The Problem
Tiger’s RTM through a largely passive C&C and wholesale network, meant the availability of all but KVI brands was limited
Information
Retailsense interrogated different RTM solutions from vertically integrated system, to syndicated distributors, to franchise models to understand which had greatest impact and efficacy.
Insight
Traders wanted a direct delivered model to reduce transport costs, be instructed in better retailing standards, and to hear market intelligence into performing brands and SKUs outside of KVIs.
Implication
A proactive Territory Distributor model and incentives to achieve sales driver goals (range, availability, planogram) was proposed.
Implementation
The roll out of franchise Distributors across rural territories, with data sharing, operating standards, KPIs, capability support and credit.
