Commercial Reach & Availability: The core objective of this service is to optimise how a company’s products or services move from production to the final point of purchase. Our consultancy focuses on finding the most profitable, efficient, and scalable paths to reach target customers, ensuring that “where you sell” is perfectly aligned with “how they buy.”
Auditing current sales channels (direct, distributors, wholesalers, e-commerce) to identify high-cost/low-yield friction points.
Stripping away layers that hinder decision-making speed.
Ensuring the cost of every headcount is outweighed by its commercial output.
A "heat map" of your existing distribution network, identifying gaps in coverage, channel conflicts, and service-level bottlenecks.
A detailed analysis of customer clusters (e.g., General Trade vs. Modern Trade) and a geographic map of high potential "white space" opportunities.
A recommended structure of direct and indirect channels designed to maximise market penetration while minimising overlapping costs.
A framework and set of KPIs to evaluate, select, and manage third-party partners or distributors effectively.
A redesigned plan for sales force deployment, ensuring that the Field Sales Team are assigned to territories based on data-driven potential.
A successful RTM project transforms the sales function from a reactive team into a proactive growth engine. By the end of the engagement, the organisation will have a “sales map” that tells them exactly where to play and how to win, resulting in reduced acquisition costs and improved product availability at the point of sale.
OmniSEL breaks down the components of Sales, Execution, and Logistics into 12 major buckets that make up the full end to end Route to Market process. We offer tools and processes to assess each of these components in their current state and provide support and strategic enablers to take them to an efficient and effective future state. Solving where to go, when to go, and how to go to market.
Design the vision & communication of the “Perfect Store” in each of the defined channels/segments. Includes Category Management
New Business is key to continued growth, yet rarely invested in. Determination of Who Prospects? How often? Where? And with What tools?
Providing multiple and flexible OmniChannel ordering options to the customer. (Eg FTF vs Call Centre vs Web vs EDI)
Efficient and effective Service models and Sales Force Automation tools targeted on the Customer’s needs and future commercial opportunities.
Building engaging and compelling Sales tools & solutions to enable your Commercial team the best opportunity to succeed
Defining merchandising standards by market, channel and segment to provide clarity on how/who to bring strategy to life in store
Driving the right outcomes with both Customer & the Commercial team through tailored incentives & provision of additional benefits.
Introducing processes to ensure that the Customer & the Commercial team are consistently executing as per the terms of agreement.
Determining the most efficient means of fulfilling the order. Who, when, and why?
Selection and Engagement of the right Distributors for efficiencies and extension of reach
Identification of Wholesalers who can be a low cost, low touch option for customers to broaden the outlet base
Creation of an ecosystem that incorporates the provision of different payment options. COD, Credit Card, Credit Terms etc
