An efficient distribution system is the core of every successful retail/FMCG supply chain. Sales beat plans or Permanent Journey Plans are designed for on-field sales executives to reach out to retail stores for order collections and replenish stocks at pre-defined frequencies. It is therefore essential to plan sales beats intelligently in order to reach retail outlets well in time, maintain the right stock levels, and fulfill the end customer needs.
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One of Indonesia’s leading FMCG distributor companies was struggling with sub-optimal PJPs due to manual sales beat planning. The company supports over 4,00,000 direct coverage outlets across Indonesia. Manual sales beat planning across multi-category, multi-SKU, multi-channel scenarios was complicated and led to inefficiencies in execution and higher distribution costs. Also, there was a lack of visibility across the distribution supply chain which needed to be addressed.
The company partnered with Locus to achieve complete sales beat optimization and greater transparency through their supply chain across Indonesia. Locus provided FieldIQ, an intelligent beat planning software for higher sales productivity in FMCG.
The solution takes into account business rules such as type, size, and category and automates outlet classification. It also considers rider skills, geographical knowledge and historical information to assign beat duties to the right personnel. Locus also deployed end-to-end tracking of sales reps and enabled real-time alerts in case of any deviance.
FMCG, Retail Distribution
30% reduction in the total number of plans
12% increase in serviceability ratio
20% reduction in distribution costs
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