While your customers already know their own sales figures, they often do not know how they are performing compared to their competitors or in the market in which they reside. They also may not fully understand how the broader market is trending. Here are some tips:

• Use data-driven reports reflecting the retail trends for the total U.S., regions, and markets to inform (and educate) your buyers and their superiors on the retail trends for your categories. 

• When requesting your next meeting, send your contact a snippet of data that is relative to them (Example: The overall market increase of sales in their marketplace over the past 13 or 52 weeks compared to your customer’s increase). Let them know you have more useful data that you will share during your meeting.) Soon your contact will look to you as the person with information that can help grow the categories that you are selling. You can become the category captain, the person they turn to for all related information.  By taking these measures you become a consultative salesperson.

Note: It is best to select and share data that is most useful to your customer. Handing them an entire report, filled with hundreds of numbers will only create work for them. Select the information that they will find most beneficial in growing the business.

FUSION is a recognized leader among B2B trade agencies specializing in building produce sales results with trade channels. FUSION’s client list includes leading produce industry companies and commissions including the California Avocado Commission, Hass Avocado Board, Zespri Kiwifruit, California Strawberries, The American Mushroom Council, Rockit Apples (New Zealand), California Pears, and many others. 

Want more information on using retail sales data?  Learn more about how FUSION can help you access and use relevant sales data to inform your customers.

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