Way Visit Planning

We see that the point is to obtain the balanced strategy between price of employment, teaching and support to the amount of income associates in one part and achievement of budgeted income quantity on one other side. This can be a typical problem of the FMCG companies that offer an enormous level of a broad profile, which sells rapidly, through branched system of merchants, which can be just about dense distributed, through the geographical market area.

Assessing the market market could be the stage of obtaining knowledge of retail sites in the provided market. This review requires fundamental information collecting, calculate of sales and possible, measurement of store, visit frequency of customers, etc.

You will see some retailers that you should miss from your own option planning. It is very hard to cover all retailers in the market. In a few limbs, wherever there is the small number of shops it might be possible. However for a FMCG organization with tens and thousands of shops, it is more practical to miss the lowest degree of retailers from the way calcolo percorso.

Alternative is placing of visit frequency for the outlet categories. Here you use the Pareto principle. Since the absolute most of company's sales comes from the somewhat small number of shops, they deserve the greatest visit frequency. Therefore, type of visit volume might appear to be:

After classification of stores and setting of visit volume, it is necessary to determine the average time used in store for standard activity. Along with this you determine other time, e.g. operating time, etc. Eventually you have the number of people that you involve to find the best store world coverage. Of course, this might be costly, in case those income representatives can't directly warrant their number and density on the market, through the raise of sales.

Thus, you should focus on minimal quantity of revenue people. If their factor to the business is validated, then the number of sales associates could be increased gradually. It is the best to re-asses and program revenue power design throughout the Annual Business Planning.

ABC Route Planning must be done gradually. Expansion of sales force should can be found in phases. Within each period it's necessary to acquire step-by-step in income, revenue and industry reveal, to be able to warrant the next step.