Case study
How Allwyn uses CACI’s territory & route optimisation tools to successfully expand their field sales team & stores
Summary
Allwyn officially took over as operator of the UK National Lottery at the beginning of 2024. As part of this major acquisition, Allwyn has grown its sales team to deliver key initiatives as part of the new licence. To successfully do so required a two-fold objective:
1. Ensure a smooth running of visits for existing Retail Sales Executives covering over 40,000 stores on a quarterly basis.
2. Grow the size of the team to 155 Retail Sales Executives to increase the quantity and quality of visits.
CACI had established a long-standing relationship with the previous operator of the National Lottery and had a proven track record of delivering projects for them. Allwyn therefore knew it could turn to CACI as a trusted partner who would understand the work required to help meet their objectives.
Company size
6,000+
Industry
Leisure, Arts & Entertainment
Products used
Challenge
New territories and routes needed to be designed to quickly set the wheels in motion.
As an expanded field team, Allwyn had to ensure that these routes and territories were optimal to meet deadlines and mitigate any disruption from the previous operator’s handover.
Solution
Allwyn commissioned CACI to undertake a headcount analysis and territory optimisation project using CACI’s territory optimisation tool, InSite FieldForce. CACI went on to create optimal routing solutions for Allwyn, using their cloud-based route optimisation software, CallSmart Web, to ensure the following:
- A correctly sized team would be in place for their expanded network of over 40,000 stores
- Ideal locations to recruit new Retail Sales Executives would be known
- Territories are optimised to balance work evenly, maximising each Retail Sales Executive’s potential
- The number of scheduled visits would be maximised and driving time minimised.
With their team of experienced field marketing optimisation experts, CACI was able to bolster the above objectives for Allwyn. Allwyn has also licenced CallSmart Web, which enables them to self-serve and optimise routes once personnel are in place. Ongoing training and support for Allwyn is provided by CACI’s experts during this transitory period as they move towards more software usage.
Results
Following CACI’s headcount analysis and territory optimisation work, Allwyn’s Retail Sales Executives have been working with balanced workloads, ensuring they are neither overworked nor underutilised, with an average utilisation (including commute) of 86%. This helps the business understand whether there is sufficient time remaining for additional tasks such as prospecting, admin and more.
The territory optimisation work has enabled Retail Sales Executives to spend 79% of their time with customers, and less time driving. This is in addition to achieving their target number of visits per day.
The fair distribution of workload has also meant that CallSmart Web is able to produce the best possible schedules for all of Allwyn’s 155 Retail Sales Executives, leading to 100% of scheduled visits across a 10-week call cycle.
The combination of using CACI’s expertise via consultancy and software solutions has allowed Allwyn to successfully go live with its expanded field sales team of 155 Retail Sales Executives while continuing to ensure a smooth running of all visits across their store universe of over 40,000 outlets. This highlights the importance of a tailored approach, as well as the countless benefits of optimised and efficient territories as well as visit schedules. CACI continues to be on hand to provide technical expertise and support to ensure a continued success for this partnership.
Solutions
Sales territory planning
Right-size your field sales teams, optimise their territories
Field sales teams are a major expense, so efficiency is key. You want to balance workloads fairly and ensure reps focus on customers, not unnecessary travel. Field Force software helps you make data-driven decisions so you can optimise headcount and territories. We provide tools to streamline processes and expert advice on boosting productivity, ROI and rep morale. Our solutions are tailor-made to ensure you get more agile and resilient. We can upgrade your existing setup or build from scratch.
Want to get the size of your team right?
Discover how many field sales reps are needed to cover all your territories efficiently.
Discover how many field reps are needed to cover all your territories efficiently.
Find out where you can recruit potential field sales reps who are well placed geographically.
Want to balance workloads fairly?
Ensure work is spread evenly, with nobody overworked or underutilised.
Did you know?
80%
On average, field sales teams are only 80% utilised (percentage of available time spent usefully working).
Where problems are solved
Sales territory planning solutions that lead to better outcomes
Get the size of your team right
Assess the size of the team required for the territories you need to cover. Discover if you need to recruit or consider cutting back.
Make workloads fair and efficient
Spread workloads evenly across field sales reps so everyone does their share. Improve the morale of your field sales reps and support a better work-life balance.
Create well-defined territories
Plan sales territories that maximise the impact of your field sales reps. Reduce unproductive time spent by field sales reps travelling.
Make it specific to you
Factor in your field sales reps’ home locations and adjustments to team size. Make commuting time inside/outside the working day, and see how it affects metrics.
Recruit in the right parts of the country
Find out where it makes sense to recruit new field sales reps. Match where potential new hires live with where you need to cover.
Contribute to meeting ESG goals
Reduce the distance field sales reps need to travel every year. Fewer miles spent by teams on the road translates to lower carbon emissions.
We bring our expertise to you
Why leading organisations use our sales territory planning solutions
Operational efficiency
With a right-sized team and well-defined territories, you achieve more with less.
Lower costs
By using your resources effectively, you achieve team efficiencies and thereby cut costs.
