Peak seasons- whether Christmas, seasonal promotions, or major retail events- can be critical for FMCG businesses. They offer the chance for major sales boosts, but also bring pressure: tighter deadlines, greater demand volatility, and higher risks of stockouts or overstocks. For procurement teams, success during peak periods depends on planning, agility, and tight coordination.
At Accelerate Procurement, our team of procurement consultants have years of experience in working with and supporting businesses within the FMCG sector. Here are our top tips to help FMCG procurement navigate these high-stakes periods effectively.
1. Start planning early, and forecast realistically
Don’t wait until the last minute. Begin your peak-season prep months in advance. Use historical sales data- adjusted for growth, market trends, and external factors- to generate realistic, data-driven forecasts. Incorporate buffer margins for unexpected spikes and supply chain disruption. Early demand planning gives you lead time for orders, supplier allocation, and logistics scheduling.
2. Build strong supplier partnerships with clear communication
Your suppliers aren’t just vendors, they’re strategic partners. Communicate early and clearly about expected volumes, delivery dates, and quality standards. Share forecasts and collaborate on capacity planning. Strong supplier relationships make it easier to secure production slots, faster delivery, and priority treatment when pressure is high. Dual sourcing or having approved backup suppliers can also reduce risk if demand suddenly surges or if a partner fails to deliver.
3. Segment your SKU portfolio strategically
Not all SKUs behave the same during a peak season. Some will surge, some will stay consistent, and others may slow. Segment your products into categories- core staples, high-demand seasonal items, and experimental SKUs- and treat each group differently:
- Core staples: Ensure sufficient buffer stock and early replenishment.
- High-demand seasonal items: Order early and in larger volumes, but avoid overcommitment.
- Experimental or niche SKUs: Consider small, flexible orders to minimise risk if demand under-performs.
This segmentation helps prioritise spend, manage cash flow, and reduce wastage.
4. Ensure logistics and warehouse readiness
A procurement win is only as good as your logistical execution. Ensure your warehouse has capacity, staff, and systems ready for peak throughput. Confirm trucking capacity, loading slots and any seasonal limitations. If necessary, work with 3PL partners or temporary capacity boosters in advance. Late logistics failures can turn successful purchasing into costly stock shortages or delivery delays.
5. Maintain clear communication with sales, marketing, and operations teams
Procurement doesn’t operate in isolation. Keep communication channels open with sales, marketing and operations teams, especially around promotions, discounting, and launch dates. Regular cross-functional meetings ensure everyone is aligned on demand projections, marketing spend, and logistical capacity. This prevents last-minute surprises and ensures supply matches internal expectations.
6. Monitor performance and adapt quickly
Track KPIs such as forecast accuracy, supplier fill rates, on-time delivery, stockouts, overstocks, and wastage. After peak season, conduct a “post-mortem” review to highlight what worked and what didn’t, then feed these insights into future planning cycles. Continuous feedback and improvement make each peak season smoother than the last.
Why effective procurement makes the difference in FMCG
In FMCG, margins are tight and timing is everything. A robust, responsive procurement approach can mean the difference between meeting demand and increasing revenue, or disappointing customers and losing sales. With the right mindset, tools and partnerships, procurement teams can turn peak-season pressure into peak-season performance.
If you’d like help building a tailored procurement strategy for your next seasonal peak, from forecasting and supplier engagement to logistics readiness, Accelerate Procurement consultancy is here to help.
Get in touch with our team today.