fmcg retail industry company interview questions : Business Analysts and System Analysts FAQ

Reach refers to the availability of the product to the customers whenever he needs it. This targeted consumer should have access to the product, the degree to which it is made possible is referred as Reach.

Coverage refers to the overall spread and presence established by the company through the products. The products have to be distributed across all the different vendor outlets, big and small, retail or wholesale. This is vital to company’s sustainability. Maximizing coverage should be top on priority.

2. How can you increase the ticket value of your product?

We can just calculate the exact profit margins meant for the different products. We can then try to add-on the complimentary gifts or combo packages at a lower rate, thereby increasing the value and maximizing sales and ticket value of our product.

3. How can you promote and market a new product that none is aware of?

The promotions that are initially done are vital for the product sales. The TV and other media have to be used well for ad campaigns. There should also be sufficient degree of confidence established in the consumer’s mind. In order to do that, free trials periods and free demonstrative product sales should be done.

4. What do you think are the important characteristics of FMCG?

The main characteristics associated with FMCG can be given in two perspectives. One, the marketer’s or company’s perspective:

● Huge volume or production.

● Low profit margin per piece.

● Stock maintenance crucial.

● Distribution and promotions has to be done continuously.

The other is the customer’s perspective:

● Frequently used products.

● Not much of a specific brand associated or adhered to.

● Prices are low, and brands are many.

5. Can you try to sell a failed product?

Unless it is a very harmful product, say it has failed due to the various marketing factors only, we can always try to sell the product. The product sales can pick up just without much of a boom. Gradual increase in sales through the various factors in the real world market, can actually mean a very stable and steady growth later. This is what we should aim for, even if there was initial setback.

6. What is secondary and primary sales?

The primary sales refers to the sale of products from the company or manufacturer to the intermediate layer of agents. Then these agents sell these products to the consumer directly or to the other distributor outlets. This is referred to as secondary sales.

7. How can establish the product when the specific area of concern is having a Discovery based retail system?

The promotions are vital here. Contacting the retailers and other chain of markets for inclusion of the specific product in the pamphlets, with indication of introductory offers and advantages of the products in a crisp way, is important. This is make the product visible to the real world.

8. How will you get the most out of the sales layer of executives?

We can adopt many different mechanisms for performance oriented incentives. These will help the sales executives to work toward the specific goal of appreciation. Also the increase of the incentives in a cumulative order with increase in sales numbers can prove really useful for both the marketing and sales teams.

9. What does it take to lead a team when it comes to the market of FMCG?

A leader has to master the trade characteristics and should be ready to act very fast on the changing trends. When it comes to FMCG, a slight detour can plummet the sales figures. You can also establish yourself in reasonable time. As a leader the confidence that one has in such prowess of the FMCG oriented market is really important, to lead others in his team in the right direction.

FMCG Retail Industry - Company