With the shift back to in-store shopping post-pandemic, home delivery growth has slowed. Yet, the need for reliable, structured delivery services remains critical in the fast-moving consumer goods (FMCG) sector. For sustainable success, shippers should aim to secure long-term delivery contracts, which will help stabilise revenue streams and build lasting client relationships.
Getting delivery contracts today requires more than traditional outreach—it involves a strategic combination of tech, branding, and operational efficiency. Here’s how to position your business to win contracts in the competitive FMCG delivery space.
What Are FMCG Delivery Contracts?
An FMCG delivery contract is a service agreement outlining delivery terms for goods like food, beverages, household items, and personal care products. Unlike fixed-quantity contracts, FMCG contracts often specify only minimum and maximum volumes and detail delivery frequency, conditions, and payment terms. Key clauses include:
• Late Delivery Penalties: Many FMCG contracts include penalties for late deliveries to ensure timely service.
• Delivery Terms: These detail frequency, method, and type of delivery (e.g., bi-weekly shipments or temperature-controlled transport for perishables).
• Payment Terms: These set out payment schedules, methods, and conditions, which may include upfront, monthly, or milestone-based payments.
6 Steps to Secure FMCG Delivery Contracts
1. Define Your Services
Clarify the delivery services your company will offer, based on your capabilities and target customer base. Consider aspects like vehicle types, driver capacity, and the geographic range to determine if you’ll specialise in specific products or offer additional services, such as same-day delivery or temperature-controlled logistics for perishable items. Check if you require industry-specific certifications, especially if transporting food or medical supplies.
2. Connect with Local FMCG Companies
Start by reaching out to local FMCG producers, wholesalers, or retailers to introduce your services. By focusing locally, you avoid direct competition with large logistics providers and can build relationships with businesses needing specialised, regional services. Consider targeting companies new to the area or smaller businesses looking to grow, as they may be more open to new partnerships.
3. Optimise Your Online Presence with SEO
A well-optimised website is critical to being discovered by FMCG clients. Ensure your site is user-friendly, informative, and optimised for local SEO. Publishing relevant content on topics like “Best Practices in FMCG Delivery” or “Benefits of Route Optimisation for Perishable Goods” can help boost your site’s visibility in searches, making it easier for potential clients to find you.
4. Use Route Optimisation Software
Efficient delivery is vital in FMCG, where timely delivery impacts product freshness and customer satisfaction. Implement route optimisation software to streamline driver scheduling, delivery tracking, and last-mile logistics. Route efficiency not only reduces fuel and labour costs but can also enhance service reliability, allowing you to offer competitive rates while maintaining profitability.
5. Market Your Delivery Business
Building brand awareness and trust is key to winning FMCG contracts. Use a mix of social media and traditional marketing to target local businesses. Platforms like Google My Business can boost visibility, while local ads (e.g., in regional publications) help reach specific markets. A strong reputation and positive online reviews will reinforce your brand’s reliability, helping attract new business.
6. Leverage Courier Sites for Initial Contracts
Courier job boards offer a way to find FMCG contracts, although many listings are short-term. Platforms like these can serve as a stepping stone to establish credibility and build a portfolio before pitching for long-term contracts directly.
How to Pitch Your Company for FMCG Delivery Contracts
To secure FMCG contracts, demonstrate how your services will benefit clients in terms of cost, efficiency, and brand reputation. Begin by assessing competitor offerings in your area—identify service gaps and emphasise your strengths, whether that’s faster delivery, better technology, or specialised vehicles.
Integrate technology like route planning software to boost efficiency, track deliveries, and notify clients, providing a seamless delivery experience that sets you apart. Highlight added services like real-time tracking, proof of delivery, or customer notifications, which can be pivotal in building trust with FMCG businesses focused on transparency and reliability.
FAQs on Securing FMCG Delivery Contracts
• What qualifications are needed to handle FMCG deliveries?
Ensure compliance with relevant certifications, especially if transporting food or sensitive items. Consult with local authorities to meet industry standards.
• Can small delivery businesses compete with large logistics providers?
Absolutely. By specialising in niche services or regional routes, smaller businesses can offer flexibility and customisation that larger providers may not.
Securing FMCG delivery contracts requires a combination of efficient operations, strong marketing, and a tailored approach. With these steps, your delivery business can build a sustainable client base and thrive in today’s competitive landscape.
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