Tell me about a time you successfully grew the sales of an underperforming retail or sari-sari store account.

Situation

I was assigned to cover a group of sari-sari stores in Quezon City, where one particular store had stagnant sales for three months despite being in a high foot traffic area.

Task

My goal was to increase the store's weekly sales by at least 15% within two months to meet my territory quota.

Action

I first spent a morning observing the store's customer flow and talking to the owner to understand that she only kept five Nestlé SKUs and missed out on coffee and powdered milk. I recommended adding three high-demand items like Nescafe 3-in-1 and Bear Brand, and created a simple shelf display near the counter. I also showed the owner a product rotation system to reduce near-expiry items. I visited the store weekly for two weeks to check stock and motivate her to push the new items.

Result

The store's weekly sales increased by 22% within six weeks, and the owner started reordering the new SKUs consistently. I met my quota a month early and the store became one of my top accounts.