GROW — Field Sales
Field sales that open accounts and grow distribution
Field sales is people visiting retailers in person to sell your product, open new accounts and protect the listings you already have. FOTS builds the target store list, puts trained representatives on the road and reports on every call, so you can see stores visited, decision-makers engaged, orders placed and cases sold.
The problem we solve.
Emails and price lists rarely win shelf space. Buyers and store owners commit when someone credible is standing in front of them with the product, the margin and a reason to stock it this week. Most brands cannot justify a permanent national field team to find that out.
How field sales works with FOTS.
- 01
Target the right stores
We build the call list from channel, demographics, competitor presence and your existing distribution, so reps spend their day in stores that can realistically buy.
- 02
Brief and equip the team
Reps are briefed on your product, pricing, margin story and objection handling, and carry samples and point of sale material.
- 03
Sell in store
Face-to-face conversations with the decision-maker: sell the product in, place the order, agree siting and leave the shelf looking right.
- 04
Report and repeat
Every call is logged with outcome, order value and photographs, so the next cycle targets what converts and revisits what needs support.
What you get
- Targeted call list built for your product and channel
- Trained, briefed field sales representatives
- New account openings and order capture
- Shelf standards and point of sale placement
- Call-by-call reporting with photographic evidence
- Wholesale and cash and carry follow-up where relevant
Where we deliver it
- Independent retail
- Convenience and symbol groups
- Wholesale and cash and carry
- Forecourt
- Health, beauty and specialist retail
- HORECA
How we measure it.
Every campaign reports against the numbers a commercial team actually uses.
- Stores visited
- Decision-makers engaged
- New accounts opened
- Orders placed
- Cases sold
- Strike rate per territory
Proof.
Vita Coco — Driving distribution and retailer acquisition.
- 6,000+
- stores visited
- 3,918
- decision-makers engaged
- 736
- new accounts
- 3,687
- cases sold
See it in the field.
FOTS field team in independent retail
What does a field sales agency actually do?
It supplies and manages the people who sell your product in person. That covers building the target store list, visiting retailers, selling in, taking orders, merchandising the shelf and reporting on every visit.
When is outsourced field sales the right choice?
When you need coverage faster than you can hire it, when a territory or channel is not worth a permanent head, or when you want to test demand before committing to your own team.
Works well with
If your objective is
Frequently asked questions.
- How many stores can a field sales team cover?
- Coverage depends on territory density and call length. A well-planned urban day is typically a double-figure number of calls per rep; rural territories are fewer calls with more travel.
- Do you sell into wholesalers as well as stores?
- Yes. Independent retail and wholesale usually work together: we build retailer demand and make sure the stock is available through the depots those retailers buy from.
- What reporting do we get?
- Call-level reporting including store, contact, outcome, order detail and photographs, summarised by territory and campaign cycle.
- Can you work alongside our internal sales team?
- Yes. We frequently add territory coverage, a channel your team does not reach, or a burst of activity around a launch or promotion.
Talk to us about field sales.
Tell us your objective and we'll tell you what we'd do first.