our Success cases
casos de Éxito
How a leading confectionery company redesigned sales coverage to unlock growth in fragmented retail
Contexto
Context
- Global confectionery company with strong presence in traditional retail and impulse channels
- Sales coverage model was not aligned with outlet potential, limiting weighted distribution and execution focus.
Our approach
Nuestro enfoque
- Estimated outlet-level sales potential by category to identify true growth opportunities
- Segmented the universe into actionable clusters based on potential and role
- Redesigned sales organisation, territories and visit frequencies accordingly
- Supported decisions and execution through StoreLab.
Deliverables
Entregables
- Outlet-level potential model
- New coverage and visit frequency model
- Redesigned sales organisation and roles
- Digital tool to monitor coverage and execution.
Results
Resultados
- +20% to +30%
increase in weighted distribution on priority outlets
- +15% to +25
improvement in sales productivity per representative
Clearer focus on high-potential points of sale
Our asset – StoreLab: Our highway to success
- By leveraging StoreLab’s analytical power, we transformed the company’s visibility over the fragmented channel, enabling targeted interventions and unlocking untapped market opportunities. The result: maximized market penetration with optimized resources.
