How Perfetti Indonesia Tripled Outlet Coverage Across Indonesia with BeatRoute

At a Glance

The Challenge

Perfetti’s sales model is built on broad physical distribution to ensure that its impulse products are always within a consumer’s reach. However, scaling this coverage with limited manpower and geographic complexity posed major challenges.

Key issues:

• Ensuring high outlet coverage without increasing the sales team size
  
• Managing geographically dispersed retail points across 300,000 stores
  
• Maintaining execution quality at each store despite varying infrastructure and connectivity
  

The Solution

Perfetti needed a solution that could optimize sales routes and improve call execution without compromising on coverage efficiency or control.

BeatRoute was introduced through a recommendation from Perfetti’s sister company in India and quickly proved its value in the Indonesian market.

What changed: 

• Route Optimization to optimize store visits, enabling sales reps to cover more outlets per day with less fatigue and increased efficiency
  
• Geo-tagging of all 300,000 outlets to improve targeting, visit planning, and field visibility
  
• Deployment of BeatRoute’s Sales Force Automation (SFA) platform to streamline in-store activities and ensure perfect execution at every touchpoint
  
• Offline-ready SFA capabilities that made the platform reliable even in remote areas with poor internet connectivity
  

The Outcome

After initial success with route optimization, Perfetti expanded BeatRoute’s SFA solution to cover 100% of its sales team in Indonesia, making it a core part of their distribution and execution strategy. Since deploying BeatRoute, Perfetti has seen measurable and strategic improvements:

• Tripled its store coverage within just three years without expanding its field force
  
• Improved route efficiency and store visit planning across 800+ sales reps
  
• Strengthened execution consistency in stores through structured call workflows
  
• Enabled full operational scalability, even in regions with poor connectivity
  

Customer Testimonial

“We needed tools that would help our salespeople cover more stores efficiently. With BeatRoute’s routing and SFA solutions, we managed to triple our coverage in three years. The tools are robust, even in remote areas with poor connectivity. It’s been a great experience working with the BeatRoute team.”

— Sutrisna Tan, GT Sales Director, Perfetti Van Melle Indonesia