Girnar Beverages & Foods is a known name in the tea and coffee manufacturing and exporting industry which has its head-office based in Mumbai. The company has a secondary sales team that operates in various locations in and around the city. Tracking the activities of the sales team on a daily basis was a major problem for the company. The company soon realized the importance to automate their sales-force with a solution that can track the daily sales team productivity. Automating the sales-force would also mean that a sales-personnel would not have to travel to office for daily reporting thus saving on travel time and costs. For doing so the company deployed Secondary Sales Solution from AccelTree.
The Implemented solution
Generally an enterprise project for mobilizing workforce incorporates equipping the involved personnel with laptops with wireless connectivity or expensive smartphones like Blackberry devices. Girnar Beverages mobilized their sales team at a very optimum cost by using low-cost Java-enabled mobile phones, mostly Nokia 6030. The sales personnel of Girnar use phone to collect the stock to be ordered by their retailers through the J2ME application and upload that data to the central servers through GPRS connectivity. The J2ME application for the mobile devices and the server side application is developed by AccelTree. This system supports the distribution hierarchy of salesman, route and dealer and allows capture of sales orders in real-time. It allows promotion of various sales schemes.
|On benefits of Secondary Sales Solution|
'Deploying this mobile application solution has not only enabled our sales-team to record in real time the stock to be ordered, but has also enabled them to feed-in the reasons why any particular retailer is not availing our products. The supervisor within no time obtains these reports and visits these retailers the very next day to resolve the issues. This has improved our productivity by helping us identify the problem areas immediately and resolve them swiftly and effectively. With this solution, we now have a greater ability to monitor our sales team and supervisors. Earlier the salespersons were working on their own design, now they are following the foot-route specified by us.'
Vijay Parekh, Girnar Beverages and Foods
The mobile interface allows the salesperson to view his day's itinerary when he logs into the system through his mobile application, instead of traveling to office for knowing his route details. It gives him the lists of dealers that he needs to visit on that day so that he can ensure that he has visited all of them and not missed out any. The salesperson then uses the mobile application to record the stock to be ordered from the dealers. Thus saving him time & travel to record the data on paper and consolidate reports by travelling back to office at the end of day. The Web interface allows him to map routes and dealers to the salespersons, so that only the relevant routes are visible on the users phone.
Apart from saving on paper work and reducing lead times of capturing an order, Girnar Beverages is able to have all the secondary sales figures on real-time basis which allows the decision-makers to track the sales productivity, scheme efficacy and sales improvement. Whereas salespersons save on traveling long distances to commute to office after following up with dealers, as manual stock updating has been replaced by mobile data entry. Girnar has been able to gain 5% in sales and productivity post implementation of this solution.