CASE STUDY

THE BRIEF

• To mould, motivate and grow a winning merchandising team for LATO Milk in Key Accounts
• To fashion a winning monitoring and evaluation structure for the set Merchandising team, DarajaPlus Ltd, and the wider LATO Milk team
• To Create Awareness on LATO Milk presence in Kenya, Grow Visibility and thus Grow Sales Volumes obtained from the MT channel
• To Manage relationships at store level – Line Manager

TACTICS

• Best in Class Team Training – Understanding what ‘The Year of Possible’ means
• Daily merchandising updates
• Daily supervisory ‘flash’ tests
• Weekly, Insightful Reports
• Monthly performance appraisals
• Quarterly Team Building Activities

RESULTS

• A total of 48 stores were activated in a period of 4 months
• There was an increase in sales from 12% to 56% across stores.
• Heightened visibility in MT.
• There was an increase in orders received from stores.