Despite a national permanent listing, negotiated with the central purchasing office of a chain of DIY stores by a foreign company, their products were visible in a limited number of this chain’s point of sales.
By recruiting and managing a team of 10 commercial agents covering all the French territory, the brand became visible in a majority of the store of this French DIY chain.
The sales strategy negotiated with the central purchasing offices wasn’t apply in all the stores due to managing independence of each store.
Despite having a national permanent listing, franchised stores have independence in choosing their product range.
The chain of DIY stores counts a large number of outlets (> 500) distributed throughout the French territory.
Despite a national permanent listing, the brand was present in only 20% of the chain’s stores.
Division of the French territory into 10 zones with equivalent potential turnover.
Recruitment and organization of a team of sales agents with the allocation of an exclusive geographical area.
Objective of a predetermined number of visits and the acquisition of new store placements.
