8 KPIs to improve van sales performance

In a competitive market such as the FMCG industry, every supplier needs to stay ahead of the competition. Not only that, but in today’s globalized world, businesses need to stay ahead of the game by adopting cutting edge technology to streamline processes. That’s why optimizing the van sales process has never been more imperative – especially main functions such as delivery, invoicing and administration. With Orbis DSD you can keep track of all essential functions simultaneously by setting KPIs to help you gauge the success and improve on your delivery team’s sales performance. Such KPIs should include:

Actual vs Target van sales

Perhaps the most essential piece of data is the number of units sold when compared to the target number of sales set by management. This information needs to be available to drivers and back office staff so that both teams can track the progress of the company’s sales performance.

On-road vs off-road sales

This involves planned and unplanned sales which as FMCG operators know, is quite common during day-to-day delivery of products. By keeping track of this particular indicator, management can learn which stores or potential customers are requesting goods on a more frequent basis. Following this metric could result in new leads, new sources of revenue, and can act as a way to gauge a driver’s business development efforts.

Back orders

Pre-orders are an important metric to keep an eye on. This is because suppliers need to ensure that they have enough stock on hand to fulfil all orders for the coming periods. Back orders happening instantly when delivering new stock is almost the norm when a customer store is loyal to the supplier. For this reason, and for fulfilling unplanned on-the-spot orders, management are to make sure that enough stock is being kept on-hand to fulfil all orders.

Route tracking

Managers can track drivers’ location via GPS. This enables them to know whether route variances are being recorded, the amount of time spent at a particular customer and whether schedules are being adhered to. By having time stamping as well, any deviations from the planned schedule can be explained.

Tracking of returned goods

While on location, drivers usually have some goods returned to them by customers. This happens for a variety of reasons, but one needs to ensure that no abuse of the return policy is happening. By tracking this KPI, managers can ensure that the number of returned goods makes sense and that it remains consistent to what is normally registered. If a spike is recorded this could mean abuse on the part of the customer or an issue related to packaging, production, or delivery.

Payment collections

This KPI is perhaps one of the most important. Keeping track of the different methods of payment can give managers a good view of what methods are mostly being used by customers. With this information they can, for example, devise promotions or discounts whenever a customer pays cash. By monitoring such KPI, management can also ensure that no driver handles excessive amounts of cash while confirming that every payment is collected, and nothing is unaccounted for at the end of the day.

Inventory tracking

Drivers and managers should have clear visibility into the inventory being driven around in vans. By doing this, all inventory will be accounted for at the end of day and any unsold or returned stock is tracked.

Track van costs

Mileage, time driven, and fuel consumption are all statistics that management can use to calculate ROI. Driver policy adherence can be monitored via this KPI as well as the organization’s variable costs related to delivery activities.

Direct Store Delivery at its best

Control your entire wholesale distribution and financial operations with Orbis DSD Route Accounting & Planning built natively for Acumatica Cloud ERP. Get in touch today for a free, no obligation demo of Orbis. Visit https://www.orbiserp.com/ for more information.


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