Retail : Sales & Distribution

Challenges and Approaches

WinoWin Team

Agenda

1. Business Context

2. Business Goals

3. Current Business Activities & Pain Points

4. Our Approach

5. How Does It Work?

6. Implementation Stages & Benefits

8. Why Us

9. Industry Trend & Future

Partners

Activities

Pain Points

- Execute Beat as scheduled

- Identify New Customer/Distributors

Take Orders

Take FeedbackOrganize Stock, Take Stock ReportBuild Relation, Cross Sell & Up Sell

- Submit Daily Sales Report

No Organized(hassle free) way of reporting Orders/Feedbacks/Reports

No Timely Action/Authorization on Feedbacks and Approvals from superiors

No Regular Reward/Recognition for job well done

- Communicate & Co-ordinate with partners (sub-distributors/Logistics)

Study Competitors Products & Movements

Activities

- Ensure Every Member is Accountable

- Setting Team & Individuals Target & Goals

- Create Beat Plan & Track Sales

- Keeping Track of Inventory (in-house/distributed)

- Weekly / Monthly /Quarterly Sales review & fine-tune Planning

- Strategize Promotions & reduce stock wastages

Pain PointsNot Having Sufficient data & tools for effective planning

Not having customer classification & historical consumption records

Lack of Forecasting & Intelligence

Unable to do pattern analysis of sales (Area Wise, Product wise, Class Wise)

Not Having Sufficient data for authorizing & Taking One time decisions

- Ensure Timely Communication across teams and management

Activities

- Appointing Area Sales Manager & Distributors

- Product Catalog & SKU Management

- New Product Launches

- Employee Skills Improvements Through Training

- Manage Area Wise Pricing & Promotions

Pain PointsNot Having Real-time data to measure team & partner Performance

Understanding Consumer buying potential & patterns

Unable to enforce good practices across teams

High Attrition in the team

- Ensure Timely Communication across teams and Partners

- Accounting & Tax Management

Our Approach

Adopt next Gen Techniques & Technology

toSystematically Capture ACTIVITIES at real-time,

Address most of the PAIN POINTS,

& enable Collaborative COMMUNICATION

between Sales, distributors, logistics & management team.

Streetwise

Area wise

Zone Wise

Area Sales Index

Area Stock Utilization

ARPS

Weekly/Monthly Results

“Sales Achievement Award” for this month

goes to….

OMS

GIS & Tracking

Back/Office Data Centre

AccountingInventory

SurveyMob

ile

Syn

cBI

Market Research

Reporting Framework

Printer

GIS - Beat Planning

Area Sales

Manager

1. Planning & Organizing

2. Plan Schedule & Execution

Take Orders

No Order

Shelf AnalysisSurvey

3. Activity Tracking & Monitoring

4. Distribution Order

Classification of Area/Customers

5. Sales & Market Analysis

Field Operations

Field Operations

Tracking…Sales person Tracking(Beat Route Tracking)

3 Months

3 Months3 Months

Customer Database

Geo/Area Database

Beat Plan

Real-time Order Entry

Feedback/Why No Order

Real-Time GIS Tracking

Sales Analysis

Competitor Study

Performance Improvement

Real-Time Inventory

Partner Integration

Promotions & Schemes

MIS Reports