Notable Work Done

Driven impactful transformations across diverse business environments—from pharma-to-FMCG transitions and e-commerce scale-ups to trade spend optimisation and field force efficiency. Our interventions have enabled business turnarounds, rural expansion, and urban retail optimisation through data-led insights. By introducing gamification for product launches, cold-chain distribution audits, and DMS automation, LBC helps organisations modernise operations, boost profitability, and build agile, performance-driven sales ecosystems

Case Study

Damages & Market Returns Optimization

Company

Mid Sized MNC

Sector

FMCG Foods

Project

From waste to value

The company wanted to drastically reduce damaged and write-offs and build and strengthen controls through analytics and process discipline.

COMPANY CHALLENGES

In the foods category business, market returns and damages had escalated to 4 4.5%, significantly higher than industry norms. This high level of wastage impacted both topline realization and bottom-line profitability. The underlying issues spanned forecasting inaccuracies, weak replenishment processes, SKU complexity, and limited visibility across the supply chain. The mandate was to identify the root causes and reduce returns to sustainable FMCG benchmarks without disrupting sales momentum.

OUR APPROACH

As Director of Sales, I led a cross-functional transformation initiative integrating commercial, supply chain, and finance teams to establish tighter operational controls and data-led decision-making.

Re-engineered the entire S&OP process, covering demand forecasting, target-setting, and replenishment models to improve accuracy and responsiveness.
Conducted deep analytics across stores, distributors, SKUs, and geographies to pinpoint high-damage zones and systemic inefficiencies.
Implemented SKU rationalization to simplify the portfolio and improve rotation speed.
Strengthened billing and dispatch processes to reduce handling errors and minimize in-transit damages.
Deployed tech-enabled order discipline using VMI and data-driven replenishment to align supply with true demand.

Damages and returns reduced from ~4.5% to under 2% within 18 months.

Forecast accuracy and inventory turns improved, resulting in better working capital efficiency.

Profitability enhanced through reduced write-offs and leaner, high-velocity portfolio management.

The refined S&OP framework became a bestpractice model for continuous forecasting and replenishment alignment.

The business emerged stronger, with improved predictability, tighter operational control, and a more resilient supply chain.