Salesman

Your TSOs and distributor salesmen see their incentive before month end.

FMCG companies pay sales officers, distributor salesmen and merchandisers on secondary sales, focus brands and beat coverage across SFA, DMS and HRMS. Kennect is FMCG sales incentive software that joins that data and applies every scheme. Each payee sees the number while the month can still change.

What a monthly scheme cycle costs today.

An FMCG incentive month runs on secondary sales from distributor systems, coverage from the SFA and headcount from HRMS. Distributors bill outside the DMS, reversals arrive days later, and schemes change mid-quarter. All seven FMCG teams in our recent discovery calls lacked a mid-month view of incentive.

No mid-month view

Calculation starts after distributor data is cleaned and reconciled. By then the month is over, so a salesman cannot see how many more outlets billed would have cleared the coverage gate.

Disputed payouts

Some distributors bill outside the DMS, and invoices reverse up to 72 hours after billing. Each gap or reversal can move a salesman across a slab, and nobody can show which line did it.

Control gap

Distributor salesmen and agency merchandisers often sit on distributor or agency payroll. Their incentive is paid through the distributor or a direct transfer, outside the controls that cover employees.

The payee map

Kennect joins SFA, DMS and HRMS data for each month s hierarchy and pays employees and off-roll salesmen from one plan library.

Plan mechanics

FMCG schemes stack secondary sales, focus brands, beat coverage and contests in one month. These are the mechanics we see across Indian FMCG plans, and how Kennect runs each one.

Sources: Kennect discovery calls with seven Indian FMCG and foods companies; Kennect product documentation.

Distributor scheme payouts now carry a GST question.

Distributor schemes settled by credit note now depend on the recipient. From , Section 34(2) of the CGST Act ties the supplier s tax reduction to the distributor reversing input tax credit. Circular 251/08/2025-GST, dated , treats post-sale discounts to distributors as discounts and not as payment for a separate service. A specific promotional service the distributor performs is taxable on its own. Each scheme payout therefore needs a label: discount, commercial credit note or promotional fee. Kennect keeps the scheme rules, sales data and approver behind every amount it calculates, so finance has the evidence.