In the second part of our series on distribution metrics, we’ll explore three additional measures that focus on sales performance, fleet capacity, and customer satisfaction. These metrics of Sales per Route, Fleet Capacity Utilization, and On-Time Delivery Rate, are essential for ensuring your distribution operations are not only efficient but also effective in driving revenue and maintaining customer trust.
1. Sales per Route
Sales per Route = Total Net Route Delivery Sales / Total Number of Routes
- Total Net Route Delivery Sales: Total sales generated through conventional route delivery during the period.
- Total Number of Routes: Total number of routes operated during the period.
Why It Matters:
This metric provides insight into the effectiveness of your delivery routes in generating sales. A higher Sales per Route indicates better performance, while a lower value may suggest inefficiencies in route planning, customer targeting, or sales execution.
Action Plan:
- Monitor: Track Sales per Route weekly or monthly using sales and route management software. Compare performance across different routes to identify high-performing and underperforming routes.
- Respond:
- Optimize route planning to focus on high-sales-potential areas.
- Train sales teams to upsell and cross-sell during deliveries.
- Adjust product mix and inventory levels based on customer demand and sales trends.
2. Fleet Capacity Utilization
Definition:
Fleet Capacity Utilization measures the percentage of your fleet’s total capacity that is being used to deliver products. It’s calculated as:
- Actual Cases Delivered: Total cases delivered during the period.
- Theoretical Fleet Capacity: Maximum number of cases your fleet can deliver, based on vehicle capacity, route type, and product mix.
Why It Matters:
This metric provides insight into how effectively your fleet’s capacity is being utilized. A high Fleet Capacity Utilization indicates efficient use of resources, while a low value may suggest inefficiencies in routing, vehicle allocation, or product mix.
Action Plan:
- Monitor: Track Fleet Capacity Utilization weekly or monthly using fleet management software. Compare actual cases delivered to theoretical capacity to identify gaps.
- Respond:
- Optimize product mix and packaging to maximize vehicle capacity.
- Reallocate vehicles to high-demand routes and consider outsourcing low-utilization routes to third-party carriers.
- Implement dynamic routing software to adjust schedules based on real-time demand and capacity constraints.
3. On-Time Delivery Rate
Definition:
The On-Time Delivery Rate measures the percentage of deliveries made within the promised timeframe. It’s calculated as:
- Number of On-Time Deliveries: Deliveries completed within the agreed-upon delivery window.
- Total Deliveries: Total number of deliveries attempted during the period.
Why It Matters:
This metric is a key indicator of customer satisfaction and operational efficiency. A high on-time delivery rate ensures customer trust and loyalty, while a low rate may lead to dissatisfaction and lost business.
Action Plan:
- Monitor: Track delivery times using GPS and route optimization software. Compare actual delivery times against promised windows.
- Respond: Identify bottlenecks in the delivery process (e.g., loading delays, traffic, or inefficient routes) and address them proactively. Implement real-time tracking and communication tools to keep customers informed of delivery status.
Summary
By monitoring these three key metrics of Sales per Route, Fleet Capacity Utilization, and On-Time Delivery Rate, you can ensure your distribution operations are not only efficient but also aligned with customer expectations and revenue goals.
Ready to take your distribution operations to the next level? Contact us today to learn how Areté, Inc. can help you achieve supply chain excellence.
