SFA by industry
Every industry sells differently. Pick yours to see its playbooks, use cases in one place.
- FMCGPackaged goods sold through distributors to kiranas, wholesalers and modern trade, with reps on daily beats. The month is won on outlet coverage, lines per call and must-sell range.Also covers Beverages & Alcohol, Confectionery and Snacks, Dairy and Perishables, Personal Care and Beauty and more
- PharmaMedical reps detail doctors, while chemists and stockists decide whether prescriptions get filled. Rx, OTC and trade generics often run side by side under strict marketing rules.Also covers OTC Healthcare and Nutraceuticals, Medical Devices
- Agri-InputsSeeds, crop protection and fertilizers are sold in short seasons. Success depends on pre-season placement, farmer demand and whether stock liquidates before the season ends.Also covers Seeds and Crop Protection
- Building MaterialsCement, tiles, pipes, plywood and paints sell through dealers, are recommended by masons, painters and contractors, and are specified on projects months before they ship.Also covers Paints and Coatings, Specialty Chemicals
- Consumer DurablesAppliances, electronics, fans and mattresses are won on the shop floor, through dealers, in-store promoters and the electricians and carpenters who recommend a brand.Also covers Stationery and Office Products
- Auto and LubricantsIn the aftermarket the mechanic picks the oil and the part. Brands sell through distributors and spare shops, and win garages through loyalty programs and genuine-product checks.
- AlcobevBeer, spirits and wine cannot advertise in many markets, so the outlet is the brand's media. Each state sets its own rules, and bars and liquor shops need different field work.Also covers Beverages & Alcohol
Looking for one specific industry? See all playbooks, A to Z