Automation Solutions for Complex Distribution Networks » Data Tracking System » Sales Force Automation

May 2014

CISLINK company

• 10 years in IT market • 50 experts in Moscow

• Certified Partner: Microsoft, GS1 Rus, ECR Rus

• Market leader in Russia across all services:

• №1 in distribution networks data management • №1 in electronic auctions in FMCG • Top-3 in electronic data interchange

• More than 9000 customers in Russia, Ukraine,

Belarus, Kazakhstan, Mongolia, Azerbaijan and Kyrgyzstan

• Deep expertise in FMCG, perfumes, consumer

electronics, HoReCa, logistics, automotive industry, etc.

• Majority owned by private equity fund

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• Data Tracking System (DTS) allows producers and wholesalers to track sales, stocks and other data in their distribution network. More than 1000 distributors across Russia send daily data to more than 20 manufacturers

• Sales Force Automation (SFA) «OMOBUS» is designed for companies producing, distributing and directly delivering of any goods, aimed for increasing the number of orders collected and expediting their processing

• Electronic Tenders are routinely used by more than 40 retail chains and multiple producers to organize online auctions among some 7000 suppliers to get best price and terms in buying goods and services

• Electronic Data Interchange (EDI) replaces hard copy documents and their physical/manual delivery, processing and storage with electronic ones for more than 20 retail chains and around 3000 of their suppliers

• Legally Valid Documents, incl. invoices and other official and non-standardized accounting documents, being entirely in electronic form are created with digital signature and recognized by Russian Tax Authority

Products of CISLINK

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CISLINK clients in DTS and SFA

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Data Tracking System – Sell In/Out

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Essence of Data Tracking Service

CISLINK Data Tracking Service allows the manufacturer or

wholesaler with multiple distributors to collect from them detailed reports and to consolidate data at the central office for analysis on daily basis

The service consists of the following modules:

• Collection of data from the distributors • Providing data to the central office of the

manufacturer / wholesaler • Administration,

synchronizing directories / classifiers, and viewing the reports

• Data warehouse

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BENEFITS FOR MANUFACTURER • Increase Sales by Operative

replenishment of “coming to an end” stock • Avoid «Out-of-stock» situations • Automation of replenishment process • Plan promo-actions on the basis of

product movements • Improved Forecast Sales • Control of Financial condition • All distributor reports in unique formats • More time for sales to concentrate on

their direct duties.

ADVANTAGES FOR DISTRIBUTOR • Easy installation • Free Help Desk for technical support • Secured access to local Data Base • No human recourses involved in regular reports • The Data Tracking System is compatible with

any Accounting System • The full control over the transmitted data, its

content and format.

Distributors

Manufacturer

Advantages of Data Tracing Service

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• Distributors’ and sub-distributors’ reports collection is fully automated

• Data is collected daily in coded form (https) • Coinciding distributor’s and manufacturer’s SKU catalogues as

"many to many": work with mixed (combined) goods

Benefits for manufacturer / wholesaler

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• Data is consolidated in the central office of manufacturer / wholesaler (information on the stock dynamics and distributors’ clients accounts receivable)

• Adaptive web-interface (catalogs / classifiers, reports) • Centralized management of user access to the portal • The system of data monitoring can automatically check the data and

notify relevant persons in case of deviation of certain numbers from their target levels

Benefits for manufacturer / wholesaler

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Producer can choose type of analysis of data, received from Distributor: • Reports at CISLINK web-site • Import of data into analytical system of Manufacturer Original data from Distributor may come from any system: SAP, 1C, SUN, Sherloke, Scala, JD Edwards… Data collected and converted by CISLINK may flow into any Producer’s informational or analytical system: SAP, Cognos, QlikView, Oracle, EWR Distributor reports can be available in any format: Report can be send by e-mail or saved from web-site (HTML, MS Excel, Text, XML) Collection of data from Distributor: • Fully automated • With required frequency (each day/week) • In standard format • From Distributor/sub-Distributor

