Forum

Sales & Distribution Product Suite

Stock and sales visibility at secondary level

Manual distributor order, claims and other communication processes

Poor salesman productivity – No tracking of planned calls, actual calls, productive calls

No control over distributor operations, Inability to establish stock norms & auto reorder levels

Retail universe visibility

Non uniform master data management

Stock outs and inventory build up in supply chain

Delayed MIS, Granular data not available for efficient decision making

Sales & Distributor Challenges

Factory Depot C&F Retailer Distributor

ERP

HO - Sales - Marketing - Demand Planning - Logistics .

• Disparate systems • Non uniform processes

Branch Off

Using excel sheets & phone calls

Salesman

Manual beat planning and data capture

Landscape before Forum

Issues • Poor secondary sales data reliability • Manual tracking and paper based process

which are error prone • Longer sales cycle; higher lead times • Inefficient field operations

• No control on extra enterprise operations • De-centralized master information • Posting market information causes delay due to

logistical practical difficulties • Less productivity and more data entry

Factory Depot C&F Retailer Distributor

ERP

HO - Sales - Marketing - Demand Planning - Logistics .

Branch Off

Landscape after Forum

Salesman

Sify Forum (DMS + mobility)

Product Value Add Integrate distributor operations with organization’s processes, resulting in a more agile supply chain Provides a medium to communicate with distributor community (for schemes, claims, etc) Integrates the field operations with distributor/company operations to enhance productivity and minimize ‘cost to serve’ Speeds up every stage of the business process, resulting in shortened cycle, Enhance productivity by reducing manual entries

Forum Functional Modules - DMS

Management Console

Organization & Product

Pricing & Taxes

Customer, Channel, Geo

Hierarchy

Journey Planning & mapping

Distributor Operations

Console

Masters

Salesman productivity

Purchase

Stock & Inventory

Sales & Delivery

Financial Accounting

MIS / Analytics / BI

Static

Dynamic OLAP

Dashboards

Hierarchy based drill

down

Integration

Legacy Applications

ERP

Third party Apps

User Management

User Groups

Role mapping

User creation &

modification

Hierarchy definition

based access rights

Requirements v/s Solution Mapping

Distributor / Dealers

• Stock outs and excess stocks

• Delays in Claims Settlement

• Productivity issues due to huge Paperwork

• MIS-Reporting

• Productivity of Sales man

Distributor / Dealers

• Automates workflows for all Business Process

• Faster settlement of claims as Claims Process is Automated

• Less or minimal Paperwork improves the Productivity

• Optimal Inventory

Corporate

• Managing product diversity and volume across vast distribution chains.

• Over stocking or under stocking

• Lack of visibility in the distribution network causing:

• Inaccurate demand or forecasting

• Manual Reports

• Inaccurate analysis on market trends

• No monitoring of slow moving products

• Price Discriminations

• Huge Man power to manage day to day Operations

• Delay in Reporting the Sales volumes to Management

IT

• Lack of ERP Integration results in lot of manual work

• Excel based templates for MIS Reporting

• Inconsistent data

• Data Archival for Data analytics

Corporate

• End to End Automation producing Timely & accurate reporting information

• Stock and Sales visibility in its distribution chain

• Better Distribution Management

• Comprehensive and timely MIS from Distributor

• Continuous Replenishment System

• Improved customer service

• Improved efficiency of Distributor

• Resulting in higher revenues and lower costs

• Tracking the Promotions by company reaching to the beneficiaries

• Eliminate Price Discriminations

• Disciplined process in supply chain

IT

• Integrates with heterogeneous systems

• ERP integration is seamless

• Data Integrity and consistent data from across supply chain

• Ease of Data management

Sify Smart Field Force (SFF) modules

SmartField Force

Inventory Manage-

ment Order Manage-

ment

Market Collectio-

ns

Performa-nce

Tracking

Asset Tracking

Lead Manage-

ment

Location Tracking

Master data management,

Hierarchy mapping

Purchase process

management, Claims

management

Convert order to invoice,

update collections,

returns

MIS - secondary sales and stock, call productivity,

market outstanding, etc

Central portal features Mobile application features

SmartFieldForce – GPS Location Tracker

Forum - Architecture

Case Study - 1 Organization Large FMCG & Tobacco company Objective Distributor Automation for 200 distributor across India

