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Due to the very nature of consumer goods, the competition in the FMCG market is always cut-throat. If your product is not available in the store, the customer will easily substitute it with an alternate brand. Ensuring product availability and accessibility to customers is, therefore, absolutely essential. Sales resources play a critical role in reaching out to retail stores, refilling stocks, and generating revenues for FMCG companies. A systematic sales and distribution network planning could go a long way in establishing a strong brand presence in the market.
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India’s leading FMCG conglomerate dealing in over 20 product categories was facing similar challenges in their distribution supply chain and partnered with Locus to improve sales serviceability and utilize their on-ground resources better. Locus solutions were deployed in the FMCG player’s supply chain to bring more order in sales and distribution planning and simplify resource allocation and management.
Locus provided a comprehensive suite of solutions that helped them achieve better sales performance, manage sales efficiently, and automate periodic sales beat planning.
With the help of a proprietary analytics engine and keeping historical data into account, Locus provided insights such as Median Transaction Time and Median Revenue at each store to plan beats smarter. Locus’ geocoding capabilities further help logistics managers in planning distribution network routes automatically with greater accuracy.
Locus also provided a salesman scoring and reporting platform based on old sales beats, historical data such as experience, total revenue generated, an assortment of goods sold, and familiarity with retail stores for distribution. This allows the company to assign sales duties to the right staff in the right regions.
FMCG/CPG
12% Increase in serviceability ratio
20% Reduction in beat length
11% Reduction in total number of beats
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