Success Stories

Enhancing Field Sales Operations for Leading Dairy & Fruit Juice Manufacturer

Client is a leading dairy and fruit juice manufacturer based out of Qatar and part of a large conglomerate in the Middle East. The company has a 45,000 sq. ft. plant located inside a 550 hectare farm. Cows are protected under 200,000 square foot sheds and milked twice a day in fully automatic milk parlours. All milk and milk products are processed from 100% fresh milk. They supply fresh milk the same day to stores in Qatar.

Business Goals
The company had direct distribution operations in Qatar and wanted to deploy state-of-the-art technology to take care of their distribution. Direct distribution of milk and juice products is carried out through a fleet of sales vans manned by salespeople.

Key business objectives

  • A systematic and optimal Van beat plan to ensure proper market coverage.
  • To enable Vans to print invoices on A-4 plain paper sheets demanded by customers.
  • Stock management & quick cash to be settled by salespeople at the end of Van beat.

Experion Solution

FieldMax was the launch partner for the client’s direct distribution business in Qatar. Master data of all retailers with GPS co-ordinates were created using FieldMax mobile. All sales routes were plotted on a map and used for route optimization and interface made to the client ERP system deployed across the organization. Van inventory management was also introduced, including request and approval workflows. An A-4 size plain paper printout was issued to customers from Vans using Bluetooth printer, which made printing of invoices faster. The outcome was real-time visibility for both company and van on van inventory. This also meant that salespeople can verify draft stock & cash settlement of Van beat on the way back to the warehouse.

Business Benefits
The client had real time visibility into van stock at any given time. FieldMax implementation resulted in a hassle-free stock and sales settlement of the van sales beat, with the route plans optimized. GPS based tracking ensured 100% compliance to approved journey plans and ensured a lean and efficient back office with 200% enhancement in productivity than peers.