Selling Solutions was established in 2011 by Geoff Cassin after growing a successful consultancy business that supported premium brands in New Zealand Grocery.
"Starting with a team of six, we have grown to 114 people across the country who work tirelessly to support the epic brands we are lucky enough to partner with," said Scott Cameron, general manager at Selling Solutions.
Cameron said he felt lucky to lead an experienced team with many years of industry knowledge and expertise. The Selling Solutions field team is an excellent combination of long-serving and ambitious new team members. The new team are coached by leadership, which includes Cassin, who has over 35 years of FMCG experience and an impressive repertoire of senior roles and supplier insights and knowledge, as well as being the first PAK 'n SAVE Albany grocery buyer.
A little younger than Cassin, which Cameron joked he reminds Cassin of frequently, Cameron has been working in the FMCG industry since leaving school. He started at New World Whitby and joined Frucor for nine years, working in field leadership and account management roles across New Zealand and Australia.
"I returned home from Aussie and Joined The Better Drinks co, part of Asahi Beverages for three years, working across both Grocery and Route Channels."
Steve Gill, Selling Solutions business performance manager, is the resident training guru. With over 40 years of FMCG experience, including director-level roles at Griffins and GWF and running his own leadership training and facilitation business, Gill leads a comprehensive sales training and development program for the field team.
Kim Thompson has over 15 years of FMCG experience with various sales roles at Coke, Hubbards, and senior Business Management roles at Asahi Beverages and The Better Drinks Company.
Miranda Detman, Selling Solutions’ national sales manager, has over 25 years of experience in grocery shopping with KML, Dakota, and Beiersdorf.
"Detman has a strong understanding of sales agencies and what it takes to deliver success for our partners."
Cameron attributed Selling Solutions' success to its people and values. Since its inception, it has committed to always punching above its weight with talent. The second vital aspect of its success is its genuine client partnerships. Through word of mouth and its reputation, Selling Solutions has an exciting and impressive repertoire of brands it works with, which it is immensely proud of.
"Partnerships based on trust which we earn through our strategic planning process, the experience and guidance we offer and most importantly the results we deliver. Our vision is to Redefine the Agency experience by constantly striving for better."
Selling Solutions manages all of its clients' grocery needs, from business management to field sales, merchandising, warehousing and distribution, sales forecasting and planning, sales reporting, and data and insights. It also provides a consultancy service to support brands through category reviews and build a grocery execution strategy.
"With changes to how retailers operate, our experience dealing with these processes and understanding the ins and outs can provide a massive advantage. We love sharing our insights and experience to help brands build plans that work."
What sets it apart is the understanding that working with an agency is a considerable commitment, which is why the relationships it forms start with a conversation with Cassin and Cameron to ensure that Selling Solutions and the perspective brands are a good fit together.
"We are very open and transparent through this process."
From there, regardless of the services it partners on, Selling Solutions takes clients through its strategic planning process. This is about absolute alignment. Alignment on insights and opportunities, the commercial outcomes, the execution plan and what it will take to win.
"This is not a process we do once. It's constantly reviewed, tracked, and adjusted to ensure success."
Cameron said agility was vital. Selling Solutions business management, field sales, and merchandising teams take the plan and set to work, providing insights that help refine the plan. It also has reporting and tracking tools that allow clients to invest as much as they want in detail.
With the grocery industry undergoing an exciting and transitional period of unprecedented changes that impacts it from all angles, the role of Selling Solutions and agencies like it, now more than ever, is crucial for businesses.
"We can cost-effectively enhance your field coverage to ensure compliance with head office agreements, capture discretionary opportunities, support or lead your head office relationships and category review processes, and provide expert insight and guidance."
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