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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
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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
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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
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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
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