The Challenge

Our current process for generating store-level orders has great potential for improvement, with opportunities to make it even more effective and aligned with our sales goals.

• 92% of Sales Reps can improve their order accuracy and efficiency by adopting the suggested orders process.
• There is potential to make our recommended lists more valuable, as many of our Sales Reps currently search manually instead.
• By improving the relevance and accuracy of our suggested orders, we can unlock new opportunities for growth and efficiency.

We aim to turn these opportunities into strengths by enhancing our system to provide more targeted and relevant suggestions at the store level.

We have a clear plan to elevate our suggested orders to new heights:

• Refining the Rules: We will prioritize high-impact products (SKUs) to deliver more accurate and valuable suggestions to our sales reps.
• Leveraging AI: Our use of AI will empower sales reps with precise guidance on the best actions to take at each store, making their work more efficient and impactful.

• Learning and Adapting: We will closely monitor the results of these enhancements in the initial phase, using insights to continuously fine-tune the system for even better outcomes. We are committed to transforming these opportunities into strengths by providing more targeted and relevant suggestions at the store level.

Our Roadmap: Step-by-Step

The project will roll out in waves to make sure we get the most value out of each phase:

• Wave 1 : Reviewing and refining business rules, setting up the suggested order process, and training the sales team.
• Wave 2 : Expanding the project scope, integrating AI, and analyzing the impact on sales.
• Wave 3 : Collecting learnings from earlier phases and planning for further improvements.
• Wave 4 : Preparing for the full rollout and exploring potential in other regions.

What Is Next?

Further to the validation of the concept brief with our key stakeholders, we have assessed the business rules for their relevance and identify opportunities for improvements in the governance, the seasonality coefficient with our colleagues from Planning and Commercial.

We will focus on preparing the sales force team on the ground on the suggested order adoption, trust in the quantity proposed as well as the customers.

Implementation will then follow as basic before moving to with AI-generated tasks to support our sales teams.

This initiative is all about working smarter, using data and AI to boost our sales efficiency and help us achieve a significant uplift in performance. We are committed to transforming our approach to suggested ordering and making sure it delivers real value.