Hawkers Beer to increase 37% revenue

Challenge

In contrast to the increase in market demand and consumption for beer, they weren’t tapping on the sales increase in their sales revenues. Further, they have routing and sales deficiencies covering a small size of the market potential.

Scope of Work

We helped our client to Increase his Sales and Optimize his Sale Performance by increasing the salespeople’s efficiency through designing:

1. Customer Scoring: We classified different clusters of their clients based on Profile, Needs, and Behavior through a scoring model. The result is that each class requires different sales efforts and market baskets.
2. Productivity Sales Metrics: to monitor sales force sales efforts (sales visits, frequency, new customers gained, retention rate, and many other leading & lagging KPIs within the set formula for each customer segment.
3. Optimize Sales Routing: We assessed each territory and through spatial analytics coupled with the customer scoring, an optimized routing helped sales rep to increase their number of weekly visits.

Impact on Revenue

Our work made a significant increase in their sales activities per sales representative that reached 48%. In addition, their effectiveness led to a 37% overall increase in revenues in the first year.