In the realm of consumer goods supply chain in the UK, Van Sales plays a pivotal role. Numerous distributors employ mobile sales representatives who actively visit retailers, armed with physical catalogues to facilitate orders. This practice has exhibited consistent growth over the years, primarily attributed to its swiftness in deliveries and its cost-effective approach to route management, greatly benefiting distributors.
Van sales can be considered as the backbone of supply chain management for Direct Store Delivery (DSD) companies. Van Sales serves as a valuable tool for companies aiming to reduce their cost-to-serve metrics, optimise resource allocations, and streamline the order-to-cash cycle. Nonetheless, despite the multitude of advantages it offers, implementing automation in the realm of van sales remains a challenge. Businesses that do not embrace this technological advancement are more susceptible to encountering difficulties. Here are some tips for you to Improve your van sales:
Before we delve into the nitty-gritty details of boosting your van sales, let's establish a clear understanding of why this aspect of your business is crucial. Your van sales is not merely a medium for manufacturers to bypass retailer distribution centres to deliver and upsell stock directly to retailers, but it is about creating lasting relationships with your customers, streamlining operations, and ultimately, maximising profits.
To improve van sales, you must start by understanding your target market thoroughly. Knowing your customers' preferences, needs, and behaviours is paramount. This knowledge allows you to tailor your products and services to meet their demands effectively.
Conduct surveys, gather feedback, and analyse data to identify your customers' needs. Are they looking for convenience, reliability, or unique products? Once you know, you can offer solutions that precisely match their requirements.
Data is a treasure trove of insights for improving van sales. Employ analytics tools to track customer behaviour, sales trends, and website traffic. Analyse this data to make informed decisions about your sales strategy, marketing campaigns, and product offerings. Data-driven insights can guide you in refining your approach and maximising your sales potential.
In today's digital age, technology plays a significant role in enhancing van sales. Here are some tech-driven strategies to consider:
A mobile sales app can revolutionise your entire van sales operations. It provides your van sales team with real-time inventory data, stock level,customer profiles, and order history, enabling them to make informed decisions on the go. A mobile van sales app transforms your team into mobile powerhouses. It's like having your entire store at their fingertips.
GPS tracking not only ensures timely deliveries but also helps in optimising routes. This reduces fuel costs, enhances efficiency, and minimises delivery times. Plus, it ensures that your deliveries are always on schedule, keeping your customers happy.
Plan your routes meticulously to minimise travel time and fuel consumption. Consider using route planning software to optimise your daily schedules. When it comes to smaller, more specialised deliveries, effective route planning becomes crucial to ensure that each journey maximises product delivery within the shortest possible time.
Route planning software integrates with back-office ERP and manages the particular day's scheduled visits and plays a pivotal role in the sales and distribution process when the manufacturer takes control of the entire supply chain.
Maintain optimal van inventory levels to prevent overstocking or understocking. This ensures that you meet customer demands without unnecessary costs. Fulfilling orders in real-time eliminates the perils of excess inventory, while the capacity to swiftly distribute smaller quantities to designated stores diminishes the probability of stock shortages. Astonishingly, these stock shortages alone are responsible for annual retail losses amounting to a staggering $634.1 billion.
One of the distinguishing features of van sales that sets it apart from the broader distribution approach is the driver's added ability to sell while on-site. In addition to the inventory inside the van awaiting delivery, there are often items readily available for upselling and cross-selling; this is why it can also be referred to as ‘Ready-Stock Sales’.
On location, the drivers can promptly take and deliver orders. Not only does this eliminate the need for intermediary distribution warehouses, but the products are also instantly accessible. In the rapidly evolving consumer goods industry, empowering the driver to perform dual roles streamlines the process.
To improve van sales, focus on nurturing your customer relationships. Personalised customer interactions ensure your van sales team engages with customers in a personalised and friendly manner. Customers appreciate when they feel valued and understood. Offer excellent after-sales support by promptly addressing customer concerns and ensuring the quality of your products or services.
Imagine your van as a dynamic storefront on wheels. It's not confined to a single location; it's everywhere your customers are. Whether you're navigating the bustling city streets or visiting remote rural areas, your van becomes a beacon of your brand.
Let your drivers implement discounts, for which you can enforce a maximum % of default price deduction to ensure you still stay in control of profitability. Empower you van sales reps to take initiative & exceed customer expectations.
If your business allows, the driver can even amend the quantity and price of the product during delivery, and all changes flow seamlessly to back-office. They can manually load extra stocks which they expect customers may need, building better relationships whilst stocks are all automated & accounted for.
Pricing plays a pivotal role in the sales process. Research your competitors and ensure your pricing is competitive. You don't necessarily need to be the cheapest option, but your pricing should reflect the value you provide. Consider bundling services or offering discounts to attract price-conscious customers without compromising your profitability.
In a competitive marketplace, standing out is essential. Van sales offer a unique advantage, allowing you to reach customers who might not visit a physical store or shop online. You become the go-to option for their immediate needs.
Keep monitoring and measuring specific van sales performance indicators or data points to understand gaps and scope of improvement. This is essential for evaluating the effectiveness of your sales efforts and making informed decisions to improve your sales strategy.
Van sales is very complex and competitive, but if done correctly using proper processes and systems, it can turn around your business. By understanding your target market, embracing technology, empowering your sales team, and focusing on customer-centric approaches, you can take your van sales to new heights.
The adoption of Routemagic van sales software can be a game-changer for businesses looking to maximise their van sales potential. With its efficient route planning, real-time tracking, inventory management, and customer-centric features, Routemagic empowers your sales team to excel in a competitive market. Embracing technology like Routemagic is not just an option, it's a strategic imperative for those aiming to thrive in the world of van sales.
