For a business operating in the Food & Beverages industry, it is highly important to focus on clubbing sales, service, and marketing to offer the best of customer experience. The dairy industry is one such. The dairy segment is finding opportunities to lessen the turnaround time to garner new business, new customers and retain existing ones by strengthening relationships. It is vital for them to get an in-depth perception of the sales generated by different stakeholders, mainly to monitor the throat cut competition being faced in the industry. The ideal solution to meet these objectives is the implementation of a comprehensive and robust SFA solution for the dairy industry. Field force management software is the smart and competent way to manage teams.
Global demand for dairy is predictable to increase by 2.5 percent per annum to 2020, largely driven by growing urbanization and rising incomes in emerging markets. Sales Force Automation For FMCG, especially the dairy industry is high, right up to the shelf. The demand for a sales force automation solution is increasing because of the following factors:
- Regular process improvement
- Detailed insight into demand and supply chain for sales and delivery teams
- Stock availability and demand
- Details about shelf life and perishable age for products
- Peak buying patterns
- Growing demand for fresh dairy products
Like any other industry, dairy business has its own exclusive business challenges to face and overcome.
Unique Challenges Faced By The Dairy Industry
- Perishable nature of dairy goods that makes stock weak
- Availability of accurate, secure and real-time information about salespersons
- Catering to smooth delivery during peak buying hours
- Delivery team to have a clear idea about the demand and supply patterns and statistics
- Receiving exact stock availability
- Tracking of salespersons, their productive hours, path coverage, etc.
- Taking orders directly from distributors
- Obtaining secondary sales data in a digital real-time format
- Getting detailed insights into the larger picture with a futuristic trend
How Can Sales Force Automation In Dairy Industry Help Overcome These Challenges?
SFA in the dairy industry proves to be of great help to maximize RoI, increase profitability and productivity. As a combination of latest technologies, mobility, web presence, enterprise reporting mechanisms, this solution attempts to empower sales teams to optimize their field operations, customer visits, order management, reporting to management, etc. Sales teams can garner maximum productivity thereby, achieving the finest business performance.
Here are certain key features that prove how the SFA solution can prove to totally worth it, for the dairy industry:
Managing Field Operations
SFA solutions for the dairy industry targets different sizes of business – small, medium, large-scaled organization. It empowers the sales force that is geographically spread across varied locations. Mobile supported SFA solutions turn out ideal for the field force by offering following field level operations:
– Beat route planning
– Analyze and suggest on selling products
– Work out store-based arrangements and discounts/promotions
– Implementing alerts/notifications/broadcasts as needed
– Guarantee improved market coverage
– Enhance productivity of sales force teams
– Leverage business intelligence reports/dashboards to manage field force
Market Coverage with Geo-Tagging and Maps
With the latest technological advancements like Geo-tagging and maps, the field force can easily plan and assess their market coverage through official map software. Whatever is happening on the field can easily be tracked, monitored and analyzed, leaving ample space for recognizing loopholes and futuristic trends both. There are wide chances of optimizing the distribution network for growing sales figures and customer network.
Distributor Management System
After all, the distributor is an important and integrated part of the field force operations. Managing and monitoring distributor operations play a very vital role in implementing a successful SFA solution. Starting from entering orders, invoicing, dispatching, managing cash, pricing, dealing with discount patterns, managing warehouse inventory, managing vendors/documents/ expenses, etc. fall under this feature and can be easily managed with an SFA solution.
Van Sales Automation
An ideal SFA solution for dairy industry comprises of important activities related to direct van sales like direct store delivery, spot billing, and invoice generation and live van tracking. It comprises of supervising and managing real-time van inventory i.e. secondary sales tracking in its complete cycle. Latest advancements like barcode scanning, promotions, discount schemes, planning of routes, real-time inventory synchronization, etc. help the organization build a better and effective business.
Mobile Attendance Information and Registration
Geolocation-based time capture, reassigning tasks on approving leaves, daily configurable attendance reports can be managed with optimum efficiency with SFA solution for the dairy sector. Marking attendance online and tracking employees almost real-time form key features. This saves big time on the time and energy of the employees as well as management, increasing productivity level largely.
Thorough Coverage of the Entire Sales Order Cycle
Digital presentation of products, authorizing customer signature, digital order taking and sharing with stakeholders form the crux of sales order management in the dairy industry. Automating the entire sales cycle yields business benefits to the entire organization. Certain important information like map and list views for the field force with detailed information about the customers and their visit status, showing the best route possible for faster reach to a customer, etc. are important areas of the SFA solution, especially for the dairy segment.
Latest News About Sales Force Automation Software Market
- Global Sales Force Automation Software Market Strategies 2019 – Industry Outlook 2025, Worldwide Research Trends
- Sales Force Automation Market Huge Growth Opportunity by Trend 2019-2025
Finally, An Overall Look
SFA system is the digitization force behind sales teams and a long-established indispensable powerful tool for sales force personnel to carry out their day to day activities with the help of modern techniques. SFA in the dairy industry ideally is fully mobile and well-integrated with existing systems and their databases. Being an SFA, it goes without saying that all sales related activities are well integrated into the workflows. Lead management, quotations, order management, follow-ups, payments all form an important part of this SFA. RoI based reports give vision into the on-going and aid the decision makers to strategize better actions.
SPEC INDIA’s flagship Mobile Sales Force Automation (SFA) Solution, ZooM, is focused on mobilizing and automating the routine activities of the sales force, customer executives and the field representatives who are on the move. It is developed exclusively to connect the mobile field sales force with the corporate back office and thereby, ensure a real-time, robust and comprehensive flow of information between both the entities. The result is a complete end-to-end SFA solution for dairy units focusing on integrating the planning and execution of field staff activities along with the availability of business-critical information right on time.
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