Sebastien Robèrt, representing Saccof Packaging, main distributor of Giflor in France, gives us an insight into the importance and challenges of the distribution business during a pandemic.
Mr Robèrt, in your long-term experience in the packaging world, what are the values associated with local distribution?
Nowadays we are adapting to unexpected new rules of doing business and I would like to emphasize the importance of “buy and make local” distribution strategy. The crucial values of this strategy are:
– Enhanced sales opportunity;
– Prompt delivery from stock;
– Safety stock;
– Wide choice;
– Flexibility and reliability;
– Available combination of bottle + closure;
– Long term relationship.
In a world dominated by “short channels”, how can distribution stand out?
A modern distributor has to be able to meet the ever-changing consumer demand, namely:
– Customers often prefer to work with local suppliers;
– Grant a reliable service;
– Just in time delivery;
– Start up new business with small size project.
How did you acquire new clients during the pandemic?
We have acquired new customers through different ways:
– Main one is done from the activities of our Sales Team (composed by 15 people) who developed strong and trusty relationships with historical and new potential customers;
– We received requests through different digital tools (website, social media etc.)
– Our own factories and selected partners provided us with potential leads directly to us.
What is the lesson you learned for the future?
For a good stockist, it is necessary to follow the below rules:
– Stock management is essential and strategic;
– Prompt reaction and delivery to customers’ inquiries/orders;
– Maintain a flexible price policy;
– Grant a prompt and reliable logistic service.
Thanks Sebastien from Giflor team!
