A rural sales rep can spend four hours on the road to reach a dozen outlets. Many of those calls end without an order. On paper, the rep worked a full day. In reality, the company mostly paid for trav...
Pick up a packet of biscuits at a kirana store. Behind it sits a long supply chain process. The wheat came from one state. Sugar and palm oil came from others. The biscuits were baked in a plant and s...
Picture this. A sales rep hits 110% of their target in March. The incentive is paid. In April, a large share of that stock comes back from distributors as returns and claims. The rep did nothing wrong...
A rural sales rep can spend four hours on the road to reach a dozen outlets. Many of those calls end without an order. On paper, the rep worked a full day. In reality, the company ...
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Pick up a packet of biscuits at a kirana store. Behind it sits a long supply chain process. The wheat came from one state. Sugar and palm oil came from others. The biscuits were ba...
Read More
Picture this. A sales rep hits 110% of their target in March. The incentive is paid. In April, a large share of that stock comes back from distributors as returns and claims. The r...
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Channel stuffing is the practice of pushing more stock into the distribution channel than end customers will buy. The goal is simple. Hit the quarter-end number. The number looks g...
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Every Diwali, two things happen in Indian distribution. First, shelves go empty in the busiest week of the year. Then, a few weeks later, godowns fill up with stock nobody wants. B...
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An AI sales assistant connects business data with the questions sales teams ask every day. In an SFA and DMS environment, it can turn visits, orders, stock, schemes and channel act...
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