Electronic
Distributors
Channel
Management
The electronic collection of Sell-
Out Data from the distributors &
special partners network
Automated Sell-Out Data collection
Connections without limits
Valid, accurate, real-time data
Daily ready statistical reports of Sell-Out Data
1
The solutions e-Distributors
Channel Management take over the
daily and automated electronic
collection of Sell-Out Data from
the distributors – wholesalers &
special partners network, offering
complete and reliable overview of
the company’s sales across the
supply chain.
Results
Faster & more complete sales overview & cash flow estimation
Rich statistical sales reports through the B.I. Portal
Easy performance analysis & credit notes issuance
Comparative overview on the distributors’ efficiency
Optimization of marketing campaigns /geographical area
Productivity increase
Free infrastructure for the implementation of Electronic Invoicing & EDI
What is e- Distributors
Channel Management?
2
Delay in the Sell-Out Data
collection from all the points
of sales of the network
Delay in the closing of month
Correction of errors due to
manual data entry
High operational costs
Lack of timely stock planning
(especially for seasonal
products)
Why is it necessary?
The collection of Sell-Out Data
from every point of the sales
network is traditionally a
“headache” for every commercial
division that understands the
necessity of such knowledge, for
the optimum monitoring of the
products’ value chain and the
acquisition of competitive
advantage.
While in theory the collection of
Sell-Out Data should be
immediate and accurate, in
practice the restrictions of
geographical distance,
technological infrastructure, or
even each distributor ’s availability,
make this operation difficult, the
results doubtful and the cost
particularly high.
3Current procedures ofSell-Out Data collection
Lack of authenticity & data quality
Delayed data reception
Expandability problems
Lose-Lose: Delayed data – High operational cost
Automated data entry in a common system
Reassurance of authenticity & data quality
Real time data entry
Maintenance cost
Win?-Lose: Quality data but High operational cost
Automated data exchange
Reassurance of authenticity & data quality
Data entry at the end of the day
Maintenance cost
Win?-Lose: Quality data but Medium operational cost
Automated data collection
Reassurance of authenticity & data quality
Daily data exchange
Possible expandability issues to other services
Win?-Lose: High quality but with maintenance cost
As the number of the distributors in the network
increases, the need for multiple communications is also
increased, which leads to delayed financial agreements
due to the necessary communication time between
them to solve invoicing issues, therefore putting a strain
in the business relationships for both sides.
Increased (counter)checks of the documents exchanged
through triangular sales
Re-sending of lost files/documents
Lack of control in xVan sales
Lack of direct access to accurate data
Delay in the completion of the payment cycle
Lack of cash-flow planning
Delay in deliveries
Lack of stock planning
Difficulty in the commercial relationships
4Effects & consequences
The e-DCM (Εlectronic Distributors Channel
Management) service is based on the flexibility of SaaS
which, apart from the extraction of Sell-Out Data directly
from the distributors ERP, supports the xVan sales for
the respective data updates between the operation
systems of the distributor – supplier, offering daily &
accurate visibility in the indirect sales network as well as
timely Time to Market
5Modernization of the procedure
through the e-DCM solution
How does e-Distributors
Channel Management work
…for the supplier …for the distribution network
Benefits in 4 dimensions
…for the consumer…for the provider
thanks to the easy expandability
to e-Invoicing, EDI & Collaborative
Replenishment (CRP/VMI)
(sending of the
customer’s transaction history,
orders etc.)
with
targeted product mix according to
his needs
that optimize the
whole supply chain
based on
geo-maps for targeted offers
of the solution
regardless of the existing
information systems
regarding the
final sales point
agreements
of operational costs and
mistakes
orders forecast
of sell-out
data securely, with transparency,
confidentiality and reliability
daily with real
time data
–
immediate accounts reconciliation
of the network
performance and xVan sales
of marketing
activities per geographical area
of Rebates
6
7Example of commercial cycle &
interconnection
The provider collects & sends to the
supplier all the distributor’s
documents in a secure & encrypted
way, through a simple installation at
the printing point
The provider approves & points
out the SKUs that will be
communicated to the supplier and
refer exclusively to his own product
portfolio
The distributor receives his own
unique login codes for safe
access in the provider’s platform
Through the e-DCM service there
is daily & automated collection of
Sell-Out data directly from the
distributor’s database
The BI tool is updated for full
visibility of data and sales
statistics exclusively between
supplier & distributor
8What is the benefit in the cooperation
between supplier & distributors
Build stronger and more stable partnerships by leveraging
a wealth of reference data (without Capex cost or
infrastructure limitations)
Infrastructure for 100% safe data transfer that can be used
in multiple ways, such as electronic sending of orders &
invoices with direct synergies & zero cost of additional
implementation, legally & securely
Access to rich statistical analysis through the advanced
platform of the BI portal any time and from any device
(mobile, desktop devices) with common visibility between
supplier & distributor
9 Why outsourcing?
The providers of e-DCM SaaS
solutions expand continuously the
communication and data
“extraction” technologies,
therefore the automated data
collection can be easily
implemented, while it would be
extremely costly for a company to
implement such an operation
safely, by its own resources.
Most of all, however, they offer the
chance of making the most of
critical Sell-Out Data, which can
be accessed daily, accurately,
without the risk of alteration by
human intervention, therefore
supporting all necessary
information and decision making.
Decrease of cost
Increase of efficiency
Guaranteed availability of
specialized personnel
Security of data
Better risk management
Easy expansion
Focus on core business
processes
10Which provider?
ACCREDITATIONSThe provider has accreditations that guarantee the quality of procedures
SECURITY & TRUSTWORTHINESSThe provider ensures trustworthiness in the data management & storage
and complies to the General Regulation of Data Protection (GDPR)
KNOW-HOWThe provider has the necessary knowledge & experience, as well as the
necessary technical – technological infrastructures
EXPANDABILITYThe technology infrastructures of the provider are flexible and expandable, so
to cover mid-long term needs
INTEROPERABILITYThe provider has the ability of quick adaptability in the procedures and the
various formats of the existing information systems
CLIENT BASEControl of the number of clients and market sectors that served by the
provider’s connection hub
SOLUTIONS PORTFOLIOThe provider has a big range of added value solutions and services
SUPPORT LINEThe provider ensures the availability of specialized & experienced personnel
for on the spot or remote support
Electronic
Distributors
Channel
Management
Do you want to learn more?
Telephone: +30 211 106 3800
Email: [email protected]
