Sales and Distribution Management for improved transparency & control

For retail and distribution, in a mountainous region such as Nepal – a typical challenge is gaining control and insight into their distribution /market channels and agents. 

This is due to lack of tools, tracking mechanisms, and communication processes.  Due to poor communication process – market data and insight are not completely transferred to the corporate headquarter, and there could be delays in relaying information too. This affects the planning and mobilization of foot soldiers. 

This has a direct bearing on managing change, change communication, and campaign management. Due to poor control of the sales and distribution channel, the information on market response for newly released campaigns takes days to reach the corporate rooms. The ability to tweak running campaigns on the ground based on market response is a competitive edge –  a distribution channel with a slack will never realize.

OUR APPROACH

Our Approach for Sales and Distribution consulting touches all aspects of tools, processes, performance metric and people. Our tools and technologies drive transparency, real-time availability, and sharing of data. Our processes capture the regional differences and similarities by way of sales mobilization and scheduling. 

However, behavioral and work habits are always a challenge despite the existence of robust processes and real-time data sharing. This is due to differences in cultural and aspirational aspects of resources in tier 2 and tier 3 towns. First AvocaDO addresses these through a longitudinal approach to change communication using our proprietary platform – the ‘Gumboot Research’.

Using real-time data sharing and a cockpit view of operations on the ground, the corporate sales and distribution manager is able to make operational and strategic changes with ease.  A well-thoughtthrough performance metric improves communication between the corporate hub and regional spokes making sales agents accountable to both sales targets and the sales processes. 

Additionally, for organizations that rely on multiple touch-points, First AvocaDO leverages its expertise in cross-functional setup for enhanced synergies across all internal teams. This is especially important for those organizations, wherein the sales and distribution agents function as a shared resource for multiple lines of business.

CASE IN POINT

We helped create a 360 campaign management team and a costeffective tool, for improved governance of campaign management on the ground, while skilling the foot agents through a longitudinal approach using our mobile LMS.

For a comprehensive understanding of our solution or implementation stories, got to our work section or reach us at hi@firstavocado.com.