Business Challenges

• Non-uniform processes across the distributor • Longer lead time of information travel from distributor to branch office and branches to HO • No visibility of secondary stock and sales • Existing legacy applications not integrated with ERP leading to manual communication • Integration with larger IT environment covering field sales, merchandising and exchange of

census data with third party systems • Poor sales visibility • Stock outs and inventory build-up across supply chain

Activities • Business Requirement Analysis visits to distributors across the country and collation of these requirements

• Executing customisation to map requirements on to Forum

• Pilot at 50 WDs and review

• Integration with SAP for exchange of MIS and transactions

• Ensure constant support to ensure smooth functioning of all WDs

Benefits to Client

• Ensures that MIS is available from all WDs in uniform format and on time

• Seamless flow of data between the enterprise solutions, third party solutions at one end and WD’s invoicing solution and HH solutions at the other end

• Visibility of sales & stock with management at both HO and BO

• Standardization of best practices

Organization Fortune 500 Oil & Lubricants company Objective Integrated distributor operations, Real time MIS tracking

Business Challenges

• No control on pricing and increasing channel conflict • Manual data collection and collation leading to errors • Significant time taken to communicate changes like product rollouts, new promotions, etc to

market • Difficulty in handling complex schemes • Traceability of stocks at depot and distributor locations • Manual distributor order process, low OTIF (On-time In-full) ratio

Activities • Business Blueprint workshop and process mapping

•Gaps analysis and resolution

• Data integration and deployment of web based solution

• Roll out at large distributors, TTT (Train The trainer) program, Change management process

• Offline billing capability to manage connectivity issues

• Real time data exchange and reporting server update

• Dedicated central server management and auditing

Benefits to Client

• Reduced lead time for information flow

• Fast and accurate decision making

• Optimized Inventory Levels

• Uniformity in Sales and distribution processes across the region

• Visibility of retail universe and customer segmentation

Case Study - 2

Organization Leading Energy drink distributor Objective Order tracking and asset management

Business Challenges

• Delay in order details reaching the factory • Stock tracking was happening in manual mode which was time taking process • Difficulty in Tracking the asset details • Depot stock details are captured in individual depots and collating the details centrally was time consuming process • Current stock in depot and the sales in the retailer • Difficulty in tracking the location of the salesman

Activities SFF Web console : • SFF web console is provided to manage and control master management centrally. • Web console helps in automization of the process of Customer management, Salesman

management, multiple contract manufacturers. • Journey plan handling, tracking the location of the Sales person, viewing the asset details

including the location. SFF Mobile console : • Mobile client is provided to manage the order tracking, Collection, Asset details tracking,

location tracking, Sales person location tracking. • SFF will download the stock details for the retailers and will be used to create orders and do the

collection, capturing asset facing details image capturing, operation in offline mode. Once the mobile data is synced to the server, the sales details will be reflected in reports.

• Location of the order/collection/asset details taken will be captured and will be plotted on the Google map on the web console.

Benefits to Client

Depot Stock and sales Maintaining became easy and tracking Of the Asset including the location of the asset was Possible. Tracking of the route travelled by Sales man for each order was possible.

Case Study - 3

FMCG Oil & Gas Food and Beverages

Stationary Manufacturing

Customers

ITC foods

DMS Deployments

• 1500 Distributors ITC

• 640 Distributors GSK

• 280 Distributors IOCL

• 400 Distributors BPCL

• 430 Distributors Perfetti

• 300 Distributors ITC ESPB

• 140 Distributors TGBL

• 380 Distributors

Kellogg’s

• 60 Distributors

Good Year

• 150 Distributors

FieldFresh

• 120 Distributors Narang

DMS Deployment Locations

Execution Lifecycle

Business Process

Mapping Gap Analysis Requirements Design

Development Testing UAT Pilot

Rollout Support and Sustenance

Thank you for your time !!