UP-001-c5

transcript · knowledge-4d497171

e visits Product availability Shelf execution Promotions New product launches Retailer relationships Distributor support Data collection The company reported that the number of physical outlets covered by its field organization had increased by approximately 9% over three years, while the number of field personnel had increased by only 4%. Management considered this evidence of improving productivity, but acknowledged that productivity varied significantly by market. Selected management commentary “In some markets, our field teams spend the majority of their time selling and solving customer problems. In others, a surprisingly large amount of time is spent collecting information and completing administrative processes.” “We also have significant variation in how store execution information is captured, interpreted and acted upon.”