Case Studies

Sales Force Automation Solution for one of India’s Leading Cement Producers

The Indian cement industry is world’s 2nd largest after China and it contributes significantly to India’s GDP. Most sales in cement industry happen via 2 channels i.e. Trade (Dealer-Retailer) and Non-Trade (Direct buyers)

From the outside, the Trade channel may look like a typical FMCG set up with field sales team visiting retailers to capture their order daily however there are 2 stark differences that should be noted:

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An SFA-enabled Growth Story for an Indian Cosmetic Brand

One of the budding Indian cosmetics company, which was founded only in late 2015, was aiming for an aggressive expansion strategy in late 2017 after experiencing a moderate growth in first one and half years of its operations. At that stage they had approximately 30+ Beauty Advisors and some 10-15 Area Sales Managers covering few metros and tier 2 cities. As they were planning to penetrate 100+ Indian cities in next couple of years with 1000+ sales force, they very well understood that this kind of growth can only be managed through a robust, scalable and flexible Sales Force Automation solution. Not just a vanilla SFA solution, rather what they were looking for is a partner who can help them to achieve their growth plans by providing cutting-edge and ever-evolving solution, super-responsive service and best practice consultation. After evaluating multiple SFA vendors, they finally selected 1Channel. And the current numbers - which is 800+ users across 95 cities selling 450+ SKUs - tells that it was not a wrong decision at their end to trust 1Channel as their SFA partner.

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Field Force Automation for an Importer of Leading Global Salon and Beauty Product Brands

One of the leading importers of major international salon and beauty care product brands was looking for a Field Force Automation solution for its entire sales hierarchy that includes Beauty Advisors, Sales Executives, ASMs, RSMs and ZSMs. The company was facing many challenges and to highlight a few of them are:

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Global Home Appliances Brand Streamlines In-Store Sales Operation in UAE using 1Channel SFA

A leading multi-national home appliances brand was looking for a robust Sales Force Automation solution to closely monitor promoter performance and sales numbers to decide on the ROI of the sales force deployed in UAE. They have sales promoters deployed across all the emirates in UAE and in all leading modern trade retail chains such as Carrefour, Sharaf DG, Lulu, Emax etc. There was a urgent need for a Promoter Management Solution which will help them to track following parameters and take important strategic and tactical decisions basis the same:

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In-Store Promoter Management solution for a leading Indian Smartphone / Smart TV brand

Managing the discipline of in-store promoters and getting authenticated information on tertiary sales is always a challenging but ‘must do’ activity for any company which is on a growth trajectory. The client that we are going to talk about in this blog was not an exception. Over last couple of years, they saw an astronomical growth in India which resulted in significant expansion in field sales people with most of them being on distributor payroll. One of the critical questions they wanted an answer for was ‘Do all these people, for which we are paying salary every month, physically exist and remain present at the store when they are supposed to?’ And next few things that they wanted to ensure were:

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