Enhancing Sales and Distribution effectiveness of the leading telecom player in Zambia

The Task:

With an objective to attain leadership position in the target market, the client sought to revamp its distribution network structurally as well as functionally across the country.

The Solution:

The zone with largest revenue share and customer base was selected to devise a formal approach to revitalize the sales & distribution function across Zambia. The S&D data on existing infrastructure comprising of Sim Selling Outlets, Recharge Voucher Selling Outlets, and direct selling agents was analyzed to assess the gaps and devise an integrated solution. A range of activities from appointing requisite number of direct selling agents & introduction of beat books to field supervision of all role holders involved in S&D processes, gate meetings, route & beat implementation, new outlet acquisition, retailer engagement and branding were conducted.

The learning intervention by Centum Learning spread across an area of 103154 sq. km impacted a wide range of role holders including Zonal Business Manager, Territory Sales Managers, Sales Distribution Executives, and Direct Selling Agents from 16 clusters.

The Result:

Centum Learning intervention led to the reduction in inventory levels, adoption of systematic maintenance of records, engagement of distributors and aligning them with client business objectives. The integrated efforts resulted in the growth in the number of recharge selling and Sim selling outlets thus reducing the inventory levels which ultimately translated into increased share of gross additions for the client from 49% to 54% in the very first month.


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  • Neelagagan, Mandi Road,
    Sultanpur, Mehrauli,
    New Delhi - 110 030.
    CIN: U74120DL2007PLC158956
    Ph: +91- 4588 1000 / 1200,
    4600 1100
    Fax: 91-11-46001111

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Centum Learning Limited

Neelgagan, Mandi Road, Sultanpur,

Mehrauli, New Delhi-110 030.


CIN: U74120DL2007PLC158956

Tel: +91- 4588 1000 / 1200 , 4600 1100

For Business Queries, Please contact :
+91- 011 4588 1140 / 4588 1097 9:30 a.m. to 6:30 p.m.)

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