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[Industry Trend] The Next Big Thing in FMCG: B2B Sales Automation

Updated: Jun 30, 2023

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The Fast-Moving Consumer Goods (FMCG) industry is a rapidly changing and highly competitive market, and companies are always looking for ways to stay ahead of the curve. The next big thing in the industry is the rise of B2B sales automation, a technology that is changing the way FMCG companies do business.

What is Sales Automation?

B2B sales automation refers to the use of technology to automate and streamline the sales process. This includes everything from lead generation and qualification to order management and post-sale customer support. The technology used in B2B sales automation is designed to help companies manage their sales operations more efficiently and effectively.

Some of the key solutions that B2B sales automation can offer to the FMCG industry:

1. SKU catalogue automation

Sales automation can help FMCG companies manage their complex SKU catalogues by providing a centralized platform for product information management.

This technology can automate the process of updating product information, such as pricing and availability, and ensure that this information is consistent across all sales channels. This can help reduce errors and ensure that customers have access to accurate information, which can improve the customer experience and increase sales.

Additionally, sales automation can also help companies better manage their inventory and reduce the risk of stockouts, by providing real-time visibility into product availability and triggering reordering when necessary. This can help companies better manage their supply chain and ensure that customers have access to the products they need, when they need them.

2. Van Sales Optimization

Route optimization is one of the key solutions that B2B sales automation can provide to FMCG businesses, by analyzing customer location, purchase history, and product demand to plan efficient and effective routes for sales teams to follow.

B2B sales automation can also provide real-time information on the inventory levels of each product in van sales, which is a important sales channel of FMCG general trade. This includes what products are on board and how much of each product is available, enabling sales teams to make informed decisions about which products to offer and in what quantities.

Additionally, B2B sales automation can help improve stock in and stock out accuracy by providing real-time information on which products have been sold and which are still on board, reducing errors in inventory management and preventing stock shortages or overstocking. B2B sales automation enables real-time inventory tracking, optimized routes in FMCG van sales which will then reduce the risk product spoilage and expiration due to the sensitive shelf life of FMCG products. This can lead to increased customer satisfaction and fewer product returns due to expired or spoiled products, enhancing the overall profitability of the business.

By implementing B2B sales automation, the FMCG industry can optimize their van sales processes, leading to increased efficiency, improved customer service, and ultimately, increased revenue.

3. Streamlined modern trade flow

One of the several benefits of B2B sales automation in the FMCG industry also includes streamlining the modern trade flow.

B2B sales automation offers to optimize the consignment and outright processes of FMCG businesses by providing real-time information on inventory levels and customer demand. This helps FMCG businesses to make informed decisions about their product offerings, reducing the risk of overstocking and maximizing profits.

Additionally, B2B sales automation can help automate the manual tasks and updates performed by merchandisers, freeing up their time to focus on more strategic initiatives and utilize their efforts on performing other high value tasks.

Here are some solid factors of why your FMCG business should really consider about B2B sales automation solutions:

1. Reduce operational costs

B2B sales automation solutions can significantly reduce operational costs for FMCG businesses by streamlining processes and increasing efficiency.

Automation can reduce the need for manual processes, such as data entry and paperwork, while also improving inventory management and reducing the chances of stock-outs or overstocking. Hence, it leads to productive utilization of existing workforce without adding unnecessary headcount while operating with a higher workload.

These benefits can ultimately lead to increased profitability for FMCG businesses, making B2B sales automation a worthwhile investment.

2. Improved customer experience

Another key advantage of B2B sales automation is improved customer experience. By automating key parts of the sales process, companies can provide their customers with a more seamless and efficient experience. This can lead to increased customer satisfaction and loyalty, which is critical in a competitive industry like FMCG.

3. Better data visibility

B2B sales automation is able to help FMCG companies centralize and manage large amounts of customer data, making it easier to track sales performance and customer behavior. This can provide valuable insights into what is working and what needs to be improved, helping companies make more informed decisions and increase sales.

4. Drive revenue growth

B2B sales automation can boost revenue growth for the FMCG industry by streamlining key sales processes, providing valuable insights into sales performance and customer behavior, and improving customer relationships. By reducing errors and inefficiencies, and making data-driven decisions, sales automation leads to increased sales and revenue growth.


However, despite the many benefits of B2B sales automation, some companies may be hesitant to adopt this technology due to concerns about cost and implementation. While it's true that B2B sales automation can require an initial investment, the long-term benefits are significant. By reducing manual labor and improving efficiency, companies can save time and resources, which can offset the cost of the technology.

In addition, B2B sales automation is also becoming increasingly accessible for companies of all sizes, thanks to the development of cloud-based solutions and the increasing affordability of technology. This means that even small and medium-sized businesses can benefit from the advantages of B2B sales automation, making it an increasingly appealing option for companies looking to stay ahead of the competition.

In a nutshell

To summarize, B2B sales automation is the next big thing in the FMCG industry. With its ability to improve efficiency, enhance the customer experience, and reduce costs, it is a technology that companies cannot afford to ignore. As the market continues to evolve, it is likely that B2B sales automation will become increasingly widespread, offering companies new opportunities to compete and succeed in a challenging industry.

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