Overview

A leading FMCG company in the Foods and Beverages industry sought to transition merchandising from a company managed initiative to an outsourced model.

Project Background

The client aimed to transition merchandising responsibility from in-house sales team managed initiative to a professionally managed outsourced model, covering Traditional Trade, Modern Trade, and Pharmacy Channels across regions.

Challenge

The assignment involved change management – cultural change for the merchandising team as well as client sales team, shifting to structured beat planning, PJP compliance monitoring, from paper- based reporting to mobile app based reporting with photographs and GPS validation. The assignment included the implementation of performance metrics and programmatic reviews.

Our Approach

We developed and executed an independent turnkey program, covering manpower planning, supervisory and managerial structure, reporting and control, training and evaluation, recruitment, and performance management, along with periodic client cascade and review mechanisms.

Key Takeaways

Successful transition and management of the merchandising program, spanning over 100,000 general trade stores (across Grocery, Chemist, and Independent Self Service Stores), and over 1,500 Organized Trade stores (National as well as Regional chains).

An extremely successful program running for over 7 years. Recognized as one of the best merchandised client brands across the regions.