All worked cases
Improve distributor incentives in Kanpur
Kanpur, Uttar Pradesh · Fictional practice case
The decision
A distributor gets bonuses for shipments. It shipped 10,000 packs but retailers sold 7,000. A trial bonus pays ₹2 on verified incremental sell-through above 7,000, capped at 2,000 packs. Contribution before the bonus is ₹7 per extra pack.
How should the brand pay for growth without encouraging excess stock?
Worked solution
Reveal the visual and solution
- Audit beginning inventory, retailer sales and returns. Confirm that the baseline accounts for seasonality and outlet coverage.
- At 1,500 verified extra sales, the bonus costs ₹3,000 and incremental contribution is ₹10,500 before the bonus, or ₹7,500 after.
- Pay on verified sell-through with aged-stock and return guardrails. Compare matched territories to detect forward purchases or falsified sales.