SALES FORCE AUTOMATION. by: BMB Marking Systems
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1 SALES FORCE AUTOMATION by: BMB Marking Systems
2 BUSINESS CHALLANGES Stock Level Production Decision BUSINESS BLACK AREA Sales Rep Invisible to Management Visit & No Visit Reasons Visit Efficiency Customer Satisfaction Accuracy of Transactions Abuse of Prices, Discounts & Offers Misuse of Van Returns? Damaged? BUSINESS CRITICAL AREA Human Error When is ERP Database Updated? When get Reports? Delayed Decision Making? VAN LOADING Sales Force Cycle CUSTOMERS VISITS VAN VAN UNLOAD UNLOAD DATA DATA ENTRY ENTRY SALES FORCE CYCLE Market Invisible to Management New Opportunities Competition Company Assets Market Surveys
3 SALES FORCE AUTOMATION Manual Process Automation Benefits Start of Day Warehouse Manual Van Loading Printed Van Load Printed Route Invoice Booklet Receipts Booklet Price Lists Discount List Offers List Van Loading using bar code Van Loading according to forecast Handheld Computer with Sales Rep Data like: Today s Route, Customer s Info, Pricelist, Discount List, Offers Portable Printer to Print Invoices & Receipts Less Time = Fast Less Errors = Accuracy Less Papers = No Data Entry All Day in the Road Correct Route? Customer History? Customer Credit Info? Price List? Discount List & Offers? Current Van Stock? Unsettled Invoices? Company s Assets at the Customer? Competition Products? Customer Target & Achievement? Sales Rep Target & Achievement? Sales Rep s Data on the Handheld Computer: Route & Customers info Customer s History Customer s Credit Data Customer s Unsettled Invoices Customer s Target & Achievement Pricelist, Discount list & Offers Company s Assets at the Customer Competition Products Info Sales Rep Target & Achievement Almost null human intervention No Paper Work Accuracy & Fast Accessibility of needed info Efficient Customer Visits Better Market Visibility Tracking Companies Assets Better customer Service & hence loyalty Sales Rep Motivation Manual Van Un Load Hand in Invoices Hand in Cash Hand in Receipts DATA ENTRY Van Un Load using bar code On the Spot Van Stock Discrepancy visibility Hand in Cash Hand in Invoices & Receipts Automatic Data Transfer NO DATA ENTRY AUTOMATIC DATABASE UPDATE IMMEDIATE REPORTS End of Day Warehouse
4 BMB SFA Solution Components Front Office Application if needed Handheld System (SFA) Exchange with existing Information Systems Hardware & Accessories
5 SFA * PREPARING FOR THE JOURNEY 1. Download Sales Rep Data from Back Office to Handheld Terminal (HHT) 2. Sales Rep physically loads his van with Items 3. Sales Rep logs to the SFA with his password 4. Van Load Check (Van Inventory)
6 SFA * TIPS OF THE DAY Before the Sales Rep starts his journey, he can view: 1. Today s Messages from Supervisor 2. His Target & Achievement 3. Today s Route in Sequence
7 SFA * START JOURNEY & ROUTES To Start his Journey, 1. Start of Day Odometer 2. View Today s Route 3. Out of Route Customers 4. New Customer
8 SFA * CUSTOMER VISIT To Start Customer Visit, 1. View Customer Data 2. View Supervisor Comments on the customer 3. Visit Success Or Failure Reason
9 SFA * CUSTOMER TRANSACTIONS Customer Transactions could be all or some of: 1. Target vs. Achievement 2. Stock Take 3. Replacement 4. Invoice 5. Collection 6. Merchandizing 7. Returns 8. Order 9. Customer Info 10. Messages
10 SFA * INVOICE Issuing an Invoice involves: 1. Stock Take Suggested Quantity Calculation 2. Quantity Entry Check Van Availability 3. Offers As defined on Back Office
11 SFA * INVOICE Issuing an Invoice involves: 4. Prices Follow Customer Pricelist 5. Items Discount Follow Customer Discount list 6. Payment Follow Customer Payment Type 7. Print Invoice & Collection Receipt
12 SFA * ORDER Order Taking involves: 1. Delivery Date 2. Quantity Entry 3. View Order Total
13 SFA * REPLACEMENT Customer to Van Replacement involves: 1. Customer to Van Items Quantities 2. Customer to Van Return Reason 3. Customer to Van Totals
14 SFA * REPLACEMENT Van to Customer Replacement involves: 4. Van to Customer Items Quantities 5. Van to Customer Totals 6. Value Difference Money Collection
15 SFA * RETURNS Return involves: 1. Return Items Quantity Entry, Expiry Date, Condition (sellable or not) & Return Reason 1. Return Quantity Totals 2. Return Issue Value
16 SFA * MONEY COLLECTION If customer is of credit type, then all his unsettled invoices with the total value, paid amount & remaining amount will be displayed. Payment could be partial, full or on checks
17 SFA * MERCHANDIZING Tracking Company Assets Closer visibility to Products at POS (shelf share, facing, consumer price, promotions) Closer visibility to Competition (shelf share, facing, consumer price, promotions) POS Surveys & Trade Programs - Market Expansion
18 SFA * CUSTOMER TARGET & ACHIEVEMENT The Sales Rep can view customer s Target & Achievement in order to motivate him. Targets could be in: 1. Total Value 2. Quantity/ SKU
19 SFA * VAN STOCK TRANSACTIONS During his journey, the Sales Rep can: 1. View his current Van Stock 2. Reload his Van 3. Van to Van Transfer 4. Unload His Van
20 SFA * END JOURNEY When the Sales Rep is done with all his Customers Visits, he will go back to the depot and do the following: 1. View Today s Transactions Summary 2. Enter End of Journey Odometer Reading 3. Van Unload 4. Data Transfer & Report Printing
21 Batch Exchange with Existing IS ERP Server Branch Communication Server/ BMB DB HQ Communication Server/ BMB DB Remote Branch 1 Remote Branch 2
22 Online Exchange with Existing IS ERP Server Communication Server/ BMB DB ` WWAN
23 REVENUE Reap the fruits Forecasted Production Increased Sales & Market Share Decreased Returns Vanishing Load Back Expanded Market Coverage Improved Product Distribution Increased Sales Rep Productivity Accurate Sales Force KPI Measures Visibility to Products Movement Increased Customer Satisfaction Accurate information right decisions Faster response for market needs Minimal Paper Work & Data Entry
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