Peace of mind
By planning better, you improve outcomes and operational resilience.
See us in action
Maximising ROI for Republic Technologies by devising efficient routes
Find out how by using CACI’s proprietary InSite software and CallSmart route optimisation software, Republic Technologies could better understand their field team’s utilisation and develop more efficient routes to maximise return on investment.
Awards & accreditations
Want to know more about us?
Related services
Route to market strategy
Develop a strategy that increases your sales potential and maximises the productivity of your field sales team, using a data-driven approach.
Sales route planning software
CallSmart streamlines the route planning process by using advanced algorithms to create efficient daily, weekly or quarterly schedules.
FAQs
Answers to common questions about sales territory planning.
The key components of effective sales territory planning include data-driven analysis to determine optimal team size, balancing workloads fairly, and creating well-defined territories. It also involves factoring in field sales reps’ home locations, commuting times, and adjustments to team size to ensure efficient coverage and reduced travel time.
Sales territory planning helps field sales teams by ensuring that workloads are balanced and territories are well-defined. This reduces unproductive travel time and allows field sales reps to focus more on selling. By optimising team size and creating efficient territories, sales teams can cover more ground effectively, leading to higher productivity, better morale, and improved sales performance.
Sales territory planning can improve your business by maximising the efficiency and effectiveness of your field sales teams. It helps reduce travel costs, increase sales productivity, and ensure that resources are used optimally. By making data-driven decisions, you can achieve better ROI, enhance operational resilience, and support your company’s growth and sustainability goals.
Solutions
Sales route planning software
Streamline planning, boost productivity
Field sales reps are the face of the business to many customers and instrumental in making sales. Their work is crucial, but they often use up valuable time planning their schedules. This is where CallSmart comes in. CallSmart uses state-of-the-art algorithms to create the most efficient routes for each working day, cutting costs and freeing up time for reps to focus on what they do best: selling.
The software streamlines the planning process, creating daily, weekly, or even quarterly schedules that determine the best time for every visit, and the most efficient sequence. Every relevant factor can be accounted for, from reps’ commuting distances to the opening hours of businesses they need to visit. Something as complex as this would usually take one person days to solve; with CallSmart it can be done in a fraction of the time.
CallSmart allows you to see the big picture, rather than just following routes based on reps’ habits and personal preferences. You can also adapt more quickly to real-world conditions. If priorities change, you can keep adjusting and optimising, so you always achieve the best outcomes.
The software is easy to use and backed with expert support. Results are exceptional, and fast.
Tired of manual planning?
Use our cloud-based software to plan and adjust routes locally and globally.
Too many variables to deal with?
Easily manage factors like commuting, overnight stays and opening hours.
Under pressure to cut costs?
Optimise routes to minimise expense and maximise value.
Did you know?
Where problems are solved
Sales route planning software that leads to better outcomes
Reduce planning time
Streamlining the process reduces planning time by up to 70%. This improves field reps’ morale and their work-life balance.
Cut driving time
Driving time can be reduced by up to 18% compared to existing schedules. This reduces the time reps spend travelling.
Increase productivity
Streamlined planning maximises the number of visits a team can make in an area. Mileage costs and the company’s carbon footprint also go down.
Stay flexible
Adjust and re-optimise schedules, accounting for changes on both the field rep and visit side. Respond quickly to any new factor or change of plan.
Access anywhere
CallSmart software is cloud based, so it can be used by anyone, anywhere. Visits can be optimised in bulk at the click of a button, with schedules ready to be distributed to reps.
User-friendly
CallSmart software is easy to set up and use. It works for field teams of all sizes. It is backed by a team of CACI experts who provide consultative support.
We bring our expertise to you
Why leading organisations use our sales route planning software
Better ROI
Reducing the time field reps spend planning and travelling increases their productivity.
Ease of use
CallSmart software is cloud based, user-friendly and comes with expert support.
Rapid results
The improvement on schedules has immediate effects on productivity, costs and carbon footprint.
See us in action
Driving efficiencies through route optimisation for Nestlé
Learn how Nestlé Australia’s work with CACI led to the creation of their sales team’s ideal territories through criteria within CACI’s headcount analysis and territory optimisation software, InSite FieldForce, followed by leveraging CACI’s routing software, CallSmart, to develop the most efficient routes to service the stores.
Awards & accreditations
Want to know more about us?
Related services
Route to market strategy
Develop a strategy that increases your sales potential and maximises the productivity of your field sales team, using a data-driven approach.
Sales territory planning
Field Force software helps you make data-driven decisions so you can optimise headcount and territories.
FAQs
Answers to common questions about sales route planning software.
Sales route planning software benefits sales teams by streamlining scheduling, reducing planning and driving time, and increasing productivity. It allows sales reps to focus more on selling, leading to more customer visits and higher sales. Additionally, it helps reduce travel costs and the company’s carbon footprint, making the team more efficient and environmentally friendly.
Sales route planning software reduces planning time by streamlining the scheduling process. It uses advanced algorithms to consider various factors such as commuting distances, business hours, and overnight stays. This allows field sales reps to focus on their primary tasks and improves their work-life balance.
