourcing

-the principal company's focus on the main business direction, reduction of investment in secondary functions; 

-the company's internal resources are used easily, it is not required to provide capital investment as it is possible to pay expenses related to these functions optionally;

-changing and reorganization of the company doesn't affect the configured outsourcing system, that's why any innovations and transformations in the company are passed more quietly;

-permanent work of the outsourcer without vacations and sick-leaves;

-distribution of secondary goods and services.

Business safety improvement:

-opportunity to stop cooperation at any time (if it is specified by the contract);

-reduction of possible risks related to the sales process implementation;

-external trade framework (the Outsourcer) during the Contract validity period can't cooperate with competitive firms of the business customer (the Customer).

 

Payment for sales outsourcing services:

Interactions between the Outsourcer and the Customer are governed by the Contract. The Outsourcer receives a percentage from sales or fixed payment from the business customer. In the second case, the Outsourcer undertakes to perform the shipment plan, if it is one of the Customer's requirements.

 

The success of the operation will depend on the close cooperation between the Business customer and the Outsourcer. All will be working for the Customer.

But the main thing is an OUTCOME

 

Order service 

 

Besides, you may always use other of our services.