Drive sales performance through analytics

Gain insights to optimize sales across channels.

With demanding consumers and omnichannel experiences being the new normal, it is imperative for CPG organizations to have a strong sales strategy that can optimize sales across a myriad of channels and help maintain delivery and service levels while keeping costs under control. Fractal helps companies drive sales function transformation by combining the art of sales and the science of decision-making. We bring into play strong insights-driven strategy consulting to help set up sales strategies and behavioral sciences to enable successful execution and transformation.

We help our clients increase revenues and reduce the overall cost to serve by digitizing the entire value chain for high-speed, actionable insights that include:

  • Digitizing market mapping and infusing new data signals in data deficient markets
  • Digitizing store for store clustering, SKU recommendations, and merchandising plans
  • Digitizing promotions and stores for in-store execution and trade promotions optimization
  • Digitizing the sales force and equipping them with insights and recommendations dynamically

Sales function transformation in action

A global CPG company wanted to become the market leader in distributive trade channels (highest market share) across emerging markets. It wanted to understand the channel better, generate penetrative insights on retail stores and their shopper behavior, drive optimal pricing and promotion decisions, and ultimately, achieve profitable growth.

Fractal helped create a roadmap that helped the company work comprehensively on each of the touch points within the sales environment—namely retail stores, sales team, distributor trade, and trade marketing organization—making it a win-win for all stakeholders. The approach included net revenue management, sales force incentivization, reporting, and tertiary sales information.