Customer Story 11 Jun 21 Vivek Agarwal

Danone’s story :

Danone India, a leading multi-local food and beverage company, was looking to offer nutritious and balanced food products that taste good and deliver health benefits to a large and diversified market in India.

Their mission is to bring health through food to as many people as possible.

It operates worldwide through four business lines in Dairy & plant-based products, water, early life nutrition, and advanced nutrition, reaching millions of consumers across geographies.  With brands such as Aptamil, Farex, Protinex, Dexolac, Neocate, and Nusobee, they focus on the Nutrition business that is relevant to India.

Danone’s Wishlist

  • To reach more people, by expanding product reach across markets and outlets
  • Have an effective sales team with data-driven decision making and an In-depth, visual reporting system.

Danone’s Problem Statement

  • Their Regional Sales heads wanted to smartly expand its reach to the Indian retail market by leveraging both General and modern trade channels. However, with fragmented and no real-time data, it was challenging to track the progress in a complex distribution market like India.
  • It was a mammoth task for the MIS teams to accumulate data from multiple platforms like spreadsheets, BI tools, current SFA, and provide a quick and actual snapshot of on-ground activities to reach monthly targets.
  • There was no visibility for the sales managers on the outlet and SKUs wise sales performance to standardize incentives for their sales representatives.

 

How did FieldAssist address the problems?

Bridging silos with one unified platform

FA Analytics: On-the-go Performance and Market Insights for Managers

  • Dashboard 
  • Daily Summary
  • Smarts Alerts
  • Quick Viz
  • Primary Targets & Team Coverage

What has Danone achieved today with Fieldassist?

Sales Performance

  • Team adherence improved by 46%, with the first call by team KPI improving by 32% specifically
  • SKU wise market penetration helped in increasing 40% sale for ProteinX and 15% for Dexolac

Reach

  • 17% improvement in retailer universe with 17000 new outlets added
  • The Sales team covered 80% of active outlets with effective beat planning and improved never visited outlet by ~7%
  • ~5% billing improvement from No order outlets

Covid Rescue

  • Planned better even with less manpower with real-time data visibility.
  • The team was able to reach more TC and PC targets with the Tele Calling feature

 

Danone Testimonial

By leveraging FieldAssist, Danone was able to grow its Brand aggressively and addressed the significant health and nutrition challenges in India like no other brand.

Vivek Agarwal

Passionate about helping people through social work, Vivek empathizes with the worldly struggles through his poetry. Professionally, he is an enthusiastic digital marketer, specializing in SEO, product marketing and WordPress Optimization.

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