Case Study: Leading FMCG Conglomerate Company increases sales serviceability by 12% with Locus

How India’s leading FMCG player increased sales serviceability by 12% using Locus

Leading FMCG Conglomerate Company, one of India’s largest FMCG players across categories such as soaps, tea, detergents, and shampoos, worked with Locus to improve sales force planning and outlet coverage. The company’s challenge was to optimize retailer prioritization, visit timing, mirror beats, fairness across outlets, and route efficiency while accounting for traffic, sales rep speed, breaks, and multiple starting/ending points.

Locus implemented a beat planning solution with pre-run analysis, pre-clustering to eliminate mirror beats, geocoding for address correction, and algorithmic optimal beat plan generation based on business rules and sales data. The result was a 12% increase in serviceability ratio, a 20% reduction in beat length, an 11% reduction in total beats, a 15% increase in transaction time, a 14% reduction in mirror beats, and an 8% reduction in average beat time.