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Case Study

Our experience and in-depth knowledge from having worked with some of the world’s leading organizations allows us to not only suggest solutions for tough problems but also to pre-empt some of them.

Here are some case studies that might be useful to you.

Suggested Order Module

Industry: FMCG

Problem Statement

The client, one of the top players in the FMCG space required a scalable NEXT BEST CALL recommendation to aid sales team to improve judgements on portfolio sales for each outlet.

Our Approach

  • Analysed sales, outlet trends.

  • Product, outlets segmented.

  • Quantified outlet buying behaviour.

The How

    • Built a
      single source of truth

    • Built an
      Analytics data mart

    • Built business context layer on the model to include corporate directives, capability of the sales team, etc.

  • Built 3 models to determine:

    • Propensity of buying an SKU by outlet.

    • Expected quantity of SKU by outlet.

    • Propensity to purchase SKU never purchased before.

Insights to action

  • SKU Recommended for each outlet per month.

  • Exploratory products recommended for each outlet based on similar outlet transaction behavior.

  • Recommended call-wise quantity to be transacted.

Impact

  • The outlets showed a growth of 5.7% vs a drop of -0.2% in the control group within the same period.

  • The outlets showed a width increase of 1.9% vs a drop of -4.0% in the control group within the same period.

  • 67% of the regular products recommended were transacted by the retailers.

  • 40% of the outlets to whom an exploratory product was recommended – took at least 1 unit.

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