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Route-to-Market
Field sales execution models — direct store delivery, van sales, factory-gate trade, and cash-on-delivery operations.
Direct Store Delivery (DSD)
- DSD drivers perform two jobs — delivering goods and capturing new orders at the shelf — but most systems force separate apps for each role
- Route density must balance delivery stops and sales rep visit time — optimizing one undermines the other
Van Sales & Mobile Distribution
- Van stock is an invisible inventory layer — head office cannot see what is on each vehicle without a digital manifest
- Reps sell from van stock based on memory — without a digital catalog, wrong items get offered and prices are estimated
Factory-Gate Walk-in Trade
- Walk-in buyers at the factory gate are an unstructured sales channel — cash transactions, verbal negotiation, no records carried forward
- Pricing consistency between gate sales and distribution channels is impossible without a shared pricing engine
Cash-on-Delivery Distribution
- COD creates a daily reconciliation burden — cash collected must match dispatch records, and shortfalls require time-consuming investigation
- COD disputes are frequent — without a digital record of collection, customer claims and driver claims cannot be resolved with evidence