Driving Incremental Revenue for a Dental Distribution Company Using Data-Led Sales Strategy

Introduction

The client is a leading dental distribution company in Kerala with 2,000+ customers and 3,500+ SKUs, serving dental clinics, hospitals, colleges, and labs. Despite its scale, the company followed a uniform sales approach, treating all customers similarly and relying largely on anecdotal intelligence for sales planning. While transactional data existed across systems, it was not being used to drive targeted revenue growth.

Challenge

The leadership team lacked clear visibility into customer engagement, cross-sell potential, and early churn signals. Analysing scattered data, reasoning through buying patterns, and identifying actions required hours of manual effort every week, creating significant mental fatigue for senior leaders. As a result, sales planning was reactive and many revenue opportunities were missed.

Nudje Intervention

Nudje segmented customers into Active, Inactive, and Churn-risk cohorts and tracked buying behavior across six revenue metrics, including AOV, order frequency, recency, and product penetration. Using machine learning, Nudje identified peer buying patterns across customer types, uncovering cross-sell opportunities for 3 products bought by 74% of dental colleges but missing in 9 similar colleges, along with upsell opportunities for high-value products among dental hospitals. Nudje also flagged 2 premium customers showing early disengagement, reducing analysis and reasoning time from hours to seconds

Outcome

Nudje helped the company unlock an estimated ₹2.3 lakhs of incremental monthly revenue through targeted cross-selling, upselling, and churn prevention. The client adopted a structured, segment-based sales strategy, enabling more realistic monthly planning and clearer communication across teams. By eliminating hours of analysis and mental fatigue, Nudje freed leadership to focus on decisions that directly impact revenue, margin, and cash flow.