+45% growth in strategic segments across 320,000 traditional channel stores
We implemented the Perfect Store model for Sigma Alimentos in over 320,000 traditional retail stores in Mexico. The result was a 15% to 26% increase in volume per store, a 45% increase in strategic category segments, and a 70% improvement in the relevance of the recommended assortment by store type.
“…they helped us accelerate the sales and profitability process of our traditional channels in Mexico, defining the image of success in more than 320,000 stores across the country”
Linda Rodríguez Vega
Hispanic Brands Marketing Director at Sigma
Manufacturers typically face similar commercial challenges
The commercial model that worked in the early stages doesn't necessarily work as the company grows.
Distributors that are difficult to control
Lack of real market visibility, unresolved territory conflicts, inconsistent execution at the point of sale, and difficulty in ensuring that the distributor is executing your strategy — not their own.
When a manufacturer cannot see what is really happening at the point of sale, they are making business decisions based on information that does not reflect reality.
Volume growth without profitability growth
The business sells more each year, but profitability doesn't improve proportionally. The cause almost always lies in the distribution model: unprofitable routes whose costs haven't been fully accounted for, commercial terms defined years ago and never reviewed, and a channel mix that no longer reflects where the real opportunity lies.
Excessive dependence on a few key accounts
Over-reliance on a few accounts is the risk that is hardest to recognize when business is going well.
Key accounts accumulate bargaining power year after year, and the manufacturer that does not have a clear JBP and category development strategy systematically loses margin — without there being a visible crisis to declare it.
Lack of consistent execution in the market
Field execution relies too heavily on individual people. When that person changes, or the operation grows faster than the team's capabilities, execution deteriorates without anyone formally acknowledging it.
The problem isn't the team — it's that the structure isn't designed to support consistent execution.
How we help manufacturers structure their commercial growth
Our work with manufacturers typically focuses on four key areas:
02
We evaluate the commercial organization, sales team roles, incentives and management processes to ensure the structure can support business growth. This includes commercial structure diagnosis, role and responsibility redesign, commercial process design and performance indicator definition.
Commercial organization assessment and transformation
03
We help manufacturers structure their growth strategy with retail chains through category management and Joint Business Planning. This enables profitable growth with key accounts, joint planning with customers, assortment optimization and improved profitability by category.
Category Management and Joint Business Planning
04
We design a success story for each store type—what it should look like, how it should look, and how it's measured—and we support its implementation in the field. It's not a manual that's simply handed out. It's a model that's integrated into the manufacturer's operations and that the team can maintain indefinitely without relying on TMC.
Perfect Store implementation and in-store execution (POS)
Free resources for manufacturers and distributors
Two tools that TMC makes available to you so that you can move forward with your distribution model.
Is your commercial model generating the results it should?
The first step is a 30-minute conversation. No introductions, no sales agenda. Just a conversation to understand where the bottleneck is in your operation and whether TMC can help you solve it.
We work with consumer goods manufacturers operating in Mexico, Venezuela, Central America, Spain, and the United States. If you manage a manufacturer's sales strategy and the numbers aren't where they should be, this is the right conversation.