Sales Automation Services

The client is one of the largest wines and spirits-producing companies in Nigeria. Established in 2010, the company manufactures beverages in its state-of-the-art facilities and markets fourteen brands of alcoholic and non-alcoholic beverages in over thirty-five packaging options and sizes.

As a market leader in Nigeria for alcoholic beverages, the client had established a large network of distributors supplying products nationwide. The field sales team, comprising both direct staff and distributor-employed salespersons, performed key activities like taking orders from key customers, distributors, and retailers on behalf of the distributors.

Sales orders were communicated in person at the end of each week, resulting in significant delays in field information reaching operations and management. This lack of real-time data visibility led to challenges such as inefficient production planning, high inventory costs, and delayed responses to customer complaints. The client needed effective sales automation services to overcome these inefficiencies and improve the overall sales process.

Experion implemented FieldMax Field Sales Management software to provide sales automation services that streamlined the sales and distribution process. After thorough discussions with the client’s business and IT teams, the solution was customized to align with the company’s business processes. Integrated with the client’s custom ERP system, the solution enabled seamless data flow and ensured data integrity.

FieldMax automated the secondary order-picking process for the distributor sales team, allowing sales personnel to manage field activities via Android-based applications. These activities included capturing sales orders, tracking stock details, managing promotions, and recording market feedback. GPS-based route planning and real-time tracking further enhanced the efficiency of field operations. In rural areas with limited connectivity, the mobile application’s offline capabilities ensured uninterrupted data collection, which synchronized when connectivity was restored.

By utilizing sales automation services, the client achieved real-time communication of field information, enabling the sales management team to view sales data instantly and access market intelligence reports from BI dashboards.

• The order-to-delivery time reduced from an average of 10 days to 3 days.
• Production efficiency improved as the team gained clear visibility of real-time orders, enabling better planning.
• The client’s inventory was reduced by 5 days’ stock, cutting costs.
• Field sales productivity increased by 30% due to the automation of the sales process.
• Real-time, accurate data became readily available to management for making quick decisions aligned with market demands.