Technology used by FMCG Sales force.

                                     FMCG Sales Automation. 

By Technology used in fmcg market , I mean to say that technology being used while working in fmcg market, not in corporate office. Majority of the companies are taking manual order , but during last 5 to 7 years some company are starting digital order booking process . We will discuss that process in this topic. 

Process of fmcg sales automation:- 

First of all it is essential to collect outlet list as per market. Then outlet list file need to be send to central IT team for processing. Now IT team will upload all these outlet data into their server. Again IT team will create user id & password for respective market or distributor. Now IT team will give one device ( Basically mobile) to the respective distributor. Now the distributor’s sales man can access this device with the help of id & password. As outlet list are already uploaded into that mobile , which is connected with the website. Now each and every outlet is visible in side that mobile. While working in the market DSM( Distributor’s Sales San) need to open each outlet name and order can be booked by digital process. Once order booking completed for one outlet DSM need to move to the next outlet. In this process he can complete the day work. At the end of the day DSM need to upload all the order booked . After uploading by DSM , now all his day activity is visible through the website. Like Number of outlet visited, number of productive calls, sku count , time spent on each outlet vs total time spent during his working.

Benefits of fmcg sales automation:- 

Ground level activity can be monitored from corporate or regional office. Previous day working report can be published via mail to all concerned people. Like Total sales value of the day , number of unit sold for a particular product. Number of non buyer, number of products line sold. All these helps to identify opportunity area for that particular market. Based on these data company can plan new initiative for market development. Also guidance can be given to that particular DSM. It also helps quick decision making .

Monitoring different DSM in different location is very easy. As different DSM  works  in different location , so clubbing their sales value in a single figure becomes very easy.

Again most important thing is that distributor’s godown stock is also uploaded in this device . Stock keeps reducing as order booking goes on . It helps sales officer to plan distributor’s purchase.

Examples of fmcg sales automation: 

There are so many company are using mobile device order booking system but I will name some of them.

1.     Pepsico India is using SAMNA ( Sales Automation Management for New Age)

2.     UDAAN( Britannia India).

3.     UNIFY ( Uniliver).

4.     Drishti ( Dabur india).

All these software helps to capture secondary sales on daily basis.