How Diversey Reduced Distributor Calls by 99 Percent with Real-Time Performance Visibility
The Challenge
Diversey operates a large, multi-tier distributor network where performance tracking and incentive claims were managed through fragmented systems.
Their distributor data was spread across a legacy distributor ERP, SAP, Excel sheets, emails, and manually submitted documents, making secondary sales visibility inconsistent and hard to trust.
Due to the manual-heavy process, Diversey could only evaluate distributor performance annually, leaving no scope for mid-cycle performance improvement.
- The finance team spent 10 days per month manually matching cheque/EFT payments from distributors to invoices in the ERP
- Delayed cash visibility by 3-5 days after end of the month
- Manually matching distributor claims to sales data delayed 10% of incentive claims,
- Incentive income and liabilities were recognised 30-90 days late
- Inaccurate reconciliation between warehouses and third-party locations resulted in 3% inventory variance and low confidence in stock numbers
- Month-end close took 10-15 days due to reliance on spreadsheets
- Management reports had to be revised up to 3 times due to inaccuracies
The Solution
- Bluecopa unified distributor performance and claims automation on a single platform.
- Data from distributor ERPs, SAP, Excel exports, emails, sales logs, inventory updates, and claim documents was ingested through automated pipelines and standardized into a consistent performance framework
- Annual scorecards were replaced with continuously updating distributor scorecards using configurable KPIs and tier-based multipliers
- Distributors received mobile-first access to live scores, raw transaction visibility, and a score simulator to understand how actions impacted performance.
The Outcome
- 99% reduction in distributor support calls
- 400+ distributors onboarded via QR-based access
- 4,000–5,000 claims automated per month
- Ops dependency reduced from 8 people to 2
- Improved distributor trust through transparent scoring
- Shift from annual reviews to continuous performance visibility
The Conclusion
With yearly reconciliation of their performance metrics, the distributors lacked real time feedback. The Commercial finance team at Diversey decided to address this using Bluecopa’s real time observability platform that offered native connectivity with all the sources thus enabling them to make recommendations and improve performance in real-time.
