Ferrero: the recipe for optimal field coverage
With 430 sales representatives across 29 regions, Ferrero entrusted Datakiss with redesigning its sales force territories. By combining workload, geography, routing and face-to-face time, the project was completed in record time, from the initial brief to the validation workshops.
430
sales representatives
29
regions
12
product categories
Contents
Client profile
Company
Confectionery and sweet grocery group (Nutella, Kinder, Fulfil, Eat Natural).
Industry
12 product categories, hypermarkets and supermarkets
Sales force
430 sales reps across 29 regions
Could your territories benefit from the same rebalancing?
“In record time, we were able to give our sales teams the best possible field coverage.”
Anthony De Jésus, Activity Coordinator, and Pierre-Yves Delorme, National Sales Director, Ferrero
Ferrero at a glance
Ferrero covers 12 product categories in hypermarkets and supermarkets, from iconic products such as Nutella and Kinder to new categories in cereal and protein bars, with Fulfil and Eat Natural.
The testimonial comes from Anthony De Jésus, Activity Coordinator, and Pierre-Yves Delorme, National Sales Director. The sales force comprises 430 people across 29 regions.
stat: 430 | sales representatives
stat: 29 | regions
stat: 12 | product categories
The challenge: distributing activity as fairly as possible
Ferrero had just completed an activity study of its sales force. The goal was to translate that study into territories, distributing activity as fairly as possible across the whole country, and to do it fast.
“The Datakiss software complements an activity study of the Ferrero sales force, so that this activity can be distributed as fairly as possible across the whole country.”
Pierre-Yves Delorme, National Sales Director, Ferrero
The Datakiss solution: a territory redesign completed in record time
Ferrero relies on Territory Planning by Datakiss, with a team that knows its organization well.
- The initial brief and project scoping
- Workload modeling by territory
- Workload, geographic location, routing and face-to-face time in store are combined in a single model.
- Workshops to finalize the breakdown of the 29 regions
- Delivery of the new territory design
“The Datakiss teams gave us excellent support and sound advice. We were able to finalize a territory design in record time.”
Anthony De Jésus, Activity Coordinator, Ferrero
Project benefits
- A complete combination of criteria: workload by territory, geography, routing and face-to-face time.
- A consistent organization of the 29 regions across France.
- Fast implementation, from brief to workshops, for a team that redesigns its territories regularly.
The key to success
Ferrero has carried out many territory designs in recent years. If the company keeps coming back to Datakiss, it is for three reasons: the quality and stability of the teams, constantly evolving software and outstanding responsiveness.
“In ten years, this is probably the fifteenth territory design we have carried out. And if we keep coming back to Datakiss, it is for the quality of the teams, the quality of the software and the company's availability.”
Pierre-Yves Delorme, National Sales Director, Ferrero
In summary
“It is an excellent combination of workload by territory, geographic location, routing, face-to-face time in store and, above all, Datakiss's in-depth knowledge of our organization.”
Anthony De Jésus, Activity Coordinator, Ferrero
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