Analysis of data

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ERP

BI

manufacturer / wholesaler

distributor CISLINK

mapping

converting

Presentation of data on CISLINK portal

verification

ERP

Architecture of Data Tracking Service

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Sales Force Automation (SFA) - OMOBUS

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OMOBUS

Application: OMOBUS can be used to automate the activities of sales managers, directly

contacting with clients and/or receiving orders for products or their returns Relevance to employees: With a help of small device (e.g. simple smart phone), employees can always

have all necessary information at hand, such as customer profile, product or service features, actual pricing, stock availability and create documents and orders on spot

Relevance to the company: The increase in sales (more time to visit clients and larger hit ratio), reduced

operating costs, elimination of errors from manual processing of documents, improving the speed and quality of customer service, increase prestige of the company

Flexibility: Possible adaptation of the system to the customer's business processes. No

restrictions to integration with company’s ERP system

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Benefits For employees: 1. quick access to information about products, prices,

stocks, history of relations with the client (his orders, debts, etc.)

2. ability to receive and transmit commercial information without traveling to office

3. instant transmission of documents created at client site into ERP

For the company: 1. reduction in operating costs 2. effective organization and monitoring of sales 3. elimination of errors in registration and transfer of

documents 4. full integration with ERP, allowing for automatic data

exchange

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For all: 1. increase in sales 2. improving the quality of customer service 3. enhancing prestige of the company

Areas of OMOBUS application

• Mobile Commerce

• Merchandising

• In-store and warehouse inventory

• Customer surveys

• Healthcare workers

• Insurance agents

• Waiters

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Compatibility of OMOBUS

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ERP

BI

CISLINK

mapping

converting

Presentation of data on CISLINK portal

verification

OMOBUS Architecture

Manufacturer Wholesaler

Distributor 1

Distributor 2

Distributor 3

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An example of display GPS data in on Google Maps format on employees moving and current location

Tracing route (1/4)

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Tracing route (2/4)

Personal report on particular employee

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Tracing route (3/4)

Personal report on particular device logs

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Tracing route (4/4)

Full Report. Contains list of all employees and their performance Содержит список сотрудников и показатели их работы.

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» Display of current route » Planograms » POS materials » Photographes » Registration training / new contact / client » Comments » Deferred visit / unscheduled visit » Visit » Customer call » Analysis of information » Order products / recommended order » Product returns » Recommended prices » Saving the location » Revision of stocks / competitors' prices /

commercial equipment » Order for the installation of commercial equipment » Cash receipts » Expenses of sales manager

Trade module

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» Display of current route » Representation of products (MSL, range,

POS materials) » Advertisement coverage » Planograms » POS materials » Photographes » Registration training /new contact /client » Comments » Deferred visit / unscheduled visit » Visit » Customer call » Analysis of information » Odometer data » Saving the location » Revision of stocks / competitors prices » Information about the client / current

promotions / new products » Total sales for the period / total refunds

Merchandising module

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Customer OMOBUS: 1. ARM-compatible processor 2. display with 480 x 800 or higher 3. a built-in GSM-module 4. availability of GPS-module (optional) 5. Andriod 2.2 operating system or higher, WM 5/6 Server OMOBUS: 1. x86 or x86_64 compatible processors (eg, Intel Pentium III 500 Mhz or higher) 2. 256 Mb RAM, 40 Gb HDD 3. Linux operating system with kernel 2.6 and above

Hardware requirements

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Johnson & Johnson implemented both CISLINK services: • DTS: collection of data on secondary sales by its distributors • SFA: automation of sales agents work using PDA mobile devices Key elements: Project DTS is realized in 2004 In 2010 DTS was extended with SFA All of J&J’s own sales reps were equipped with PDAs All of 96 J&J’s distributors are participating in the project All of 510 third-party distributors’ agents and supervisors are equipped with

PDAs PDA agents communicate with the server via the mobile GPRS network in

the off-line mode All sales activities are carried out with help of PDA. These are registered,

stored in the database of CISLINK’s server and transmitted into J&J’s database

Case Study: Johnson and Johnson

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CISLINK clients

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CISLINK +7 (495) 363-02-05 www.cislink.com

omobus@cislink.com

Thank you!