Intelligent Guided Selling (IGS)
StayinFront RDI’s Intelligent Guided Selling (IGS) services are purpose-built to enhance the effectiveness of field sales operations.
By ingesting and enriching large volumes of data and applying advanced AI and machine learning techniques, IGS identifies the highest value in-store opportunities and predicts outcomes, enabling sales teams to focus their efforts where they will deliver the greatest return.
This data-driven approach ensures that field sales resources are deployed with precision, driving efficiency and maximizing ROI.
IGS services are designed to optimize field sales operations by:
Ingesting and augmenting large amounts of market-specific data.
Applying AI/machine learning to those datasets to identify opportunities and predict outcomes.
Direct the sales team to those opportunities efficiently.
Measure the ROI of field activities accurately and adjust strategies accordingly.
There are two components to IGS
The IGS Model
Create an IGS Model for each market, loading in market-specific data and augmenting that data with StayinFront’s unique market-specific geographic and demographic data.
Train the model and calculate the Size-of-Prize for every SKU in every store. The Size-of-Prize methodology is the foundation of a range of RDI services that optimize field sales operations.
The IGS Services
Our full range of RDI AI services sits on top of the IGS Model and uses the Size-of-Prize methodology to provide specific directions to the field. Each market will select the exact optional services it requires to drive sales and efficiency.
StayinFront RDI Services Include:
Dynamic Routing
Optimize daily travel routes and ensure stores with the highest potential to drive ROI receive visits while reducing travel costs.
Next Best Actions (Actionable Alerts)
Utilize EPoS data where available or outputs from the Predictive Analytics® service when this data is not available. It is combined with in-store audit data (both digital and manual) to deliver real-time, data-driven recommendations to field sales representatives, guiding them toward the most impactful in-store activities.
Predictive Analytics®
Forecast potential sales across all products in every store and leverage advanced AI/machine learning algorithms in combination with demographic, geographic, and other available data sources, to generate highly accurate sales forecasts at the product and store level. This enables field teams to prioritize sales activities and make data-driven decisions that enhance overall commercial performance and drive sustainable growth.
Intelligent Store Locator
Utilize advanced data analytics and geospatial intelligence to accurately identify high-potential retail outlets that are not currently part of the call file. By analyzing factors such as store catchment profiles, demographic alignment, competitive presence, and historical sales or order data from existing outlets, this tool can pinpoint locations with the greatest likelihood of incremental revenue contribution. This enables field sales teams to strategically expand their coverage, prioritize new store additions, and drive growth through targeted engagement with outlets that offer the highest potential ROI.
Data Augmentation
Extend the value of the IGS platform by leveraging its extensive repository of geographic and demographic data. It delivers advanced store segmentation capabilities, enabling organizations to classify and group outlets based on a wide range of attributes such as location, store type, consumer profile, and market potential. Integrate enriched segmentation data into the StayinFront Insight® Data Warehouse and combine it with other internal and external data sources to generate deeper, more actionable insights. Support more precise targeting, smarter territory planning, and more effective sales and marketing strategies to ultimately drive better decision-making and improved commercial outcomes.
RDI Suggested Order
Apply AI and machine learning to analyze historical sales and order data, seasonal trends, store-specific performance, and predictive demand signals to recommend optimal order quantities for each product. Ensures sales representatives propose orders that are tailored to each store’s unique profile, minimizing out-of-stocks, reducing excess inventory, and improving overall supply chain efficiency.
Field Sales ROI Optimizer
Continuously measure the incremental sales impact of every action taken during each store visit to enable precise evaluation of field activity effectiveness. By capturing and analyzing data at the intervention level, this tool uses robust and proven statistical modelling to measure the exact incremental sales generated at the most granular level. It empowers sales leaders to identify which strategies and behaviors yield the highest ROI, refine field execution plans, and allocate resources more effectively. The result is a data-driven approach to maximizing the productivity and profitability of the field sales force.
Agency Audit
Measure and understand the value of the activities being executed by your field sales agency and leverage a better way to direct in-store activities. RDI Agency Audit measures the ROI of your field marketing agency’s activities and in-field execution, allowing clients to quickly change tactics and direction to achieve the best possible sales growth.
Must Stock List (MSL) of 1
Ensure each store carries the optimal mix of products to maximize sales potential and drive retail growth. MSL of 1 uses AI to create the ideal Must Stock List for each store, ensuring that the right products are on the shelf for the consumers of that specific store. Deliver optimized product ranging recommendations at the individual store-level by leveraging AI-driven insights and granular data analysis. This capability extends beyond traditional MSL models by tailoring product assortments to the unique characteristics of each store location. The service considers factors such as each store’s catchment profile, demographic alignment, competitive presence, and historical sales and order data.
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Success Stories
StayinFront TouchCG Technology Increases ROI for Large Snack Company
A prominent CPG manufacturer wanted to measure the impact of the sales team to inform a strategic review on the optimal allocation of resources to opportunity – in short, which stores to visit and how frequently to visit them.
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