Practus’ performance improvement services assisted the manufacturing company in splitting its MRP across channels.
| Client | ROI | Industry | Ownership | Management | No. of Employees | Size | Project Duration |
| A Manufacturers of Chocolates | 5x | Consumer Goods | MNC | Professional | 2000 | $70 million | 3 months |
About The Company
Chocoshey’s is a leading manufacturer of chocolates, chocolate-based spreads, confectionery, syrups, cookies, milkshakes, and juices, with more than ten brands and sales across India.
Practus’ Role in Performance Improvement Services
- Spreadsheets are used to assess trade promotion spending information.
- Examine whatever needs to be modified in the record-keeping process and give recommendations.
- Provide insights on competitor trade expenditure based on field trips.
- Approximately 25,000 transactions were reviewed over the course of two months.
- Present results and ideas to the Sales Leadership team.
Impact Delivered in Performance Improvement Services
- Trade Promotions spending was examined for the first time in the company on a month-by-month basis in the parameters listed below:
- Sales from Primary vs. Secondary Sources.
- By Product: SKU and Brand.
- By Channel: General Commerce, Modern Commerce, and E-Commerce.
- North, South, East, and West Zones.
- Budget vs. Actual.
- By Incentive Scheme launched.
- RD claims and non-RD claims.
- The MRP was split among channels, displaying margins at distributors and retailers as well as primary and secondary trade marketing spending.
- Price-off schemes and volume-based reductions were found to be inefficient during field research.
- Recommendations to address several issues:
- Delayed claim submission (delays of more than one year).
- Inadequate IO budgetary tracking.
- Regular IOs are used for mid-month schemes.
- Process to validate the authenticity of the data.