Group 9 : Assignment 2

Optima Business Group

Juhi Singh 0025/55

Mayank Advani 0034/55
Sushmitha Penta 0043/55
Gurinder Singh Virdi 0250/55
Atishaya Jain 0319/55
Ekansh Agrawal 0325/55
Monica Rawat 0340/55
Trishla 0374/55
Retailer and Sales Journey Map
Gather Receive Product
Journey
Retailer

Demand
Desire to Sell information Place order order from placement
Forecasting
from SS stockist and sale

Explore products Estimate

consumption for the Know about new Recalculate order Match order qty.
Actions

and choose Decide product

next cycle based on products available qty. based on and delivery
assortment placement to
current SKU and discounts on discounts and condition to make
category of inventory level & maximize sales
all place order payment
products to sell historic demand

Decide the Increase visibility

Branding & Minimize order
Need

Minimize investment quantity and type Fulfil customer of the correct

marketing, value and
and inventory of products to demand on time products to
consumer demand maximize return
order increase profits
Emotion

Positive Anxiety Anxiety Positive Neutral Anxiety

Salesman
Journey

Supplement this Ensure delivery of

Assess retailer’s turnover, analyze sales data of data with retailer’s Take order from right product, Feedback from
previous cycle and provide retailer quantity at right retailer
recommendations time
Analysis of Retailer and Sales Process
Gaps Identified
• Retailers’ activity data isn’t captured thus
limiting recommendations from SS which
could have been extended to suggesting
product assortment based on sales
• Feedback system is missing, thus disabling
improvements in the next delivery round
• Lack of punctuality and discipline among SS
• Lack of automated system for retailers to
verify delivery of the products and their
quantities ordered
• Lack of initiative to expand retailer network
associated with each SS
Recommendations
• Software to capture inventory level and sales data at retailer’s
end on real time basis
• Compare the retailer’s data with market data
• Provide recommendations on product assortment and
predicted quantity to be ordered
• Retailer and SS should be equipped with a feedback system to
capture dissatisfaction, if any, immediately after every delivery
round
• Supervisor can organize random checks on SS
• Compensate SS for punctuality & discipline
• Observe ordering pattern of SS
• Setup devices/ system at retailer’s end to capture delivery
related information and verify it with order taken by SS
• Share initial investment for these devices/ systems with
retailers
• Incentivize SS to aid addition of new retailers
• Monthly tours and campaigns in underserved areas to
increase awareness among potential retailers