Consumer Goods
Store Recommendation and Incentive for Large Indian Beer Brand
AI-powered store recommendation and incentive optimization to improve market share, trade promotion effectiveness, and inventory planning for a leading Indian beer brand.
8% market share gain in pilot stores
Improvement
The Problem
The client wanted to drive incremental sales, improve market share, and maximize the effectiveness of trade promotions, while ensuring optimal inventory and aligning incentives with business goals.
Key Challenges
- Increasing market share in pilot stores.
- Maximizing trade promotion ROI through better targeting.
- Ensuring right product availability at right time.
- Aligning sales incentives with business objectives.
Our Solution
Built an AI-powered analytics platform integrating SKU-level sales and trade targets with seasonality, festival periods, and regional preferences to optimize inventory, promotions, and incentives.
- AI-powered analytics platform
- Uplift Modeling
- Trade Promotion Optimization
Implementation Approach
- Store-Level Brand Inventory Recommendations: leveraged SKU-level sales data and trade targets; incorporated seasonality, festivals, and regional preferences.
- Target Scheme and Incentive Optimization: segmented stores by growth, location, purchasing behavior; applied uplift modeling for scheme payout attribution.
- Final Target Setting: aggregated demand bottom-up from stores to regions to align with geographical growth targets.
Results & Impact
- 7,000 customers optimized across channels.
- Depot × Channel Uplift Analysis: identified most effective levers across 75 depots.
- 8% market share gain in pilot stores; improved sales velocity and inventory turnover.
- Improved ROI: redirected spends to high-potential stores, reduced wastage.