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
Gamification to drive product launch placement
Company
A medium sized MNC
Sector
FMCG Food
Project
Driving Speed Excitement and execution excellence
A leading MNC wanted to drive excitement in the field force and deliver launch KPI’s and speed to market in under a month.
COMPANY CHALLENGES
A leading FMCG foods company was launching a premium-priced brand extension in the mass biscuits category, leveraging strong equity from its high share niche mother brand. While the parent brand was dominant in modern trade and e-commerce, it lacked visibility in mass retail and general trade. The challenge was to rapidly drive placement and distribution across the company’s extensive network, overcome field skepticism about premium pricing, and ensure strong early acceptance in a competitive category.
OUR APPROACH
As Sales Head, I designed and led an integrated gamification-based launch program to build momentum and drive field engagement.
- Developed a placement and drop-size plan tied to gamified KPIs on reach, call productivity, and distribution speed.
- Created a real-time leaderboard model within the sales app, where each productive call visually transformed an “undernourished” salesperson avatar into a fitter, muscular version — symbolizing protein power and progress.
- Daily tracking and recognition built healthy competition, motivation, and excitement across the salesforce.
- Reinforced the brand proposition of protein and performance to link sales success with product benefits.
- Simplified KPIs around distribution placement, drop size, and beatlevel activation, ensuring clarity and accountability.