Outsourced Retail & Trade Sales
for outlet coverage and execution.
Retail & Trade Sales is a managed, outlet-level sales and execution service in which Marconix deploys and manages retail and trade teams across general trade and modern trade, working alongside a client’s distributors. It covers coverage, merchandising, selling and reporting, across industry verticals.
- ✓ Retail Reach
- ✓ Merchandising
- ✓ Distributor Coordination
- ✓ In-Store Engagement
- ✓ Retail Intelligence
- ✓ Sales Tracking
Marconix at a glance
Company-level figures for Marconix as a whole. They are not Retail & Trade-specific results.
A managed, outlet-level sales and execution function
Outsourced Retail & Trade Sales is a managed, outlet-level sales and execution function. Marconix deploys and manages retail and trade teams to cover, sell into and report on retail outlets for a client, working alongside the client’s distributors.
- What the team does
- Outlet coverage, merchandising, selling and order capture, in-store engagement where in scope, distributor coordination and retail intelligence.
- Trade types
- General trade and modern trade.
- Roles deployed
- Retail Sales Executives, Merchandisers, Promoters and trade execution teams, depending on the scope agreed.
- How it is monitored
- GPS-based check-ins, geo-tagged field photographs, digital order capture and field-force activity tracking.
Industry-agnostic Retail & Trade Sales
The service is industry agnostic. The same operating approach is adapted to the outlets, roles and KPIs of each business, so it is not limited to a fixed list of sectors.
FMCG, consumer durables and electronics, personal care, and food and beverage are examples of categories that sell through retail and trade. They are examples rather than limits.
General trade and modern trade
General trade covers neighbourhood and traditional outlets such as kirana stores and chemists, where execution depends on regular visits, relationships and order capture.
Modern trade covers supermarkets, chains and large-format stores, where execution depends on shelf standards, displays and in-store staff. Marconix covers both.
Problems Retail & Trade Sales helps address
These are common retail and trade challenges. The right scope for each business is agreed during the engagement.
Uneven outlet coverage
Some outlets are visited rarely or not at all when there are too few people or no clear plan. Structured outlet and route coverage gives each outlet a defined visit rhythm.
Weak visibility and availability
Products can be missing, poorly placed or out of stock at the shelf. Merchandising and regular checks help keep the product present and visible.
Inconsistent in-store execution
Standards for placement, displays and promotional material are applied unevenly across outlets. Defined standards and supervision support consistency.
Distributor and retailer gaps
Distributors and field teams can work to different plans. Aligning beat plans and order flow helps the two work from the same picture.
Limited outlet-level visibility
Brands often cannot see what happens in the outlet. Check-ins, photographs and order data make visits visible.
Hiring and managing retail teams
Building and managing an outlet-facing team takes recruitment, training and supervision. Marconix manages these teams for the client.
Six areas of retail execution
Which areas are in scope is agreed for each client.
Retail reach
Planned coverage of outlets. Marconix maps outlets and routes, and deploys teams to visit them across general trade and modern trade.
Merchandising
Visibility, availability and shelf execution at the outlet, so the product is present, placed and presented as agreed with the client.
Distributor coordination
Teams work alongside the client’s distributors on beat plans, order flow and retailer execution, where this is agreed.
In-store engagement
Where in scope, promoters and sales staff engage shoppers at the outlet and support selling and brand standards.
Retail intelligence
Outlet and competitor signals captured during visits and reported, so the client sees what is happening in the market.
Sales tracking
Orders, visits and execution tracked against the targets agreed with the client.
What can I hire Marconix Retail & Trade to do?
Most engagements start from one of these needs. Outlets, roles and KPIs are agreed for each client.
Illustrative images. They are not photographs of specific client projects.
Cover general trade outlets on planned routes
Teams visit neighbourhood outlets such as kirana stores and chemists on a defined rhythm, presenting the offer and capturing orders at the visit.
Best forBrands that depend on neighbourhood outlets and repeat visits.
Hold shelf standards in modern trade
Merchandisers and in-store staff maintain visibility, availability and display standards in supermarkets, chains and large-format stores.
Best forBrands with planogram and POSM requirements.
Execute alongside your distributors
Teams coordinate beat plans, order flow and retailer execution with the client’s distributors. Marconix does not guarantee distributor acquisition or network size.
Best forBrands that sell through distributors and want consistent execution at the outlet.
Add in-store promoters
Promoters engage shoppers in stores where the engagement includes promoter deployment. Promoter deployment is not part of every engagement.
Best forBrands where in-store engagement is part of the plan.
See what is happening in the outlet
Check-ins, photographs, order data and competitor signals captured on visits make outlet activity visible to the client.
Best forBrands with limited outlet-level visibility.
Run a time-bound project or campaign
Execution is set up for a defined project or campaign rather than an ongoing team.
Best forPushes or activations with a defined start and end.
Engagement models
- Managed teams: Marconix runs the team as a managed function
- Dedicated teams: assigned to the client’s outlets and brands
- Project or campaign execution: time-bound where the need calls for it
- Sales-as-a-Service: Marconix’s broader model that the above sit within
Not every engagement uses every model. The right model is agreed for each client.
Teams Marconix can deploy
Marconix recruits and trains the profiles it deploys, and supervises them against the standards and KPIs agreed with the client. Not every engagement uses every role.
Retail Sales Executives
Visit outlets, present the offer and capture orders on planned routes.
Merchandisers
Maintain visibility, availability and display standards at the outlet.
Promoters
Engage shoppers in stores where an engagement includes promoter deployment.
Trade execution teams
Coordinate outlet execution with the client’s distributors and sales teams.
