Sales Policy
Our sales policy revolves around the principle of focusing our sales efforts on few brands per sales representative with a view to get higher sales hits per brand, per salesman. This approach has enabled Nectar Group to build a strong and focused sales network across Malta and Gozo, serving all categories of food and beverages outlets from Supermarkets to smaller grocers; bars to restaurants and hotels; cinemas to sports stadia; stationers to market stalls, canteens to seaside resorts and ferry boats as well as airport and seaport terminals totalling over 2,500 clients.
Sales Force Structure
Nectar Group consists of Nectar Sales Division (Ltd.
Company), Sweet Source Sales Division (Ltd. Company) and Wrigley’s Sales Division.
Nectar Sales Division
The Nectar Sales Division employs twelve sales representatives, three of which are responsible for key accounts; mainly for the top supermarkets, and another sales representative is responsible for the Ho.Re.Ca sector. The others cover a specific geographic area and serve around 300 clients each. Heading the Nectar Team is the Sales Manager, backed by an Assistant Sales Manager.
Wrigley Sales Division
The Wrigley Sales Division was set up in 2006 with the aim to focus exclusively on the Wrigley portfolio of products more popularly known as Orbit Sugar Free Gum. The team of seven sales repesentatives, each responsible for a geographical area, and a field merchandiser is headed by the Wrigley Sales Manager.
Sweetsource Sales Division
Ten sales representatives, seven responsible for a specific area, and three responsible for key accounts, compose the Sweetsource Sales Team. This team reports to the Sales Managers.
In a nutshell, the Sales Force Structure of Nectar Group can be illustrated as follows:
Sales Representatives in each division visit customers on a fortnightly basis or weekly basis depending on the potential and size of the customer. In the case of key accounts, these are visited more regularly; in certain cases up to daily visits.
As part of the heavy investment over the years, tailored to provide its clients with maximum service and efficiency, the Nectar Group developed and pioneered a computerized CRM system, NectarActive™ Market Navigator ™, running on specially designed tablet devices for its sales force. The system houses a digital product catalogue and empowers the salesreps with instant up-to-date information on each customer to maximise every sales call. This includes monthly sales history; turnover statistics; credit and pricing terms; detailed stock data and aged debtor statements. In addition, this CRM system instantly sends and processes orders over 3G technology and provides the company with shorter processing times and up-to-date Business Intelligence - to the benefit of its clients.
Exceptional Service
In order to place emphasis on exceptional service, our main tactics are bi-monthly service training and employee recognition, and higher service employee to customer ratios. Our specific programs for training include customer for life training for employees, and the sharing of success stories among employees and management. Our specific employee recognition programs include employee of the month and service excellence recognition awards of specific employees.
