Territory Optimization for a large CPG company across all Asia Pacific Markets
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The Customer
The customer is one of the leading CPG manufacturers across the globe. They are manufacturers of carbonated soft drinks and Juices. The requirement was for optimizing territories across all Asian markets to increase Salesforce Efficiency.
The Problem
The customer was seeking solutions to multiple issues. The main issue was sub-optimal territory for the salesperson which resulted in inefficient salesman outlet coverage.
Same issue was faced across most geographies in the Asian subcontinent
Complexity
Multiple channels of pre-sales, 8 visit frequencies and varied outlet density
Scope
Countries deployed – India, Vietnam, Singapore, Malaysia, Cambodia, Myanmar, Sri Lanka and Nepal
Solution
Geography specific configuration (frequencies, business rule, reports etc.)
Support for multi-channel ordering like physical visit, tele-calling, notifications etc.
Business rule definition based on type of outlet and billing to derive the visit and tele-calling frequency
Multiple outlet visit and calling frequencies supported like daily, once, twice, thrice or 4 times in a week, once or twice a month etc.
8 different frequencies handled in one step to generate the most optimal and balanced beat plan w.r.t the time spent on ground or outlet coverage
Reporting structure for ready consumption of the rhythm output
Client company calendar incorporated to make the output suitable for direct consumption in their existing systems
Results
Increased Coverage
Average coverage per beat approximately increased by 20%
Reduced Variability
Variation in number of outlets across beats reduced by over 40%
