Inventory Management for FMCG: What Field Teams Need
Inventory visibility is a field-sales performance lever, not just a warehouse metric. When reps operate with stale stock data, route efficiency drops and account trust erodes quickly.
Core Workflow
Align warehouse data freshness, rep planning, and reorder triggers.
- Sync available-to-sell inventory frequently.
- Surface SKU risk before route scheduling.
- Use stock signals to prioritize outlet coverage.
- Close loop between sales, warehouse, and distributor teams.
Tooling Requirements
- Reliable stock sync
- Account-level availability insights
- Exception alerts for low stock
Field + Inventory Coordination Playbook
Daily
- Reps review priority SKU availability before first visit.
- Managers monitor stockout exceptions by territory.
Weekly
- Review repeated OOS outlets and root causes.
- Adjust reorder and service rules by outlet class.
Monthly
- Compare stock policies against conversion and retention outcomes.
- Fix slow-moving vs fast-moving SKU imbalance by region.
KPI Set
| KPI | Why it matters |
|---|---|
| Stockout frequency by top SKU | Protects high-value shelf presence |
| Replenishment lead time | Drives route and promise accuracy |
| Fill rate by account segment | Reveals service inequality |
| Lost sales due to OOS | Quantifies commercial impact |
Related Reading
FAQ
Disclosure
This site is created and maintained by the team at Lemmonade, an FMCG field sales CRM. We believe in transparency: when we recommend Lemmonade, we explain why. When another tool is better for a specific use case, we say that too.
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