Our Team
Our people are grouped into three main functions: sales, merchandising and administration. We keep all three of these departments running seamlessly, thanks to a sophisticated technical order system that we’ve integrated into our business over the past 10 years.
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OUR FOUNDING PARTNERS
Frank Ghillino and Paul De Freitas founded ESM on the basic principle of building a business on long-standing relationships. This focus, along with their collective skills and extensive industry knowledge, has enabled ESM to grow into the national sales and merchandising agency it is today.
OUR SALES REPRESENTATIVES
Our sales reps are all specialists within the 2nd and 3rd tiers of the South African FMCG trade, and they know this niche inside out. They spend all their time out on the road doing what they do best: selling and building brands.
The way we structure our business means we’re able to have a Field Sales Manager within each region, which ensures that every region gets personalised attention. We empower our entire sales team to make decisions at store level so that they can trade responsibly, grow our principals’ brands and build long lasting relationships with their customers.
We attribute a large portion of our success to our sales reps’ ability to foster relationships, and we’re very proud to have attracted such a versatile, hardworking team that continually contributes towards the growth of our company.
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OUR ADMINISTRATIVE STAFF
Our administrative team has a national approach with a regional focus:
Our sales support staff work out of a state-of-the-art call centre based at our head office in Gauteng. They enable us to cut down on the lead time between orders taken and orders placed, and they manage orders so that they meet NOD’s and NDD’s of the various logistics companies. Our sales support team also fulfill the crucial role of enabling our sales reps to focus all of their time on achieving their sales targets.
Our principal support staff are responsible for managing the communication channels between the principals, customers and logistics partners. This allows our principals to have one administrative contact point while enabling our sales representatives to focus on achieving their sales objectives.
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OUR MERCHANDISING STAFF
We approach merchandising systematically, taking huge care to ensure that our principals are represented effectively at store level. Our merchandisers work hand-in-hand with our sales reps, making sure that:
- there is sufficient stock pressure on shelf
- all products are packed according to the specified planogram
- each product’s forward share surpasses their market share
- stock is effectively rotated
- damaged stock is managed
- all pricing labels are clearly communicated
When it comes to our merchandising structure, we take a national approach with regional focus. Our national merchandising manager oversees and manages our regional merchandising managers, who in turn ensure that merchandisers across all regions are kept up to date with changing principal information.