Herausforderungen

As the brand expanded, execution consistency varied by territory. Cooler share and shelf placement often depended on individual rep relationships, while stockouts and delayed reporting reduced sell-through and forecasting accuracy. Incentives were being handled manually, creating disputes and reducing motivation.

Key challenges included:

• Out-of-stocks in high-velocity outlets: Inconsistent replenishment and limited visibility led to missed sales and substitution.
• Low share of premium cooler slots: Competitive brands dominated high-visibility positions and top shelves.
• Slow expansion into new outlets and micro-markets: Reps lacked structured motivation to open new points of sale.
• Quality risks from poor cooler upkeep: Temperature and cleanliness issues impacted product quality and brand trust.
• Uneven sell-through performance across territories: Promotions weren’t executed consistently, and top performers weren’t clearly recognized.
• Delayed and inaccurate reporting: Manual updates reduced planning accuracy and slowed decision-making.

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Personas involved

• Field Sales Representatives & Territory Managers: Earn incentives for availability, placement wins, new outlet activation, execution compliance, and sales milestones.

• Merchandisers & Retail Execution Teams: Deliver planogram adherence, cooler placement, and on-shelf availability checks with verified proof.

• Trade Marketing Teams: Run placement programs, seasonal activations, and outlet-level execution campaigns.

• Sales Operations & Finance Teams: Standardize incentive rules, reduce disputes, and ensure timely payouts and reconciliations.

• Program Admin / Super Admin: Manages Compass programs, eligibility, approval workflows, budgets, leaderboards, and integrations.

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The solution

The brand needed one platform to drive field execution at scale—with verification, automation, and real-time visibility. Xoxoday Compass enabled structured incentive programs tied directly to the behaviors that improve cooler dominance and availability in fast-moving juice and smoothie categories.

• Stocking incentives to ensure consistent availability: Compass rewarded field reps and merchandisers for maintaining optimal stock levels, minimizing out-of-stocks, and meeting replenishment SLAs—validated via outlet visit logs, distributor data, and proof-based checks.

• Prime placement bonuses to win cooler visibility: The brand launched placement programs that rewarded reps for securing premium cooler shelves, eye-level positions, and front-facing space. Claims were verified through time-stamped photo uploads and geo-tagging to reduce disputes.

• New location rewards to expand distribution footprint: Xoxoday Compass incentivized field teams to open new outlets and high-traffic points of sale with per-activation bonuses—tracked via CRM outlet creation, distributor onboarding confirmation, and first-order validation.

• Maintenance incentives to protect quality and equipment performance: To safeguard chilled product integrity, Compass rewarded teams for ensuring proper cooler temperatures, cleanliness, and equipment functionality, improving consumer experience at point of purchase.

• Sales performance bonuses to drive sell-through by territory: Xoxoday Compass enabled tiered incentives for teams that hit monthly sell-through targets, improve promo compliance, and grow volume during peak weeks—driving consistent momentum across regions.

• Data reporting rewards to improve forecasting and planning: Field reps were rewarded for submitting accurate sales, inventory, and execution reports on time—improving supply planning and helping the brand respond faster to demand spikes.

• Seamless integrations for automation and real-time tracking: By integrating with DMS/RMS and SFA/CRM tools, Compass automated eligibility checks, approvals, and leaderboards—reducing manual effort and providing territory-level visibility into execution quality and results.

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Impact

• 26% reduction in outlet-level stockouts, driven by availability-linked incentives and verified replenishment tracking.
• 1.6× improvement in premium cooler placement wins, supported by photo/geo-verified placement bonuses.
• 21% faster outlet expansion, enabled by new location activation rewards and clear incentive rules.
• Higher chilled quality compliance, reinforced through cooler maintenance incentives and standardized checks.
• 17% lift in sell-through across priority territories, driven by performance bonuses and leaderboard visibility.
• Improved reporting timeliness and planning accuracy, powered by reporting rewards and automated validations.
• IDR 18.5 billion in automated incentives processed annually, reducing disputes and improving payout confidence across field teams.

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Conclusion

By implementing Xoxoday Compass, the fruit juice and smoothie manufacturer turned field execution into a measurable, reward-driven system. From stocking and prime placement to new outlet expansion, cooler upkeep, and reliable reporting, Compass aligned incentives with the on-ground actions that directly impact availability and sell-through.

With verified claims, real-time leaderboards, and integrated workflows, the brand improved territory consistency, strengthened retail presence, and accelerated growth across Indonesia’s competitive beverage landscape.

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