Desafíos

As the vending channel grew, execution quality varied across operators and locations. Incentives were often delayed, proof was inconsistent, and the brand lacked reliable visibility into stock levels and sales trends—leading to missed demand and under-optimized placement.

Key challenges included:

• Frequent out-of-stocks and inconsistent replenishment: High-traffic machines ran empty, leading to lost volume and brand substitution.
• Poor product visibility in machines and coolers: Competitors dominated premium slots and eye-level positions, reducing impulse purchases.
• Slow expansion into new high-traffic locations: Operators prioritized easier installs and higher-spiff brands.
• Quality risk from inadequate maintenance: Temperature issues and unclean machines impacted brand perception and product quality.
• Low operator focus on sell-through: Without clear performance-linked rewards, operators pushed whichever brands required the least effort.
• Limited sales and inventory data: Manual reporting reduced forecasting accuracy and slowed supply planning.

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Personas involved

• Vending & Cooler Operators (Owners, Route Supervisors, Merchandisers): Earn rewards for stock availability, premium slotting, new installs, maintenance compliance, sales outcomes, and timely reporting.

• Channel Sales & Distribution Teams: Design incentive structures, expand footprint, and improve machine-level sell-through across territories.

• Trade Marketing Teams: Drive visibility initiatives, prime placement programs, and location-based execution.

• Operations & Supply Chain Teams: Use verified inventory and sales data to improve replenishment cycles and demand planning.

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

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The solution

The brand needed a single platform to run channel incentive programs with verified proof, real-time visibility, and fast payouts. Xoxoday Compass delivered a structured operator engagement engine—linking each incentive to measurable execution and automating claim validation at scale.

• Stocking incentives to protect availability: Xoxoday Compass rewarded operators for maintaining optimal stock levels, minimizing out-of-stocks, and meeting replenishment SLAs. Triggers were validated using machine inventory telemetry, route logs, and time-stamped proof workflows.

• Prime placement bonuses to win premium slots: Compass enabled placement-linked incentives tied to premium cooler shelves and top vending slots (eye-level, first-row, high-click positions). Operators earned bonuses after verification through photo/QR workflows and location tagging.

• New location rewards to expand footprint: The brand launched install-based programs to incentivize operators for adding machines in new high-traffic locations—corporate parks, metro stations, hospitals, and campuses—using per-placement rewards with geo-verification.

• Maintenance incentives to protect quality and performance: Operators were rewarded for meeting cooler temperature standards, machine cleanliness checks, and equipment uptime targets. Compliance was tracked via service logs, IoT signals (where available), and audit-based verification.

• Sales performance bonuses to drive volume: Xoxoday Compass ran tiered incentives rewarding operators for hitting monthly sell-through milestones, improving case movement, and supporting promotions—keeping operator focus on the brand rather than competing portfolios.

• Data reporting rewards to improve planning accuracy: To strengthen forecasting and supply planning, Compass incentivized operators to submit accurate sales and inventory reports on time, improving visibility across routes and reducing demand surprises.

• Seamless integrations for verification and payouts: Xoxoday Compass integrated with vending management systems, route tools, and reporting workflows—automating validations, generating leaderboards, and enabling faster INR payouts through digital rails, minimizing disputes and manual reconciliation.

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Impact

• 29% reduction in out-of-stock incidents, driven by availability-linked stocking incentives.
• 18% lift in vending sell-through, supported by performance-based bonuses and premium placement wins.
• 1.7× increase in verified prime-slot compliance, improving visibility and impulse purchases.
• 24% faster expansion into new locations, enabled by install-linked rewards and geo-verified claims.
• Improved machine uptime and quality consistency, reinforced through maintenance incentives.
• Higher reporting compliance and better forecasting accuracy, powered by data reporting rewards and automated validation.
• INR 12.8 crore in automated incentives processed annually, reducing delays and disputes while increasing operator trust.

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Conclusion

By implementing Xoxoday Compass, the bottled water brand transformed its vending and cooler channel into a high-performance growth engine. From ensuring availability and securing premium placement to expanding footprint, maintaining quality, and improving sales visibility, Xoxoday Compass delivered transparent, verified incentives that aligned operator behavior with business outcomes.

With real-time tracking, automated validations, and faster INR payouts, the brand strengthened partner loyalty, improved execution across locations, and accelerated vending-led revenue growth across India.