CONTENT
"Whaly is the intelligent assistant that allows our teams to focus on their true added value: selling and building partnerships with retailers."
Background: Winning on the shelf in a pressured category
Lactalis Lait operates in a mature French UHT milk market where volumes are declining and regional dynamics vary sharply. With a lean field organization and growing demand for local responsiveness, sustaining performance means focusing teams on the right stores, with the right actions, at the right time.
To sustain performance, Lactalis Lait relies on a powerful field sales organization. Sales Reps are on the front line, responsible for securing availability, growing linear share, and executing commercial agreements across thousands of stores. In that environment, commercial excellence depends on one capability above all: turning complex data into consistent, high-impact action in the field.
The Challenge: Too much information, not enough alignment
Lactalis Lait’s issue was not a lack of data. It was the opposite. Field teams had access to a large and growing volume of resources and information, from market data and routing tools to internal recommendations and store-level indicators. But abundance did not automatically create clarity.
The real challenge was operational effectiveness. Sales reps had to navigate multiple sources, interpret them through their own lens, and decide where to focus first. That created variability in preparation, inconsistency in execution, and a risk that the right actions would not happen in the right stores at the right time. At the same time, both retailers and management expected stronger reporting, clearer ROI, and sharper prioritization.
Lactalis Lait needed to structure decision-making, align headquarters and the field around the same priorities, and ensure that every visit was driven by the best available insight rather than individual interpretation.
The Solution: An activation layer for better decisions
To address this, Lactalis Lait partnered with Whaly to build a centralized activation layer on top of its existing data stack. The ambition was straightforward: give every Sales Rep the right information, at the right moment, for the right store.
The project moved quickly. After a fast industrialization phase, the core model was built in one month and then rolled out at national scale.
Whaly transformed the workflow in two key moments:
By consolidating fragmented KPIs into a simple mobile interface, Whaly standardized preparation, clarified priorities, and helped turn every Sales Rep into a more consistent and credible commercial partner.
The Results: Measurable impact on commercial performance
The partnership between Lactalis Lait and Whaly did more than improve visibility. It delivered measurable business impact across the organization. The link between Whaly usage and sales performance was clear:
Beyond the Dashboard: A new standard for field excellence
For Lactalis Lait, Whaly is not a dashboarding tool. It is an AI copilot built for field sales execution. By consolidating critical signals in one place, Whaly enables reps to prioritize opportunities, organize their week, prepare store visits, generate supporting materials, and enter each conversation with a stronger commercial case.
The value goes beyond visibility. Whaly helps transform raw information into concrete execution levers: recommended actions, visit planning, sales arguments, and operational follow-through. In practice, it gives field teams a smarter way to decide, prepare, and act.
For Lactalis Lait, this means equipping the field with more than insights. It means equipping them with a system that helps convert complexity into commercial action, store by store.
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Whaly has become a real modernization lever for our sales organization. The platform was adopted quickly across the field, including by experienced profiles, because the value was immediately tangible: better preparation, clearer priorities and faster access to actionable insight.