Project Info

Our client, A leader in the cooking oil segment, enjoying formidable market share in the segment as well as leading in brand visibility and sales turnover.
  • Client : James Moran
  • Category : Learning Management, Logistics & Mobility
  • Date : 22 October 19
  • Website : IT-Tech.com
  • Location : New York

Project Info

Background

Our client, A leader in the cooking oil segment, enjoying formidable market share in the segment as well as leading in brand visibility and sales turnover. They also have major interests in other verticals such as food & beverage, cleaning detergents etc. The client has a field sales team of around 20 direct sales reps and around 20 channel sales representatives. The client manages 50+ distributors and close to a dozen plus C&F agents.

Challenges

The client has a strong reach in the segment it represents. However, managing the team and consolidating sales data was becoming increasingly difficult due to a large and complex sales network. Manual data consolidation was time-consuming and error-prone. At the same time, client was also looking at ways to enhance productivity of the sales reps and maintain market share through innovative use of technology. A Sales Force Automation tool (SFA) was on top of their priorities. They evaluated several products and choose our field sales application as the preferred solution.

Solution

Our application was rolled out for tracking secondary sales data and included sales order, inventory updates, merchandising and asset tracking. One of the major requirements of the client was to track shelf space and aging levels of the product in the counter. Our solution perfectly met this requirement easily. Connected to the office (back-end) application, the distributor and HO team had real-time visibility to market data, enabling them to have better invoicing and product shipments. Distribution team also gets consolidated updates on sales transactions, leading to quicker and easier process execution.

Benefits

  1. Some of the direct benefits experienced by the client include:
  • 19% increase in daily sales call and retail outlet coverage in the first 3 months of deployment.
  • Enhanced visibility and ease in sales route planning and optimization
  • 42% improvement in data accuracy and fulfillment levels
  • 30% improvement in quantitative/qualitative decision making due to real-time market data availability
  1. Better compliance and structured operational execution

 

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