Sales territory planning & Call Optimisation
‘The provision of pen personas for online customers now enables us to monitor how our different customer segments respond to online activity, helping us to more effectively shape future strategic online marketing decisions.’ – Head of Marketing, The National Gallery
With a portfolio of brands including Coca-Cola Classic, Coca-Cola Zero Sugar, Diet Coke, Powerade, Appletise, Fanta, Schweppes, Abbey Well, Monster, Relentless, Innocent and Oasis, CCEP is constantly looking to maximise the distribution and volume sales of its core range of dispensed and packaged soft drinks, by focusing on outlets and geographical locations which offer the greatest potential return.
Having worked for CCEP over a period of 12 years, (and also being responsible for managing Coke’s UK customer and prospect database), Serendipity2 (S2) is tasked to develop Coke’s field sales territory planning and call optimisation on an ongoing basis and also for key promotional drives.
The simple mantra of getting Coke’s products into the hands of the right people, via the right outlets, in the right locations is essential in driving a return on Coke’s spend.
Creation of clear and quick views on existing and prospect outlets by CCEP environments and their location’s external geo-demographic composition, aids the identification of potential new business uplift and how call optimisation models can be used to increase call frequency and in call time.
Using our data mapping, reporting and analysis tool, Map2Stats, and our own predictive algorithms, we analyse the total coverage outlets status, allocate opportunity grades to assign call frequency and in call times and remodel field sales resources to create balanced sales territories which optimise call models.
From grocery superstores, pubs, clubs, fast food restaurants and independent convenience stores to sporting venues, leisure attractions, coffee shops, garage forecourts, wholesalers and workplaces etc., this outlet database now underpins Coke’s Field sales strategy and activation.
This model is then used to drive the relevancy and activation of Coke’s grow and maintain segmentation and to help understand where sales resource and promotions can be used to greatest effect.
Location is a key factor in many urban areas as footfall opportunity is also heavily influenced by the retail landscape of the outlet location and the presence of proximity drivers such as transport links, universities, sports venues and levels of competition.
Achieving an appropriate sales territory balance is also an important factor in maintaining the correct service balance of CCEP’s customers, improvements to the prioritisation of new routes to market and the enablement of their sales people to maximise sales performance.
If you are an FMCG company, it is vital to match your brand criteria to the underlying consumer geo-demographics as well as being able to identify the best retailers in the right locations to distribute your products.