Route to market consulting
Serve every customer at a cost it pays.
We redesign which customer gets which channel, how often and at what cost, with inside sales recovering what the field misses.
- 3x
- contactability
- 2.5x
- rep productivity
- −30%
- missed orders
1The problem
Why reps visit by habit and orders go missing
Reps visit by habit, not by value.
Route plans copy last year’s visit list, so a rep spends the same hour on a small store as on a top account, and growth accounts wait.
Missed orders go unnoticed until month-end.
When an outlet skips its usual order, nobody calls that day. The gap appears in the month-end report, after a competitor has already taken the shelf.
The biggest customer isn’t the most profitable.
Large accounts get extra visits and special delivery terms, and because that cost is never netted against their margin, high volume hides accounts that lose money.
2How it works
How Boldr AI redesigns your route to market
- 1
Segment by potential
A, B, C, D, each with its channel.
- 2
Cost to serve
Contribution per account, top 50 first.
- 3
Hybrid model
Field for A/B, inside sales for the rest.
- 4
Tower the day
Routes, misses and recovery, live.
3What you get
What the route to market redesign delivers
Segmentation
Every account placed in segment A, B, C or D by potential, profitability and service need, with the channel each segment is served through.
Cost-to-serve model
Contribution for each account, margin minus visit, delivery and credit cost, worked first on your top 50 accounts and then across the base.
Channel matrix
A grid of segments against field visits, inside sales and digital ordering that shows which channel pays for each segment and how often to use it.
Territory workload
Territories redrawn so each rep carries a similar load of potential and visit time, replacing boundaries that were drawn on square kilometers.
Inside sales queues
Separate queues for quote recovery, dormant accounts and replenishment, each with its own service level and hand-off rules back to the field.
RTM control tower
The route of the day tracked live, visits and orders as they happen, with every outlet the field missed sent to inside sales the same day.
Next step
Scope your first RTM sprint
Define the scope in minutes. We turn your answers into a focused Value Discovery Sprint.
Scope your sprint
in three questions.
Pick the capability. Your answers tell us where a Value Discovery Sprint would look first; a value consultant comes back with a proposed scope.
Your readout
Your answers shape the scope.
A sprint would likely look first at:
- White space by zone
- Missed-order recovery
- Price leakage and corridor
Questions
Where does inside sales fit in a route to market redesign?
Inside the model: Boldr AI designs inside sales with hunter and farmer queues, service levels and hand-off rules. Field reps keep the A and B accounts, and inside sales serves the rest and recovers missed orders the same day.
Does Boldr AI’s route to market redesign replace field reps?
No, reps keep the accounts that pay for a visit, and Boldr AI moves the rest to cheaper channels. The cost-to-serve model shows which accounts those are, starting with your top 50.