Yes, sales route planning software like CallSmart Web is designed to be user-friendly and scalable, making it suitable for field teams of all sizes. Whether you have a small team or a large workforce, the software can optimise schedules and routes to meet your specific needs.
Solutions
Route to market strategy
Set up your field teams for future success
In field sales and merchandising, you need to balance opportunities with limited resources. The key to this is your route to market strategy, so you can set your field teams up for success.
Need to prioritise locations?
We help you identify and understand opportunities for maximum location impact.
Need to make efficiencies?
Get the size of your field teams right and cover all your territories effectively.
Need to improve routing?
Create efficient visit schedules, maximising visits while minimising driving.
Did you know?
70%
Route to market strategy can reduce planning time by up to 70% and driving time by up to 18%.
Where problems are solved
Route to market strategy solutions that lead to better outcomes
Visit the right locations
Find out which locations are worth visiting – globally if needed – and prioritise them. Adjust how often you need to visit to meet your targets.
Save people’s time
Reduce time spent manually on planning routes. Free reps to focus on their primary purpose: making sales.
Reduce staff costs
Get more value from your field teams by deploying more effectively. Cover larger territories with smaller, leaner, more productive teams.
Cut fuel costs
Significantly reduce the cost of travel, associated mileage and CO2 emissions. Create schedules that minimise route distances while maximising visits.
Cultivate contacts
Develop an effective contact strategy around the people you visit. Develop a schedule of regular contacts to grow relationships and engage with visual data.
Develop potential
Get a clear picture of where in your sales universe the most potential lies. See which locations offer profitable opportunities.
We bring our expertise to you
Why leading organisations use our route to market strategy solutions
Be more efficient
Design more profitable sales territories and more economical routes.
Spot potential
See which territories and locations offer growth and opportunity.
Cut costs and CO2 emissions
Get more value from your field teams and reduce unnecessary expenses.
See us in action
Optimising Perfetti Van Melle (PVM)’s routes, workloads & store strategies with CACI’s resource planning and territory optimisation tools
Learn how PVM leveraged InSite FieldForce, CACI’s resource planning and territory optimisation tool and CallSmart, CACI’s route optimisation software, to optimise their field sales team’s routes, balance workloads and drive times and visit more stores based on business strategy.
Awards & accreditations
Want to know more about us?
Related services
Sales territory planning
InSite FieldForce software helps you make data-driven decisions so you can optimise headcount and territories.
Sales route planning software
CallSmart Web streamlines the route planning process by using advanced algorithms to create efficient daily, weekly or quarterly schedules.
FAQs
Answers to common questions about route to market strategy.
Implementing a route to market strategy can significantly benefit your business by reducing planning time by up to 70% and driving time by up to 18%. It helps ensure that your field teams are utilised efficiently, covering all territories effectively and focusing on high-priority locations. This leads to increased sales, reduced costs, and improved overall performance.
Route to Market (RTM) focuses on delivering products to customers efficiently and cost-effectively, optimising field team deployment and scheduling. Go to Market (GTM) focuses on driving revenue through customer acquisition and product promotion, defining what, to whom, and how products are offered. RTM is about logistics, while GTM is about marketing and sales strategy.
A route to market strategy supports efficient resource allocation by ensuring that field teams are the right size and deployed in the most effective way. This helps cover all territories adequately, focusing resources on high-priority locations and complex cases, leading to better overall performance and higher ROI.
Solutions
Field force management
Streamline, strategise and succeed with smarter field operations
Optimise territories for field sales teams, making routes and call schedules as efficient as possible – to reduce costs and mitigate the impact on the environment.
Introducing our field force management solutions
We offer a range of solutions to give you everything you need to optimise your field sales team
Route to market strategy
Develop a strategy that increases your sales potential and maximises the productivity of your field sales team, using a data-driven approach.
Sales territory planning
InSite FieldForce software helps you make data-driven decisions so you can optimise headcount and territories.
Sales route planning software
CallSmart Web streamlines the route planning process by using advanced algorithms to create efficient daily, weekly or quarterly schedules.
Why CACI?
Smarter territories, better routing
Optimise your field force operations with smarter territory management and streamlined routing. Reduce travel time, maximise coverage and spend more time with customers than on the road.
Increased sales potential
Boost your bottom line by empowering your field sales team to do more with less. Identify high-value opportunities, enhance productivity and lower operational costs through data-driven insights and actionable strategies.
Expert tools and support
Leverage cutting-edge field force management software combined with expert consultancy. From implementation to optimisation, our team is here to help you succeed.
Did you know?
18%
On average, field sales teams are 80% utilised and 18% imbalanced.
92%
Through optimisation, CACI can achieve up to 92% utilisation, ensuring an even spread of work.
See us in action
Using CACI’s territory & route optimisation tools to expand Allwyn’s field sales team.
Discover how CACI helped Allwyn successfully expand their field sales team and stores CACI’s territory optimisation tool, InSite FieldForce, along with the creation of optimal routing solutions using CACI’s cloud-based route optimisation software, CallSmart Web.
