Increase the number of outlets in service in the region by 22,000.
The client initially wanted to launch a “Rote to Market” pilot process in one of his six sales regions. To minimize risks, he plans to transfer the project-based learnings to the rest of the sales regions by transforming them identically.
The objective is to increase outlet penetration in the sales region by systematically finding new outlets that are not serviced and putting them into regular service. The initial number of new outlets to be added to service in the region is 22,000 outlets. On average, each sales representative services 840 outlets. This would require hiring 26 additional sales representatives.
An effective route to market design
The most effective way to serve customers and consumers can be determined in extensive detail by the route to market and the design of service systems.
Customer and consumer demand at the point of purchase drives service systems’ optimal design and development.
A master plan guided the process
We developed a transformational master plan that considers all the critical factors affecting optimal outcomes and generates the most effective resolution. Secondly, measuring and monitoring results, including training in all areas, is a fundamental and critical success factor.
Modules and content:
- Where are we currently?
- Design and develop a master transformation plan
- Market and financial evaluation
- Evaluate potential growth strategies
- Formulate and build business concepts
- Design and develop the “Look of Success”
- Rerouting and restructuring plan
- Introduction program
- Transformational training programs
- Measure and monitor key business performances
The results were better than expected
The pilot region increased sales by 26%. Subsequently, other sales regions implemented updated route-to-market systems with similar results.
With the proper management leadership focus, a balanced system, and the right company culture, the business will be highly competitive to drive its long-term revenues and profit.