DeepSell and Consumer Products

Sales management

Channel & territory mgt

Consumer product sales is undergoing a sea change. Multi channel, omni channel and e-commerce are changing the game. A single solution to track all these channels saves time and effort.

  • Create and track multiple sales channels - distributor networks, e-commerce, marketplaces, exports, etc.

  • Replicate your sales hierarchy in each channel to see sales performance at each level.

  • Set targets for each territory and get an automatic roll up.

Promotions & trade schemes

Demand generation at the consumer level or distributor level, depends on creatively using promotions and trade schemes. Tracking these in real time can be difficult, if not impossible.

  • DeepSell tracks complex promotions multiple conditions, products eligible and different slabs.

  • Trade schemes, with FOC supply, price offs etc. are very common and often tactically deployed with trade.

  • DeepSell tracks performance daily, by scheme and by distributor.

Pricing & discount monitoring

Pricing is key in consumer sales, sometimes with significant impact on demand. A lot of the conversations with distributor are around price and discounts. It has a big impact on margins.

  • DeepSell tracks the overall weighted average price change for your sales. This brings data to conversations on impact of price on sales.

  • Monitor the level of discounting by territory or overall, to understand how your managers are using discounts.

  • See changes month-on-month or year-on-year

Sales effectiveness

Convert sales plans to clear targets

Consumer product companies have large distribution networks, brand hierarchies and product / packaging variants.Getting a plan implemented can be hard.

  • DeepSell helps cascade sales plans to front line sales.

  • This is done by setting targets for territories, brands within territories, groups of customers, etc.to reflect the new plan.

  • All of these are monitored daily or more frequently.

Guiding front line sales on which customers to focus on

Consumer product companies have a large and varied distributor base. Prioritising where salespeople should spend time is key.

  • DeepSell automatically and dynamically segments & categorises distributors to identify which will help with sales today.

  • It identifies which distributors to nurture for tomorrow.

  • DeepSell reduces the load on sales managers to micro manage the time of frontline sales.

Effective conversations with customers

Salespeople have a lot to communicate. Customers are short of time. To make interactions productive, the agenda and data for the meeting needs to be clear.

  • DeepSell identifies what to focus on to meet targets and promos for each customer at the time of the meeting.

  • DeepSell lists out data points for productive conversations.

  • Your salespeople will be seen as more professional and knowledgeable by customers.

Sales planning

Uncover hidden trends in sales that don’t easily show up

With multiple channels, a large number of brands and variants, and a diverse customer base, it is easy to overlook changes in sales patterns of a specific group.

  • Simply looking at gross sales can be misleading, as it hides trends within territories, brands, customer groups or products.

  • DeepSell digs out patterns of sales and has algorithms to identify potential changes in trends.

  • DeepSell can highlight key issues by itself, reducing the need to scrutinise the sales data manually.

Study sales levers to see what is affecting your sales

While sales can go up or down, it is more important to know what caused the change. Knowing the problem helps choose the right solution.

  • DeepSell automatically breaks up changes in sales from month-to-month.

  • It identifies long-term trends and separates them from seasonality.

  • DeepSell breaks up the sales change by volume, productivity range, price change and product mix. It accounts for new customers and inactive ones.

Automatically monitor key sales metrics

Every experienced sales person has an idea of key sales metrics. This helps their decision making. Sometimes over time, those assumptions become outdated.

  • This could include the total number of customers, the average monthly sale per customer, rate of customer addition or attrition etc. The problem comes when there is a slow change in these numbers.

  • Trouble hits because we were working with the wrong assumptions on metrics.

  • DeepSell keeps track of key sales metrics and recalculates them every quarter, for you to check if anything fundamental is changing.