Seducing ‘brand switchers’ at the trade counter.

Trade promotions are a powerful tool—but poorly executed, they can bleed margin and lose control fast.

Most manufacturers stick to “sell-in” and “sell-out” models to drive stock through wholesalers and distributors. But there’s a third lever often overlooked—one that taps into brand-switchers and boosts in-branch visibility without eating into your profit.

We call it the Sell-At Strategy—and here’s how it works.

Tried and tested methods

Sell-in, or ‘push’. Aimed at branch managers and counter staff. Used to encourage the placement of a substantial stock order, to promote new product lines, to secure shelf space, and the purchase of old stock.

With 80-85% of stock sold through an in-house telesales department, this is often a primary target for incentive promotions.

Sell-out, or ‘pull’. Aimed at the contractor. This could be the buyer receiving a telesales call, the wholesaler’s invoice featuring a promotion, or the walk-in trade customer that knows the brand.

Prior to participating in a ‘sell-out’ promotion, a branch manager often needs convincing the campaign will stimulate sales.

Creating conversions

A strong promotion, let’s say a price promotion, which encourages brand-loyal customers to participate, has the risk of selling stock at a discount that would have otherwise been purchased at full price – you’re giving away margin!

The key here is the brand switcher: Walk-in contractors who are less brand loyal and looking for a deal: discounts, buy-one-get-one-free (BOGOF) offers or even free gifts.

Converting these customers is key to increasing sales and return on investment.

Our extra step: the ‘Sell-At’ strategy.

Having developed and run numerous ‘at-counter’ sales promotions, we’ve stopped and restarted many over the years, usually due to product supply issues. This is what we’ve learned:

While the promotions ran, product sales increased – excellent!

Once the offer ended and the promotional material was removed, sales declined – expected!

Once reinstated, sales increased again – sounds obvious!

Yet, our analysis showed that during the campaign, the number of claims was very low – very interesting!!

So low in fact they only accounted for a very small proportion of the sales increase.

Fair to say, the visual presence of the in-branch promotion and associated POS materials increased awareness and encouraged customers to purchase the product, and at full price.

Only a few of these customers actually participated in the promotion and claimed the incentivised price/free gift.

We have termed this the ‘Sell-At’ strategy —  in-branch promotional materials, raising product awareness and encouraging impulse purchase.

MAYDAY: Trade promotions can be a very effective, yet costly tactical marketing tool if poorly planned!

Whether it’s a price promotion, BOGOF, or loyalty program. The value of this year’s campaign will be used as a basis for next year’s negotiations with the wholesaler/distributor.

Next year, they’ll want the same as this year, plus a bit more…things can quickly spiral out of financial control.

Need to think tactically and need some help? Please reach out!