Proposal to Reduce Unclosed Sales in an FMCG SME Using Last-Mile Management, 5S, and ABC

Abstract

This article highlights the use of the ABC methodology to improve product placement in warehouses and enhance the picking process. It also proposes last-mile management to reduce the number of incidents caused by poor coordination with customers during the distribution phase. This research involves the design, implementation, and evaluation of these tools to reduce unclosed sales in a wholesale SME located in Puno, Peru. After a validation period, the model showed that picking errors decreased by 39.8%, and the number of orders delivered on the promised date increased by 30.8% compared to May 2024. The model demonstrates that the simultaneous management of different logistics stages can significantly impact commercial results. However, the model is applicable only to companies whose distribution process is controlled through a Transport Management System (TMS), and where dispatch statuses can be updated via order tracking software.