Case Study Consultancy

The Problem Statement –

A 30-year-old Maharashtra based food company wanted to expand and grow to new geographies to improve their turnover faster.

Our Approach

Diagnose –

Company level:

  • Reviewed the company’s product portfolio, margins and expenses and determined its impact on EBITDA.
  • Reviewed the current coverage and planned coverage.
  • Reviewed the current processes and policies for driving distribution.

Sales Team:

  • Interviewed the sales team and understood their challenges and ways of working.
  • Spoke to Distributors and understood their current way of operating.

Plan –

  • Defined an approach to leverage current infrastructure for increasing coverage.
  • Developed the GTM plan for right coverage
  • Develop the visibility and offtake strategy
  • Designed the trade schemes
  • Developed a pitch for Super Stockists and Distributors
  • Developed Ways Of Working for the Sales Team

Execution –

  • Developed the action plan and dashboards to measure progress
  • Trained the sales team on new ways of working
  • Periodic review of progress
  • Suggest corrective action