How TVS increased in sales with 'Connected WorkForce'

TVS Motor Company Limited (TVSM), a leading two-Wheeler and three-Wheeler manufacturing company in India, is one of the flagship companies of TVS Group, with an annual turnover of more than USD 7 billion.

The firm wanted to improve effectiveness apart from efficiency of the executives in order to increase the market share. Since, mobile technology plays an important role in bringing innovation and thereby driving the right decision. Mere exploitation of ‘not in office’ bring marginal productivity improvement, however,  benefits could be multiple if innovations are brought through mobile technology which cannot be performed otherwise sitting in office desk.

Apart from this, automation in the shop floor, control on process parameters driving quality of the products and process through closed loop system and bringing the traceability are major business challenges.

The Challenges

They faced challenges to ensure that all applications are delivered seamlessly in devices in multiple platforms and screen size. Another challenge was that applications need to be delivered on need-to-know basis and security in terms of MDM, encryption in transit and application wrapping are embedded. A major challenge was to induce the 2000 people to make use of it.

The Implementation

Mobile applications were developed and deployed for the entire workforce.  The project aims to empower the sales people with rich data to promote the sales. The secured details were provided on ‘anytime anywhere’ basis in user friendly application that compile data from ERP, Dealer management Systems and other applications, analyzed in organization business intelligence system and served in order to  achieve sales targets.

The interactive system provides retail, stock, credit availability, market share, where customers come from (Google map driven) and where they don’t come from (pin code mapped in Google), agenda for discussion, minutes of the meeting, action points, and key issues for escalation. Dashboards were provided to dealers on their business performance.  Vehicle users are provided with applications which will help them in vehicle maintenance and improve the resale value.

Office automation processes like request creation, and approval have been extended in mobiles to improve the productivity and to eliminate the excuse ‘currently out of office and would have no access to mail or phone’. Also all self-service of general utility information have been extended through mobile. The mobile app is secured with SSL (Secured Socket Layer) Certificate.

Project Head, T.G.Dhandapani

Chief Information Officer, TVS Motor

The Results

Sales increased by 24% and market share by 2.5% points. The effective collaboration amongst employees resulted in business goals alignment and business results are made predictable.  Self-service solutions have improved the decision making process and approval waiting time has been reduced from average 3 days to maximum 4 minutes. Respective stakeholders were informed and got connected simultaneously to manage the critical times.  Hence, average problem solving time has been reduced by 25%.