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Digitalizing HORECA distribution channel and unlocking the potential of partnership with customers’ ROI

Digitalizing HORECA Distribution Channel

The evolution of technology is streamlining the productivity of companies by creating more competitive and rapidly evolving markets.

Fit-for purpose products and business models that create value and meet customer needs are key to build customer loyalty, whilst gaining market share.

In sectors such as retail and FMCG, discounts on products or activities focused on the development of the point of sale itself (creation of complementary spaces such as terraces, decoration or furniture) are no longer sufficient. Points of sale are increasingly demanding greater levels of collaboration and creativity on the relationship. Loans from suppliers in order to make investments in their establishments, is a powerful tool for sales teams to increase customer base.

Granting these loans to points of sale is not easy; companies require financial skills, processes and tools beyond their traditional core competencies −solvency risk analysis, loan repayments monitoring or recovering unpaid debts, among others−.

Case Study

everis has worked with a leading consumer goods company facing an increasingly competitive market. On this occasion, the challenge was to redefine the customer attraction and retention model, by including into the equation loans to points of sale as part of its commercial strategy. The main challenges facing the current model are:

The methodology developed is based on three key principles:

Digitalizing HORECA Distribution Channel

To this end, the approach proposed by everis considered the design of the future situation by combining a “lean” analysis and an aspirational vision, limited by a determination of impacts to achieve balanced improvement in the following areas:

Digitalizing HORECA Distribution Channel

The project was divided into 5 stages, which were in turn grouped into 3 phases:






The performance of To Be model is measured through KPIs focused on the key objectives: Quality, Risk and Digitalization.
Digitalizing HORECA Distribution Channel
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