Statistical and geo-statistical models processing based on turnover estimate and TA potential
Challenge

Activities
TAs “Behavioral” segmentation based on type of customers reached and business approach used
Development of a new service model differentiated according to Advs segments
Data and KPI integration within a Geo-Intelligence tool
Results
Know-how
Construction of an ID Card for each TA aimed at generating an in-depth knowledge of the Italian distribution landscape (integration of data from internal and external sources and resulting creation of a DataMart with approximately 90 KPIs available at the TA level).
Tailor-made B2B strategy
Creation of a group of services differentiated on the basis of the TAs potential and their individual needs, leveraging on the most innovative approach in the industry.
Sustainability analysis of the service model
Economic analysis of the service model created to guarantee its sustainability according to the available budget and resources (also at an organizational level).
Trade channel results optimization
Optimization of investments and development of the highest-potential TA performances (YoY turnover increase: + 14%).