Customer Case Study · Sales
One scheme engine, a live India dashboard and a scheme simulator: sales leaders now design, test and explain dealer incentives before a rupee is committed.
Figures indicative; validated metrics available on request.
Hundreds of dealers across India sell bath linen, bed linen, rugs and flooring. Each region ran its own scheme circular in its own spreadsheet.
Slabs, kickers and exceptions lived in separate files. Quarter-close took a week of reconciling DMS sales and collections.
A flat percentage paid under-performers almost as much as stars. Spend rose without moving sell-in.
Dealers couldn't see how their number was worked out. Area managers spent days defending payouts line by line.
Total payout was only clear after the quarter closed. Schemes were launched without testing what they would cost.
We turned scheme circulars into rules, the rules into an engine, and the engine into a dashboard sales leaders actually use.
Select a step to see what happened.
We collected regional scheme circulars, calculation sheets and the payout dispute log.
Deliverable: Scheme inventory and a clean dealer-month dataset.
Every scheme is now a combination of the same few building blocks.
Deliverable: Scheme rulebook signed off by sales and finance.
The calculation is defined once and used everywhere.
Deliverable: Incentive engine and the live dashboard shown below.
Regional heads now test a scheme before it goes to dealers.
Deliverable: Scheme approval checklist and dealer statements.
The engine runs every month, not just at quarter-close.
Deliverable: Operating cadence and ownership model.
Filter by region, tier, category and months. Press play to watch payouts build across India month by month. Move the scheme sliders to simulate a new scheme, then pick any dealer to see exactly how their incentive is calculated.
| Dealer | State | Ach. | Payout |
|---|
Dashboard runs on an illustrative sample of 580 dealers; names, figures and scheme values are synthetic. Map boundaries for illustration only. Figures indicative; validated metrics available on request.
Slab-based schemes moved payout towards dealers who beat target. Simulation brought the budget under control.
Payout by dealer achievement band, ₹ Cr
Quarterly payout vs budget, with the simulator's P10–P90 range
Figures indicative; validated metrics available on request.
Once a circular becomes a small set of rules, every calculation, statement and dispute uses the same logic.
A cost range and budget risk before launch is worth more than a precise number after the quarter closes.
"₹X more gets you to the next slab" changes behaviour. A final number at quarter-end does not.