Getting a blueprint for masterful trade promotions
Donald Richards, Global Process Owner of Order-to-cash processes at a $50 Bn American consumer goods manufacturer, was concerned about the high costs and extreme fragmentation of the company’s trade promotion operations. Needing a blueprint to overcome the extant challenges, he turned to Infosys BPM for consulting support. This case details how Infosys BPM assessed the as-is operations and developed a three-step transformation roadmap that set Donald up for a significant 50% release in FTEs, 40-60% reduction in AHTs, and 20-25% gains in efficiency.
Approach summary:
- Conducted comprehensive assessment of processes
- Identified key operational inefficiencies
- Evaluated scope of centralisation and standardisation
- Developed an elaborate three-step transformation approach
Key benefits:
20-25% efficiency gains identified 
40-60% potential reduction in AHT 
>50% potential FTE reduction identified 
20% of time savings for sales team 
80% automatic processing of trade promotion requests 
