How we're helping a cement company strengthen dealer engagement for better sales
The client wanted to provide their sales team with better intelligence on dealers to improve prioritization and planning of sales efforts. The sales team functions as a centre of excellence that manages over 4000 dealers. The challenge was to introduce and implement the idea of data-driven dealer engagement across this large, mature function. The proposed framework was a dealer satisfaction survey.
Ma Foi proposed the CAPStone framework for building an effective dealer management system. There were three analytics interventions:
This enabled the client to relook at sales force effectiveness, dealer incentives, ATL and BTL support, communication strategy, and budget allocation.
More and more companies are investing in CapStone, a platform that empowers you to drive up customer engagement and retention in today’s competitive, digitally evolved marketplace.