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Territory Optimization for a large CPG company across all Asia Pacific Markets

Territory Optimization for a large CPG company across all Asia Pacific Markets

The Customer

CUST8 | Algorhythm Tech
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.
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Same issue was faced across most geographies in the Asian subcontinent

Complexity

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Multiple channels of pre-sales, 8 visit frequencies and varied outlet density

Scope

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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
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Results

Increased Coverage

Average coverage per beat approximately increased by 20%

Reduced Variability

Variation in number of outlets across beats reduced by over 40%
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Reduced Distance Travelled

Total road distance covered reduced by over 35%

Optimized number of Sales Personnel

Optimized the number of sales personnel required by nearly 15%

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