GROW — Retail Sales
Retail sales teams that grow your store count
Retail sales is the day-to-day work of winning and keeping store-level listings. FOTS puts representatives into independent, convenience and specialist retail to open accounts, take orders and protect the space you already have, reporting store by store.
The problem we solve.
Store-level retail is fragmented. Each account is small on its own, so brands either ignore it or cannot justify the head count to cover it properly — and miss the channel where most new brands prove demand.
How retail sales works with FOTS.
- 01
Build the territory
Target stores chosen by channel, footfall and competitor presence, routed into efficient calling days.
- 02
Sell and reorder
Open the account, place the first order, then return to convert one-off buys into a reorder pattern.
- 03
Report what happened
Store-level outcomes, order values and photography, so you can see which territories repay investment.
What you get
- Territory and call plan
- Account openings and order capture
- Reorder and retention calls
- Shelf standards on every visit
- Store-level reporting with photographs
Where we deliver it
- Independent retail
- Convenience and symbol groups
- Forecourt
- Specialist and health retail
How we measure it.
Every campaign reports against the numbers a commercial team actually uses.
- Stores visited
- New accounts opened
- Orders placed
- Cases sold
- Reorder rate
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
How is retail sales different from field sales?
Retail sales is field sales focused on store-level accounts rather than head-office or wholesale negotiation. The activity is the same discipline, aimed at the shop floor.
Is independent retail worth the effort?
For most emerging brands it is where rate of sale evidence comes from, and that evidence is what larger retailers ask to see.
Works well with
If your objective is
Frequently asked questions.
- Do you take orders directly or through a wholesaler?
- Either. Many independents order through their wholesaler, so we make sure the stock is available there as well as selling in store.
- Can you cover a specific city or region only?
- Yes. Territories can be as tight as a single city or as broad as national coverage.
- How soon do we see results?
- Account openings start in the first calling cycle. Reorder patterns need a second and third visit to establish.
Talk to us about retail sales.
Tell us your objective and we'll tell you what we'd do first.