Decrease costs - Grow sales
The FieldForce Planning Territory System supports you and your sales team throughout the sales cycle.Our unique system:
- Identifies new Prospects
- Grows sales in existing clients
- Ensures you have the right number of people in the right place
- Reduces Driving time
- Increases Selling time
Our clients range from Australia’s leading FMCG, Food and Impulse companies through to Pharmaceutical and Business to Business enterprises. All of whom have enjoyed decreased selling costs and/or sales growth. Typically our clients achieve a 1.5 to 2 times ROI within a year.
Different accounts have different sales potential; some are large, others too small to be viable.
Sorting the good from the bad is often a long winded and complicated process. Often the sales team’s perceptions of an account may blinker them to its true value. What is needed is an objective measure.
FieldForce Planning build accurate sales potential estimates based on your existing trading history. Using its unique combination of data and analytical tools the system identifies the key components of a successful customer and applies these to your existing and potential customers.
Do I have enough people? How many sales am I missing by not having enough people to cover my market? Are my sales people in the right places? Getting the size and type of your sales team right is vital. Too many and you are simply adding to your costs, too few and you are handing sales to your competitors! FieldForce Planning’s Territory System precisely calculates the number and type of sales team you need to cover and grow your market. Since we build our models from individual customers and prospects you can be sure that the results are not only justifiable but also can be implemented. The results show you how many people you need to cover your market, and the costs of your current structure in lost opportunities or over capacity.
How often should I call on a customer? Am I losing sales because I am under serving them? Am I wasting time and money going too often? Getting the call pattern right is essential to maximising your sales team’s potential. Until now it has often been a hit and miss affair, governed by folk lore and intuition. FieldForce Planning can identify the ideal call pattern for every account. The process uses your existing trading history where available, product type, order capture methods, sales potential, costs and distribution methods together with your current call cycles to identify the ideal call frequency. Over served accounts are clearly identified allowing resources to be directed to accounts which may be under served or have growth potential. A workload is built up for each call taking into account your sales process. The end result is the right sales person in front of the right customer the right number of times to maximise your sales.
The size and shape of your sales territories can either support your sales team or prevent them from making sales. Poorly constructed territories force your team into unnecessary driving, wasting time and money better spent on making sales. FieldForce Planning’s territory system builds territories which minimise driving while balancing workload. The reduction of driving typically ranges from 9% - 17% and often as much as 30%. Less driving = More selling. Inefficient Territories waste your sales team’s time and stop you from realising your business’ true potential. Often simple changes reduce the amount of driving a rep has to do by over 17% . FieldForce Planning’s Territory Cutter is a combination of software and expertise which gives you a competitive edge. Territories are built using your own customer data enhanced with FieldForce Planning’s unique datasets. The results are territories which are flexible enough to be truly workable while efficient enough to drive out excess travel allowing your team to concentrate on doing what they do best – sell! Territories can be “fixed” around existing locations or allowed to float to the optimal locations. Not all territories have to be equal: part timers and full timers can be accommodated with ease. FieldForce Planning’s territory cutter process ensures a successful implementation for you to reap the benefits.
Call Cycle Planning
We all know that it is constancy and perseverance which makes sales and call cycle plans are the key. But how can a sales person organise their cycle in such a way to cover all their calls at the correct frequency, while minimising their driving? The answer is to provide some help. FieldForce Planning’s Territory System provides call cycle plans which detail day by day the optimal call pattern. The cycle plans can be plugged into your existing handheld system, Microsoft’s Outlook, Google Maps or industry standard GPS devises. We can also provide PDF and Excel documents for you to print hard copies. The system can take into account promotional activity, key dates, and holidays, providing an ongoing flexible solution ensuring your sales team deliver excellence in execution.
Your Merchandising force is a vital component of your sales effort. Their efforts in-store ensuring compliance and availability, cutting in new lines and carrying out relays ensure that you are at the forefront of your category. However, they are also a major cost. And in today’s environment all costs need to be justified. One of the key areas in which costs can escalate is travel. It is often too hard to verify every single claim, and manually checking random claims may not be sufficient to identify any systemic problems. Fieldforce Planning can carry out an audit of all claims made by your team for a given period. Simply provide data on the accounts visited, starting point of the team member and kilometres claimed and we will generate a report detailing the road kilometres for each trip, and the amount of over or under claiming for each team member. This gives you the resources to identify and the detail to coach team members who may be doing the wrong thing, provides you with a double check on their activity and shows diligence in your handling of a considerable budget. This service can be carried out as an one off exercise or on a regular basis depending on the needs of your business.
FieldForce Planning has been active in Australia since 2000. We specialise in the design and optimisation of sales teams and their territories. Since 2003 FieldForce Planning has dedicated resources to serving the Pharmaceutical market and has become not only the supplier of choice for end user companies but also the consultancies which serve them. Cross industry experience gives FieldForce Planning a unique position in the market, with unprecedented expertise across differing product areas, structures and therapy classes.
FieldForce Planning work with some of Australia’s largest enterprises with its specialist teams, building industry expertise. Our customers frequently achieve return on investment in excess of 200% within a 12 month period.
The team have carried out substantial projects in New Zealand, Canada, UK, USA and Japan as well as at home.
FieldForce Planning has strong research links with RMIT, La Trobe University, as well as Melbourne University, from where 70% of our analysts have graduated. FieldForce planning runs a long-established and successful internship for tertiary students wishing to develop their analytical skills
The company also has developed strategic alliances with data suppliers and Sales Force specialists around the world. Our product development team are registered Google, Yahoo, Navtech and Sensis API developers and are active in developing sales force mobility solutions.