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

Implementing a Distributor Management System (DMS) for Sales Process Automation

Company

A Large Indian MNC

Sector

FMCG

Project

Digitizing the distributor backbone

The company wanted to gain access to its secondary sales and inventory which was manual and also to streamline the distributor claim process.

COMPANY CHALLENGES

In the absence of a Distributor Management System (DMS), the company’s secondary sales processes were manual and opaque, leading to low visibility on stock levels, daily secondary sales, and claim settlements. Claim reconciliation was cumbersome, often taking over 90 days, resulting in delayed payments, high distributor dissatisfaction, and limited real-time insight for management. The lack of automation created inefficiencies, poor data quality, and strained relationships within the distribution network — impacting both agility and credibility.

OUR APPROACH

As Sales Director, I led the initiative to design and implement a scalable, cost effective DMS across the FMCG distributor network.

Collaborated with a third-party technology partner to develop a low-cost, Cloud based, modular DMS solution tailored to FMCG workflows.
Created a distributor prioritization framework to identify the top 450 contributors for the initial rollout phase.
Implemented the system in phased waves, ensuring stabilization, training, and adoption before each subsequent expansion.
Integrated real-time dashboards for visibility on daily secondary sales, closing stock, SKU-wise inventory, and claims.
Established governance and review mechanisms linking the DMS data with internal MIS for cross-functional transparency

Achieved 100% implementation across 515 distributors within 18 months, covering the full FMCG network.

Claim settlement time reduced from 90+ days to less than 15 days, dramatically improving distributor satisfaction and cash flow.

Enabled real-time visibility of stock, secondary sales, and claim reconciliation across all distributors.

Provided management dashboards for instant access to key productivity and performance metrics.

Improved trust, accuracy, and speed — turning the distributor ecosystem into a digitally connected, data-driven network and setting a benchmark for sales process automation.