How execution is monitored
Marconix uses the following tools to make field activity visible. The tools in use are agreed for each engagement.
GPS-based check-ins
Record where and when a visit took place.
Geo-tagged field photographs
Provide photographic evidence from the outlet.
Digital order capture
Records orders at the point of visit.
Field-force activity tracking
Tracks team activity against the plan.
Supervision and coaching
Teams are supervised and coached against the standards and KPIs agreed with the client.
Reporting to the client
Visits, photographs, orders and activity are tracked and reported against the agreed targets.
How Marconix’s Retail & Trade process works
A practical six-step sequence, adapted to the client’s outlets, channels and goals.
- Step 01
Map outlets and routes
Define the outlet universe, trade types and routes to be covered.
- Step 02
Agree scope and roles
Confirm which activities, team roles and KPIs are in scope.
- Step 03
Recruit and train
Deploy and train the retail and trade profiles that fit the outlets and roles.
- Step 04
Execute at the outlet
Run planned visits covering selling, order capture, merchandising and engagement.
- Step 05
Monitor and report
Track visits, photographs, orders and activity, and report them to the client.
- Step 06
Review and adjust
Review the KPIs with the client and adjust coverage and coaching as results come in.
KPIs used to measure Retail & Trade execution
Typical measures may include the areas below. Measures and targets are agreed with each client; no benchmark is implied.
Distribution
Numeric distribution and weighted distribution measure how many outlets, and how much of the market, carry the product.
Availability and visibility
On-shelf availability and share of shelf measure whether the product is present and how visible it is.
Compliance
Planogram compliance and POSM compliance measure adherence to the agreed layout and promotional material.
Outlet productivity
Outlet productivity measures the business generated per outlet and per visit.
Order quality
Lines per call and average order value measure how much is ordered per visit.
Promoter sell-out
Promoter sell-out measures sell-out through promoters, where promoters are deployed.
Trusted by businesses across industries.
Businesses that have worked with Marconix across its services. The logos represent businesses that have worked with Marconix across its services and do not indicate which service each business used.
Why Marconix?
- Industry-agnostic approach, adapted to each business’s outlets and KPIs
- Coverage of both general trade and modern trade
- Execution made visible through check-ins, photographs and order data
- Recruited, trained and supervised teams working to agreed KPIs
How a Retail & Trade engagement works commercially
Engagements begin with a conversation about the client’s outlets, channels and goals.
- 01
Conversation
Marconix learns about the client’s outlets, channels and goals.
- 02
Proposal
A proposal covers the deployment, scope and reporting.
- 03
Commercial terms
Commercial terms and timelines are confirmed in the proposal.
Retail & Trade Sales FAQs
Clear answers to the questions buyers ask most.
What is outsourced Retail & Trade Sales?
Outsourced Retail & Trade Sales is a managed, outlet-level sales and execution function in which a specialist provider deploys and manages retail and trade teams for a client. Marconix’s teams handle outlet coverage, merchandising, selling and order capture, in-store engagement where in scope, distributor coordination and reporting.
What is retail execution?
Retail execution is the delivery of distribution, stock availability, merchandising, visibility and selling activities at the outlet level. It is how a brand’s plan becomes visible and sold at the shelf.
What is the difference between general trade and modern trade?
General trade means neighbourhood and traditional outlets such as kirana stores and chemists. Modern trade means supermarkets, chains and large-format stores, where shelf standards and displays matter more. Marconix covers both.
Does Marconix cover both general trade and modern trade?
Yes. Marconix’s Retail & Trade Sales covers general trade and modern trade. The outlets, roles and KPIs are agreed for each client.
What roles can Marconix deploy in Retail & Trade Sales?
Depending on the scope agreed, Marconix can deploy Retail Sales Executives, Merchandisers, Promoters and trade execution teams. Not every engagement uses every role.
Can Marconix deploy in-store promoters?
Yes, where promoters are part of the agreed scope. Promoter performance is tracked against measures such as promoter sell-out where applicable. Promoter deployment is not part of every Retail & Trade engagement.
How does Marconix work with our distributors?
Marconix teams work alongside the client’s distributors on coverage, beat plans, order flow and retailer execution. Distributor activation is part of the operating scope where it is agreed. Marconix does not guarantee distributor acquisition or a particular network size.
How is retail execution monitored?
Marconix uses GPS-based check-ins, geo-tagged field photographs, digital order capture and field-force activity tracking to make field activity visible. The tools in use are agreed for each engagement.
Which KPIs matter most in Retail & Trade Sales?
Typical KPI areas may include numeric distribution, weighted distribution, on-shelf availability, share of shelf, planogram compliance, POSM compliance, outlet productivity, lines per call, average order value, and promoter sell-out where applicable. Targets are agreed with each client.
Which industries does Retail & Trade Sales support?
Retail & Trade Sales is industry agnostic. FMCG, consumer durables, personal care and food and beverage are examples of categories that sell through retail, not limits on the service.
What engagement models are available?
Engagements can be structured as managed teams, dedicated teams or project and campaign-based execution, within Marconix’s broader Sales-as-a-Service model. Not every engagement uses every model, and commercial terms are confirmed in a proposal.
How is Retail & Trade Sales different from Field Sales?
Field Sales is broader field-sales execution and can cover market coverage, distributor acquisition, order taking, merchandising, route management and field intelligence. Retail & Trade Sales is specifically focused on retail and trade execution across General Trade and Modern Trade, including outlet-level execution, merchandising, trade activity and related retail execution roles. The two can be combined depending on the scope agreed.
Discuss your Retail & Trade requirement
Share your outlets, channels and goals. Marconix will prepare a proposal covering the deployment, scope and reporting.