Insights

5 Key Drivers of Distributor Satisfaction

The Indian retail market is predominantly unorganized as organized retail just accounts for close to 10% of country’s annual retail business. All the major industries like FMCG, Pharma, Building material, Plywood, Sanitaryware, Tyres etc. are primarily unorganized and require state or region level distributors to penetrate their products, given the way the markets are structured and operated. This coupled with high competition intensity in these industries, makes it extremely important for manufacturers or brands to ensure satisfaction of their distributor network.  

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Using Sales Force Automation Solution for Effective Beat Plan Management.

One of the most important aspect of field team operations is Beat Planning, sometimes referred as PJP (Permanent Journey Plan) also. Be it for your sales executives or merchandisers or any other field employee, an effective beat plan can contribute immensely towards meeting your overall business goals. The bigger the team is, higher is the risk associated with inefficient beat planning. That’s why it plays an even bigger role in case of FMCG and Beverage industry where the field team is not just bigger in size, they also cover almost every inhabited place on the earth.

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Measuring Customer Experience at Real Estate Site through Mystery Shopping

Real estate is a high consideration purchase – both in terms of value and time invested by customers.  For such industries, customer experience is of integral importance which includes every touch point the customer interacts with – from how quickly a brand responds to their inquiries through various mediums of communication (website/call/email) to how the experience turns out to be at sales office and site visit.

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3 Ways to put Qualitative Research into Practice

Qualitative research delves into consumer’s opinions, beliefs, attitudes, perceptions & experiences on a given subject of interest. A lot of times researchers find themselves in a dilemma about the choice between quantitative and qualitative research or whether to use both for a research objective.

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Ways To Control Cost Of Sales In An Existing In-Store Sales Executive Program – Part 1

In today’s competitive business environment organizations are striving to increase their revenues with reduced Cost of Sales. Cost of Sales can be impacted by various parameters – one of the major contributors to Cost of Sales is cost incurred while running an In-Store Sales Executive Program. Within an In-Store Sales Executive program the main contributor of cost is salary of the Sales Executive. Thus it is important to offset this cost by extracting optimum productivity from the Sales Executives. Primarily this can be achieved by placing right Sales Executive in right store to realize the true potential of the store.

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