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...
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 great on the last day...
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. Both problems share t...
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...
Read More
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...
Read More
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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A sales manager no longer has a data problem. Most teams collect more numbers today than they know what to do with. The real problem is different. The real problem is knowing which...
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Every distributor knows this feeling. Sales look great. The order book is full. Yet there’s barely enough cash to pay the next supplier invoice. The revenue is real. It’s just ...
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