In 2003 United Biscuits identified it was losing distribution and sales through the traditional independent and symbol retail channel, and so employed FDS to rectify. We despatched a 40-strong field team – who’s objective over the last three years has been to increase distribution and display of the core snack and biscuit ranges, whilst at the same time educating the retailers to become self sufficient.

Stock sold from the car, orders placed at shop level and transfer orders were all part of the mechanic to drive this success. POS, display equipment and a FDS-devised Retailer Incentive Scheme were also used to maintain the distribution the team have gained.

All KPIs have been matched or beaten, with new distribution points gained, on average, every second visit.