How PPMS Improved Grading Performance Across Key Merchandising Programs (2020–2025)
Snapshot
Client: Leading FMCG Brand
Service: Field Merchandising & Retail Audits
Duration: Q1 2021 – Q2 2025
Regions Covered: North India Markets
CUSTOMER INTRO
A leading FMCG brand partnered with PPMS to drive consistent retail execution across its flagship merchandising programs. The goal was to strengthen brand visibility, ensure product availability, and maintain planogram compliance across a wide mix of general trade, modern trade, and wholesale outlets.
PROBLEM/GOAL
At the start of the engagement, the client was facing several challenges that kept outlet grading performance low across all key programs:
- Program A Grading: 75% (Q1 2021)
- Program B Grading: 27% (Q1 2021)
- Program C Grading: 36% (Q1 2021)
Key challenges included:
- Permanently closed, sealed, and relocated outlets remained in the master coverage plan (MCP).
- Inaccessible outlets and entry refusals for merchandisers.
- Non-compliance with visibility guidelines (shelf strips, planograms, category displays).
- Stock unavailability, particularly in specific product SKUs.
- High-value chain outlets refusing brand visibility elements.
- Delays in procurement and payout processing.
- Lack of clarity on backend photo audit guidelines for merchandisers.
The brand’s North Region team required a robust strategy to eliminate inefficiencies, achieve higher compliance, and create a sustainable visibility improvement model.
SOLUTION
PPMS’s North Branch Merchandising Team designed and executed a strategic improvement plan with clear milestones:
✅ MCP Cleansing & Data Accuracy
- Continuous removal of permanently closed, sealed, and duplicate outlets.
- Monthly MCP vs. enrolled outlet checks for real-time updates.
✅ Visibility Enhancement & Stock Alignment
- Prioritized branding elements such as shelf strips, planograms, and category display spaces.
- Regular coordination with branches to ensure stock availability.
✅ Merchandiser Training & Compliance Clarity
- Refresher training for merchandisers on audit guidelines and payout-linked compliance.
- Monthly review of category visibility lists for continuous improvement.
✅ High-Value Outlet Intervention
- Direct visits to high-turnover chain outlets.
- Proposed inclusion under home-shelf branding and add-space acceptance models.
✅ Technology-Driven Execution
- Real-time data capture and photo audits for instant visibility tracking.
- Branch-level dashboard reviews to identify bottlenecks.
RESULTS & BENEFITS
- After five years of consistent execution, the brand achieved remarkable grading improvements:
- Program A: 75% → 99% (Q2 2025)
- Program B: 27% → 97% (Q2 2025)
- Program C: 36% → 97% (Q2 2025)
Additional outcomes:
- Faster MCP cleansing cycle, reducing grading inaccuracies.
- Improved category visibility across the region.
- Streamlined stock alignment through close supply chain coordination.
- Stronger merchandising control at chain outlets through strategic engagement.
Conclusion
PPMS’s strategic focus on data accuracy, visibility execution, and merchandiser capability-building helped the client move from inconsistent retail performance to industry-leading compliance and visibility standards.
