Call for Participation in the Sales Activity Survey by the Distribution Economic Institute

Call for Participation in the Sales Activity Survey

The Distribution Economic Institute, a public foundation based in Chiyoda, Tokyo, is launching its latest survey targeting manufacturers and wholesalers engaged in food and daily necessities. This survey, which follows last year's success, seeks to understand the current landscape of sales activities within the industry.

Background of the Survey

Today’s manufacturers and wholesalers face a rapidly changing environment that necessitates a transformation in their sales approaches. There has been a noticeable shift from traditional price negotiations, often centered on discounts, to more value-oriented engagements referred to as 'proposition-based sales'. Additionally, the growing issues of labor shortages and excess workloads in sales organizations highlight the need for improved operational efficiency.

The purpose of this survey is to assess the current state of sales operations among food and daily goods manufacturers and wholesalers. By identifying existing challenges, the survey aims to inform recommendations for future sales innovations that can drive improvement across the industry.

Insights from Last Year’s Survey

Last year, 96 companies with a total of 1,135 respondents revealed significant insights regarding the challenges faced by sales organizations and operational functions in the manufacturing and wholesale sectors. This year, the findings will be further enhanced by concurrent research targeting the product departments of retail businesses, facilitating a comprehensive understanding of challenges on both sides of the supply chain.

Objectives and Target Participants

This survey aims to clarify operational improvement challenges and the directions that sales organizations within the food and daily goods sectors should take. Primarily, responses are sought from sales personnel (sales departments), but feedback from other relevant roles, such as those in sales planning or executives overseeing sales activities, is also welcome.

Participants can rest assured that all responses will be treated statistically, ensuring anonymity; no fees are associated with participation.

How to Participate

Interested parties can reach out to the Institutional Sales Innovation Project Office at the Distribution Economic Institute for participation. You can contact:

-Contact Person: Yamazaki
- Email: torikumi_eigyo@dei.or.jp
- Deadline: July 18, 2025

For those participating in the survey, individual reports on the results will be provided upon request. Moreover, companies that gather responses from over 30 participants will receive feedback based on a comparison with general results.

About the Institutional Sales Innovation Project

The Institutional Sales Innovation Project operates as a membership-based study group aimed at fostering collaboration between retailers and manufacturers. It emphasizes creating synergies between retail and manufacturing stakeholders to enhance shared knowledge and practices.

As the domestic market for food and daily goods grapples with challenges like declining population and increasing concentration among top-tier retailers, conventional sales tactics are insufficient for driving growth. Manufacturers are now required to rethink their engagement strategies, focusing on collaborative proposals and fostering customer relationships to thrive in this evolving landscape.

Furthermore, advancements in technologies like AI, including tools like ChatGPT, are on the rise, potentially replacing traditional negotiation roles. Companies like Walmart are already adopting such technologies in specific negotiations, hinting at a future where retail may increasingly automate certain sales functions in response to labor shortages.

This project aspires to establish new co-creation relationships between retailers and manufacturers that extend beyond mere buying negotiations into creating customer value. It will facilitate communication among participants across the industry and work towards engaging the next generation of sales leaders.

About the Distribution Economic Institute

The Distribution Economic Institute is a think tank specializing in retail and marketing. Since its establishment, it has committed to contributing to society through comprehensive research and studies in the distribution and marketing fields.

For Inquiries

For further information, please reach out to:

公益財団法人流通経済研究所
〒102－0074 東京都千代田区九段南4－8－21
取組営業革新プロジェクト事務局
担当：山崎
メールアドレス：torikumi_eigyo@dei.or.jp
公式サイト

Note: Please contact via email for inquiries.