PMU empowers its salespeople with the best possible insights to successfully carry out their sales strategy
#1 horse racing betting operator in Europe, PMU manages a network of 13,800 partner points of sale on a daily basis: a major challenge for the sales team.
For this matter, the Sales Performance Management team has implemented a Location Intelligence solution based on Galigeo embedded within Qlik Sense, to enable field teams to have all the right insights at hand in order to successfully carry out their commercial strategy.
Monitoring points of sale activity
To enable PMU salespeople on the field to best support their partner points of sale (coffee shop, brasserie, etc.), PMU has made available pre-calculated KPIs in Qlik Sense reports, displayed on Galigeo maps.
This allows them to visualize at a glance the performance of each point of sale, to compare it to the sales targets, to understand the local context and thus to analyze in a few clicks the possible levers of action.
Managing openings and replacements of points of sale
With Galigeo, salespeople can easily visualize points of sale about to leave the PMU network (closure, etc.), and how this will impact their performance for a given territory. They can also access all available prospects in the same area, estimate their potential and thus efficiently define the best partners to recruit.
Leading the network through events and new product launches
Thanks to the Location Intelligence analsis made with Galigeo solution, PMU sales teams can target the areas of conquest to be prioritized during a particular event or the launch of a new product.
They thus access various insights at different levels (department, sales sector, municipality, etc.) allowing them to know where potential customers are located and which points of sale to work on as a priority to achieve their sales quota.
Adjusting dynamically sales territories
With Galigeo, sales directors and managers have access to a powerful Sales Sectorization tool, allowing them to dynamically define and balance sales territories according to their own criteria.
Everything is connected to Galigeo for Qlik Sense and perfectly integrated into PMU IT System, thus avoiding any duplication of information and loss of synchronicity.
PMU in figures
Learn more about PMU
1 100
Collaborators at headquarters and on the field
827 M€
Overall contribution to the horse racing industry each year
60 000
Direct and indirect jobs in the horse racing industry
13 800
Partner points of sale