Case Study:
Data Driven Advisor
Maximising the value of every customer interaction.
Case Study:
Data Driven Advisor
Maximising the value of every customer interaction.
Client Challenge
A leading player in the FMCG industry has a standard way of working with their customers through interactions via tele-sales agents and sales representatives.
However, without a data-driven approach, they struggled to identify at risk customers and to prioritise high-value actions, leading to inefficient customer engagement and missed growth opportunities.
The Solution
18 specialised models were used to identify different customer opportunities, with the solution prioritising the most valuable customers.
- Our forecaster model predicts the next expected order date of a customer and identifies missed ordering opportunities.
- Our anomaly detection model flags deviations in customer ordering behaviours and detects long-term declines in volume or revenue.
- Our AI model prioritises the most valuable customers and actions, ensuring that the sales reps drive the highest value per visit.
- Our GPS optimiser model automatically plans an agent’s visit schedule, by mapping the most efficient route based on customer location and traffic.
Solution Value
- The solution transformed sales representative’s workflows by optimising their visit plans and daily schedules.
- Empowered to act as Business Advisors, their improved decision making and efficiency led to the following value:
- €48.8 million annualised gross profit uplift across 6 countries in 2024.
- 1.5% - 4.8% uplift measured across France, Italy, Austria, UK and Brazil.