Kansai Nerolac Paints : Sales Force Automation

At KNPL there is an existing system comprising of enterprise wide

applications like ERP Solutions such as SAP R/3, SCM Solutions and SAP APO to

integrate the entire supply chain within the organization. These solutions

automate processes from demand forecasting to demand fulfillment.

However, there was no automation in processes that exists before demand

forecasting and after demand fulfillment carried out by the sales team. Before

this project, there was no standardization of processes carried out by sales

teams and most of the information exchange was manual.

To enhance efficiency of sales teams, a web based portal was built and

individual logins were provided to members of sales teams. This web portal

provided all the necessary information of the customer, plus the sales team

members were able to submit their reports online. Moreover, the sales team was

able to harness real time information like company circulars, making the

complete sales process almost paperless. Other than the sales portal, the web

portal for dealers was also built to streamline process like stock availability,

details of payment, etc involving dealers. A key challenge in this project was

training sales teams and dealers who are usually not so tech savvy and reluctant

to change. To increase the life span of this project, in future, it would

provide information on a mobile phone.