Case Studies

SFA for Sales Promoters in UAE

As HTC was aggressively penetrating in UAE market by launching different new models, they were in dire need of a centralized solution to get a real-time visibility of what’s happening at the retail outlets in different emirates and different retail chains such as Lulu, Emax, Carrefour etc. In order to achieve the desired growth, it was particularly important for them to track promoter discipline, daily sales and out-of-stock SKUs. And most importantly they were looking for a highly interactive dashboard and daily email based automated reports which will enable them to take quick actions.

 

Approach

1Channel, our cloud-based Sales Force Automation solution, was a perfect fit for what client was asking. However, client was not sure whether 1Channel will meet all their requirement and hence asked for a two-month pilot to evaluate the same. The team took up the challenge happily. and rolled-out a pilot launch quickly by effectively utilizing available configuration options and doing some minor customizations. The key activities in project execution were as follows:

  • Held multiple web-conference with key stakeholders to understand their concern with the retail sales team and what reports or alerts will be immediate call-to-action for them
  • Implemented geo-tagged and time-stamped attendance feature to track promoter discipline
  • Rolled out an easy and intuitive sales reporting workflow to capture units sold for each SKU along with unit price
  • Weekly stock reporting of focused SKUs to flash out a report of out-of-stock SKUs
  • Developed an interactive dashboard to get a quick snapshot of promoter performance, MTD Sales (both value and volume) across different models by emirates / retail chain and out of stock SKUs
  • Automated email reports were configured to send daily sales, attendance and stock reports to supervisors and other stakeholders

 

Outcome

The pilot implementation was quite successful as it helped the client gain complete store level visibility in terms of promoter discipline, sales and stock status. The pilot was converted in to a full roll-out without any delay. The key highlights are as follows:

  • Significant improvement in promoter discipline and hygiene
  • Automation of lot of daily tasks of the promoters freeing them up to focus more on sales
  • Supervisors and managers focusing more on course correction and strategic decisions rather than collating data over Whatsapp or E-mail
  • Quick replenishment of stock based on out-of-stock / critical stock information
  • An all-important dashboard enabling key stakeholders to make important decisions
As the value addition was evident to HTC, they decided to use 1Channel to monitor sales and promoter performance for their newly launched product HTC Vive (Virtual Reality Headgear) from the day one.

Topics: Sales Force Automation