Interview Mr Sebastien Robert

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!