This phrase is used by producers and manufacturers in the supermarket sector, – how to get your product from the store room onto the shelf, well presented on shelf and then into the customers basket. Considering that most customers choose products in a few seconds, it is of vital importance.
The same principle applies to other channels, – engineering products, industrial products etc
How do you motivate and manage the staff of your distributor, wholesaler, agent to show and present your product alongside others?
How do you get your agent to give you the proper amount of ‘air time’ in front of a customer in an overseas market?
Most of the answers are around skill sets and communications.