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Analytics and segmentation of retailers for CPG division of leading pharmaceutical company

About Client

Our client is an Indian subsidiary of UK based and one of the world's leading research based pharmaceutical and healthcare companies. It is one of the oldest pharmaceuticals companies in India. Its product portfolio includes prescription medicines and vaccines and has an annual revenue of 33 Billion INR as of 2020.

Objectives

Infosys implemented a Proof of Concept “POC” focused on retailer segmentation by using statistical clustering techniques.

  • Understand the behaviors of GSK’s retailer base to enable targeted and timely engagement
  • Increase the assortment of GSK products at the retailer outlet
  • Build an action plan for the small retailers who are not contributing to the top-line

Impact and Value added

  • Targeted campaigns on increasing category penetration
  • Improved channel ROIs and sales of high margin products
  • In-depth understanding of top revenue categories and most profitable retailers and geographies for better decision making
  • Better relationship management with retailers
Want to learn more about TransOrg’s value proposition, solution methodology and implementation approach?
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