Savencia: territory design managed day to day
In grocery retail, store coverage has to adapt constantly to what is happening at the retail chains and within the teams. Savencia Produits Laitiers France used Datakiss Territory Planning to overhaul its territory design, then to fine-tune it day to day, all the way down to its managers.
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Client profile
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“The data is factual and concrete. That is what enables people to take ownership of the territory design and understand it.”
Alexis Roth, Area Director, Savencia Produits Laitiers France
Savencia at a glance
The Savencia Produits Laitiers France teams sell a wide range of products in grocery retail across the self-service cheese, cheese counter, butter, cream, infant milk and chilled dairy aisles, with strong brands such as Caprice des Dieux, Tartare, Saint Moret, Le Rustique, Raclette RichesMonts, Elle & Vire and Modilac.
This testimonial comes from Alexis Roth, Area Director in charge of part of the sales force. The sales force is made up of territory sales representatives and merchandisers who visit hypermarkets, supermarkets and click-and-collect outlets across most grocery retail chains.
The challenge: adapting to an ever-changing environment
Grocery retail is constantly changing. To stay effective and build long-term growth plans with its customers, Savencia has to keep adjusting the coverage of its stores.
“Grocery retail is a shifting environment that is constantly evolving, and every day we have to adapt, in particular the coverage of our stores, so that we always stay effective.”
Alexis Roth, Area Director, Savencia Produits Laitiers France
The Datakiss solution: from a complete overhaul to day-to-day management
Savencia first used Datakiss Territory Planning to overhaul its territory design, then to keep it up to date day to day.
- A complete overhaul of the territory design
- Several scenarios simulated before making a decision.
- Team ownership, driven by factual data
- Continuous, independent adjustment in line with HR and retail chain developments
- Hand-over to managers, who recommend regional optimizations
“The tool lets us adjust our territory design independently and always have a workload plan as the starting point for the sales force.”
Alexis Roth, Area Director, Savencia Produits Laitiers France
Project benefits
- Territory design built through simulation, by comparing several scenarios.
- Stronger ownership thanks to factual, easy-to-understand data.
- Near-daily management, partly entrusted to sales force managers.
The key to success
The tool is easy to use: Savencia put it in the hands of its managers, who make their own recommendations for optimizing coverage at regional level.
“The solution made a major contribution to the successful roll-out of the territory design, in building it, with the ability to simulate several scenarios, as well as in team ownership and in managing it almost day to day.”
Alexis Roth, Area Director, Savencia Produits Laitiers France
In summary
“Datakiss is the solution for tackling your organization and reorganization challenges, becoming more effective and growing your business.”
Alexis Roth, Area Director, Savencia Produits Laitiers France
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