Tantangan

As the brand expanded its portfolio and retail footprint, managing distributor and retailer performance through manual schemes became increasingly inefficient and opaque.

Channel partners demanded clear incentive visibility, faster payouts, and fair verification mechanisms, while the brand needed better control over execution quality and sell-through performance.

Key challenges included:

• Inconsistent stock ordering: Distributors placed conservative orders, leading to stock-outs and lost sales.

• Slow new product penetration: Retailers lacked motivation to prioritize new medical device launches.

• Sell-through disputes: Manual sales claims created delays and trust issues.

• Uneven regional performance: Lack of competitive motivation reduced momentum across territories.

• Poor display and planogram compliance: In-store visibility varied widely across locations.

• Limited product knowledge: Retail staff were not consistently trained or certified to recommend appropriate healthcare solutions.

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Personas involved

• Distributors & Retailers: Earn incentives for volume growth, verified sell-through, new product adoption, display compliance, and training completion.

• Channel Sales Teams: Design incentive programs, monitor performance, and drive regional execution.

• Trade Marketing Teams: Launch SPIFFs, contests, and visibility-led campaigns.

• Training & Enablement Teams: Drive certification programs and product knowledge initiatives.

• Finance & Incentives Teams: Oversee budgets, approvals, compliance, and payouts.

• Program Admin / Super Admin: Configure incentive rules, manage dashboards, and govern programs across the channel ecosystem.

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The solution

The Medical Devices & Home Healthcare brand needed a centralized, transparent, and scalable channel incentive platform to align distributor and retailer behavior with business priorities.

Xoxoday Compass delivered a unified channel performance solution that automated incentive tracking, ensured verified sales validation, and provided partners with real-time visibility into goals and rewards.

This shift replaced fragmented trade schemes with a data-driven, trust-based channel engagement ecosystem.

1. Volume-based tier incentives for inventory commitment: Xoxoday Compass enabled progressive volume thresholds that rewarded distributors and retailers as they scaled orders—encouraging larger commitments, securing shelf space, and reducing out-of-stock scenarios.

2. New product launch SPIFFs for faster adoption: Short-term, targeted SPIFFs motivated channel partners to prioritize new product placements, secure premium shelf positioning, and actively recommend launches to consumers.

3. QR code-based sell-through verification for transparency: Retailers used QR codes to instantly verify product sales and claim rewards—eliminating disputes while giving the brand real-time visibility into sell-through performance.

4. Gamified quarterly sales contests for momentum: Leaderboard-driven contests ranked regions, stores, and individual retailers—creating healthy competition, public recognition, and sustained performance improvement.

5. Display compliance rewards for in-store excellence: Verification-based incentives rewarded retailers who executed planograms correctly, created eye-catching displays, and maintained optimal shelf presence for premium medical devices.

6. Training & certification incentives for channel expertise: Distributors and retail staff earned rewards for completing product knowledge training and certification milestones—building confident, informed channel advocates.

7. Seamless integration with channel systems: Xoxoday Compass integrated with POS, Hubspot CRM, LMS, QR verification tools, and finance systems—ensuring real-time validation, automated payouts, and end-to-end program transparency.

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Impact

• 2.2× increase in average distributor order volumes, driven by tiered incentives.
• 39% faster market penetration for new product launches, enabled by launch SPIFFs.
• Near-elimination of sell-through disputes, supported by QR-based verification.
• 31% uplift in quarterly sales performance, driven by gamified contests.
• 36% improvement in display and planogram compliance, boosting in-store visibility.
• 3× growth in training and certification completion, strengthening channel confidence.
• IDR 1.1 trillion in automated channel incentives processed annually, improving trust and scalability.

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Conclusion

By implementing Xoxoday Compass, the Medical Devices & Home Healthcare brand transformed channel engagement across Indonesia—from manual, opaque trade schemes to a transparent, performance-led incentive ecosystem.

Through tiered volume rewards, verified sell-through incentives, gamified contests, and training-led engagement, Compass empowered distributors and retailers to commit more, sell better, and execute consistently.

With automated payouts, real-time visibility, and seamless integrations, the brand strengthened channel loyalty, accelerated market penetration, and built a high-performing distribution network in Indonesia’s rapidly growing healthcare market.

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