Build high-velocity pipelines & dealer distribution networks.
We help Pakistani brands, producers, and importers build disciplined B2B sales pipelines, structure profitable distributor margins, and control credit risk.
THE COMMERCIAL TRAP
Why growing brands fail in trade channels and get strangled by credit.
01 / RUNAWAY MARKET CREDIT
The "Udhaar" Cash Death Spiral
Unstructured distributors push for open credit. When payments stretch from 30 days to 120 days, the brand runs out of working capital to purchase raw materials despite high apparent sales.
02 / DISCONNECTED DISTRIBUTORS
Order-Takers, Not Sellers
Distributors expect the manufacturer to create all consumer demand. Without clear secondary sales targets, stock sits stagnant in regional warehouses and expires on the floor.
03 / CHAOTIC SALES TEAMS
Missing Account Governance
Field sales representatives operate without daily visit plans, customer visit tracking, or structured commission plans, leading to high rep turnover and lost corporate accounts.
WHAT WE DELIVER
Four Commercial Sales Modules for Predictable Revenue.
MODULE 8.1
Route-to-Market (RTM) & Margin Structuring
Objectives
Design a transparent pricing ladder that satisfies trade margins across distributors, wholesalers, and retailers while preserving company profit.
Transform sales reps into disciplined performers motivated by clear targets, productive routes, and transparent commissions.
Scope Activities
Permanent Journey Plans (PJPs): beat planning for maximum daily outlet visits
KPI scorecard (strike rate, effective coverage, average drop size, recovery %)
Commission & performance incentive structure aligned with actual cash collections
Daily morning briefing protocols and evening stock/cash reconciliation routines
Key Deliverable
Sales Team KPI Framework & Collection-Linked Incentive Calculator.
TYPICAL ENGAGEMENT SCENARIO
Scaling an Industrial Chemical Manufacturer from Sindh to Punjab
A Karachi-based manufacturer of specialized industrial lubricants had saturated local industrial clients and attempted to enter Lahore through independent brokers, losing over PKR 3.5M in unpaid consignments.
SourceIt re-architected their commercial strategy: established strict credit limits backed by verified bank guarantees, recruited 3 authorized regional stockists in Lahore, Gujranwala, and Faisalabad with exclusive territory contracts, and trained two company technical sales reps to co-visit end-user factories. Within 90 days, Punjab shipments grew to PKR 8.2M/month with 100% on-time payment collection.
COMMON QUESTIONS
Frequently Asked Questions
Can you help us recruit distributors across Pakistan?
Yes. We screen regional distributors across major cities, assess their warehouse capacity, delivery vehicle fleet, financial standing, and current non-competing brand portfolio before making introductions.
How do we stop distributors from selling outside their agreed territories?
Our distributor agreements include explicit territory poaching penalty clauses, batch-code tracking, and quarterly performance rebates that are forfeited if cross-territory dumping occurs.
How do you protect against bad debts in wholesale markets?
We tie field sales commissions to realized cash deposits rather than invoiced dispatches, establish strict 14-day credit review windows, and mandate pre-vetted bank instruments for credit orders.
CONSULTANCY