Planning strategies for profitable sales
Understanding good planning
Planning prepares your business to welcome customers and build stronger relationships. Consumers are examining their spending habits carefully. A solid plan helps offer the right products throughout the year, not just during the holidays.
Year-end is especially important because shoppers buy gifts, holiday cooking supplies and other extras. Planning helps meet demand and improve operational returns.
Where should planning begin?
Start with essential questions:
– When should the year-end campaign begin?
– Who is my ideal customer?
– Which products can I offer?
– What does the customer seek in my market?
– Which strategies can bring that customer into my store?
– How can we maintain the relationship after the campaign?
This article explores marketing, trade marketing and sales. These questions help prepare staff, adjust stock to demand and improve processes while strengthening customer relationships.
Some businesses start planning months before Christmas and New Year. Black Friday arrived in Brazil in 2010, according to Brasil Escola, and has already achieved substantial results, especially online. It opens the holiday shopping period with promotions that support sales in the year's final two months.
Main strategies to consider
Set campaign goals early. Product range, replenishment, product islands and shelf wobblers all contribute to effective execution.
Promotions
Promotional campaigns can attract suitable customers and increase sales. Allow time for supplier negotiations, transport, stock organization and distribution to branches where applicable.
Consider profit margins and working capital. Business strategy trainer Angela Brun describes working capital as the funds used for daily operations such as wages, bills, taxes and other essential expenses.
Train your team
Training staff in systems, customer service and internal processes takes time. Last-minute hiring and training during a sale can weaken service in a busy market.
Train the commercial team before the holiday rush. Incentives and rewards tied to agreed goals can help motivate staff.
Negotiate with suppliers
Supplier demand rises during the holiday season. Arrange negotiations and logistics early to avoid delays that could undermine promotions and product availability.
The same applies to printed communication materials. Printers also face high demand, so ordering promotional materials should be a planning priority.
Invest in marketing and advertising
For many businesses, the internet is where customers first make contact. Communication through social media, websites, email marketing and paid ads therefore matters. We previously discussed the importance of useful, high-quality content, supported by informative websites or landing pages and well-organized online stores. Benefits clubs, cashback and other app features can also be considered.
Set sales goals and support the back office
Review the previous year's results and strategies to improve processes. Set realistic goals based on achieved results, investment and other relevant factors. Share them with staff and the sales team.
Also support the back office with the equipment, tools and resources needed for administrative work. The Senior blog explains how the back office manages administrative and financial activities and coordinates teams working behind the scenes.
Find products for your business with Embrast
Embrast offers a broad range for different retail markets, with quality products and competitive terms to meet year-end demand.
Request a personalized quote from our sales team through WhatsApp, by telephone or email. We look forward to hearing from you.
Sources:
- https://sebrae.com.br/sites/PortalSebrae/artigos/planeje-bem-e-aumente-o-faturamento-no-final-do-ano,d42e705a15d82810VgnVCM100000d701210aRCRD - http://blog.reidomate.com.br/como-aumentar-as-vendas/ - https://dnadevendas.com.br/blog/vendas-de-fim-de-ano-cinco-dicas/ - https://angelabrunacademy.com.br/importancia-de-planejar-as-vendas/ - https://www.embrast.com.br/blog/o-marketing-de-conteudo-pode-agregar-nas-vendas-de-loja-fisica - https://www.senior.com.br/blog/backoffice-o-que-e-e-qual-a-importancia - https://brasilescola.uol.com.br/curiosidades/black-friday.html