---
title: "Eight Actions for Frontline Staff During Vehicle-Based Distribution to Make Market Visits Valuable and More Efficient!"
description: "Vehicle-based distribution is a fundamental task for frontline sales staff, serving as a good channel for customer service and relationship building. By following eight specific actions—communication, verification, discovery, opening boxes, seizing prime positions, organizing, proximity to competitors, and seizing opportunities—salespeople can better understand the market, find solutions, and improve sales performance."
author: "New Distribution"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2018-06-23"
language: "en"
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# Eight Actions for Frontline Staff During Vehicle-Based Distribution to Make Market Visits Valuable and More Efficient!

> Vehicle-based distribution is a fundamental task for frontline sales staff, serving as a good channel for customer service and relationship building. By following eight specific actions—communication, verification, discovery, opening boxes, seizing prime positions, organizing, proximity to competitors, and seizing opportunities—salespeople can better understand the market, find solutions, and improve sales performance.

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Vehicle-based distribution is a fundamental task that frontline sales staff must perform. It is a good channel for customer service and communication. Not only does it help better understand the market, find solutions, and act as a consultant and advisor to customers, but more importantly, it deepens the relationship between salespeople and customers, greatly enhancing customer enthusiasm and cooperation.
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Vehicle-based distribution is also one of the most arduous tasks, enduring scorching heat in summer and biting cold in winter. Some salespeople, through a day's work, gather a lot of information, summarize many experiences, and identify methods and strategies to boost market sales, which greatly helps increase market performance. However, most salespeople end up being porters for customers for the day, ending up sweaty, with back pain and exhaustion, and falling asleep as soon as they return to the hotel. Imagine such salespeople, though the hardest working and most diligent, what is the result? Their market performance may not improve, and their sales skills remain stagnant.
So, what should frontline staff do during vehicle-based distribution? Below, we break down the actions for vehicle-based distribution, hoping to provide some help to frontline staff.
Action 1: "Communicate"
**Communicate policies and build relationships.**
Generally, customers are busy with business and have little time to sit down and communicate with you. If you accompany customers to rural areas for distribution, that is the best time to communicate promotional policies, formulate market plans, understand market information, and strengthen relationships.
Action 2: "Verify"
**Verify the implementation of company promotional policies.**
Since the company has corresponding promotional policies for the market each month, due to different market conditions and varying customer cooperation, promotional policies may not be fully implemented, and expenses may be withheld, which seriously affects the promotion of company marketing policies and product sales. Through market verification, such problems can be avoided.
Action 3: "Discover"
**Discover blank outlets, understand why terminal outlets do not stock products, identify problems and solutions, and increase sales opportunities.**
No matter how mature a product is, its coverage rate is rarely 100%; there are always some blank outlets that have not been developed. Salespeople can easily discover these blank outlets during vehicle-based distribution, find out the reasons why outlets do not stock, and then solve them with current promotional policies, helping customers successfully develop these blank outlets and increase sales opportunities.
Action 4: "Open Boxes"
**Open boxes and put products on shelves, cultivating the habit of customers or their sales staff to stock downstream customers.**
When customers or their sales staff deliver goods, they often unload, collect payment, and drive away. However, this loses many sales opportunities. Terminal customers are sometimes busy and do not put products on shelves in a timely manner. At this time, salespeople should check whether products on the shelves are out of stock. If so, open boxes and put products on shelves to ensure sufficient product variety on the shelves, avoiding sales impact due to delayed stocking.
Action 5: "Seize"
**Seize the best selling points to increase product exposure and sales opportunities.**
Statistics show that products with higher exposure have greater sales opportunities. Therefore, companies with sales assistants often require them to follow planned areas and routes, regularly maintain products, and seize the best selling points. As salespeople, you should also do this work, placing your products in positions that are most visible, easy to take, and easy to obtain for consumers, making it convenient for consumers and helping the company gain more sales opportunities.
Action 6: "Organize"
Since terminal store customers are busy, products on shelves are often not carefully maintained. Over time, products may be covered in dust, and the arrangement may be messy, making consumers lose the desire to buy. Organizing the display and keeping products clean can better attract consumers' desire to purchase. Grasp customer psychology and seize opportunities to promote sales.
Action 7: "Get Close"
**Get close to well-known competitors and take the opportunity to sell.**
Due to consumers' herd mentality, most consumers believe that products placed near well-known products are also among the best-selling products. Therefore, placing your products near well-known brands can undoubtedly enhance the corresponding awareness of your products. In addition, most well-known products are placed in prime positions in terminals, so placing near them can also get better selling positions, thereby increasing sales opportunities.
Action 8: "Seize"
**Seize the psychology of terminal customers and facilitate orders.**
Through face-to-face communication with terminal customers, you can better grasp customer needs, understand more market information, and find more sales opportunities. Combine with company policies to maximize sales orders.
In summary, frontline business work is the most arduous in any company. As salespeople, you must first understand your work content to progress step by step and continuously improve yourself. The above eight actions seem independent, but in fact, they are continuous and complementary. The main purpose of demonstrating these eight actions is to play a coaching role, teaching customers or their sales staff how to do market work and how to make products vivid. Only when customers' market operation capabilities improve can market sales be better enhanced.
In late August, the "2018 China Digital Innovation Conference (2018FDIC)" with the theme "Finding New Growth Engines" will be held in Shanghai, hosted by the China FMCG Industry Association and organized by New Distribution.
The conference will last 3 days, focusing on two major themes: marketing and supply chain, with six parallel forums: brand, channel, communication, B2B, intra-city logistics, and innovative retail. We will invite industry leaders, CEOs, and brand executives to deeply interpret the trends and drivers of digital transformation in the FMCG industry.
This conference will have over 5,000+ enterprises participating. This grand event brings together outstanding explorers and promoters of digital transformation across industries, sharing case practices of digital transformation for industry enterprises and partners, discussing digital technology development trends and cutting-edge applications, building a bridge for brand owners, distributors, retail enterprises, and marketing agencies, helping FMCG manufacturers obtain the latest information and understand the best application practices. Help brand owners and distributors find new digital growth engines in the Internet era!
**The following is the list of invited enterprises**
Conference Time
August 22-24, 2018
Conference Venue
Shanghai Baohua Marriott Hotel
Conference Content
August 22: Full-day check-in
Afternoon 14:00-17:30
Distributor Intra-city Logistics Parallel Forum
Evening 18:30-21:00
New Distribution Night Gala Dinner
August 23: Theme: Marketing Digital Innovation
Morning 9:00-12:00
Marketing Digital Innovation Main Forum
Afternoon 14:00-17:30
Brand, Channel, Communication Parallel Forums
August 24: Theme: FMCG Supply Chain Digital Upgrade
All day: FMCG Supply Chain Conference
Registration Method
Registration is now open. Long press the QR code below or click 'Read Original' to register. Limited to 200 early bird tickets at half price, while supplies last!
Registration Consultation
Ticket inquiries:
Media cooperation inquiries:
New Distribution Previous Conference Highlights
Click the links below to review the first, second, and third FMCG + Internet Conferences:
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