Leading FMCG Company: Sales Force Automation
Description of Process:
The sales and distribution process for leading FMCG company is outsourced to independently run private companies who use their own trucks to drive around the town and sell directly to retail shops. At the start of the day, the van driver fills out a form with the SKU listings of all items being taken out in the field. At the end of the day, the company manager fills out a closing sheet and consolidates the “empties” that were brought back and tally them with the total sale of the day. The main objective is that the “empties” must match the total sale of the day.
Once the item is sold to the retailer, the salesman creates a 3 copy receipt where, 1 copy is given to the retailer, 1 copy is retained by the distributor and 1 copy is given to Coke.
After collecting the total receipts of the day, a data entry team of the copmany begins to enter the figures into their own software. Once all the data is entered, users can generate reports after 3 days.
Challenges:
The distributors have to tally the receipts with the empties that have been returned at the end of the day. This is time consuming and may encounter human error
Company has ZERO visibility on the on-field sales process and any figures to report takes 3 days to display on the system
Generation of receipts is not accurate. The salesman might sometimes create a consolidated list hence creating discrepancies in vital business data
Solution:
Using TRIDENT, bSmart developed a client application for the blackberry to help the on-field distributors send back real time sales data. The application helps the salesman to generate electronic receipts directly on the blackberry while it also transmits that data back to the headquarters as and when the sale is recorded. The application maps the name of the distributors and can be updated at the source which will reflect on the application. Using this interface, the agent can generate multiple entries before creating a final invoice. The Add option allows them to add multiple items. Once the items are added, the agent can then proceed to the Invoice Generation option and can also print the receipt on the spot using a blue tooth laser printer.