Retail Network Optimization

Sales representatives, agents, franchise operators, retailers...
How to support sales channel management?

In Poland there are over 12 000 pharmacies, 7 000 petrol stations and approximately 100 000 shops and sales points allowed to sell alcohol. Large FMCG producers with countrywide distribution, that control and influence in-store merchandising, usually maintain a field force of approximately 300 people visiting between 15 and 20 stores a day. Insurance agents form another army which has to be managed with a mix of diplomacy and iron will.

We propose a set of targeted solutions that will help you control and develop your regional sales or retail network.

Retail network optimization & POS segmentation
Where do you miss point of sales? Where does the unused potential concentrate? Which POSes sell relatively little compared to others who operate in similar environment? In which should you invest more?

Sales territory planning
How to optimally design regions, areas or territories? How to evenly divide not only the number, but alsom the potential of sales points and customers?

Collecting data about points of sales
How to segment your retailers? How to use your field force to acquire objective and comparable information about sales points in a short time? Which providers can deliver reliable data for location analysis?

Sales forecasts and sales targets
Is it the same thing to sell 100 insurance policies in Warsaw and in Radom? How to use external data to establish sales targets that are more complex then just adding 10% to the last year figure? How to find reliable reference points for information coming from the field? How to convince your employees that the rules treat everyone equally?

Don't forget that setting targets without motivation and central effort to support the field force will not produce long-term customer satisfaction. Perhaps it is worth to consider if your employees would not benefit from tools and devices helping in daily route planning, so they don't have to waste time on riding back and forth through the city.