The client was looking to execute Route to Market (RTM) transformation and to address the need to allocate a sales representative’s time intelligently across customers and stores. The client has sales representatives visiting the retail stores to check retailer compliance concerning product placements and product availability. The reps also help in selling promotion related activities to the retailers. The objective was to devise a comprehensive RTM transformation in a three-phased approach.
Phase 1 which is completed resulted in USD 3.5 to 5.5 MM in incremental margin in the larger markets and USD 0.6 MM in the smaller markets
Delivered comprehensive compliance and cost & activity overview dashboards to help both the BU/segment teams as well as the sales teams