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Highlights:

• Redesigned distribution operations to manage multi-level networks, including super stockists and sub-stockists.
• Enabled dynamic journey planning with supervisor-approved schedules for rural sales teams.
• Developed a configurable expense tracking module, eliminating the need for high-cost tools like Google APIs.
• Enhanced compliance through robust plan deviation approval processes.
• Delivered a seamless data integration with the brand’s existing system.

"They are one of our oldest clients, and they were already using our SFA application, which captures market activities like order-taking and merchandising. But the rural market setup introduced a unique challenge that required significant modifications to our product."

Challenges Faced

The brand, a global leader in cosmetics and personal care, sought to streamline its rural market operations. This initiative presented a distinct set of challenges such as:

"In rural markets, the distribution model is different—it involves super stockists as main distributors and sub-stockists who sell to the final outlets and are also customers for the main distributor. This layered structure posed unique challenges that required us to rethink and adapt our standard setup.”

To bridge the gap between distributors and rural retailers, the brand launched the Secondary Sales Representative (SSR) Initiative, aimed at expanding its presence in these underserved markets. However, traditional Sales Force Automation (SFA) tools were not designed to support the complexities of rural sales operations.

This required a customized solution that could align with the realities of rural distribution networks.

The Vxceed Solution

To address these challenges, Vxceed developed a customized solution tailored to their rural market needs, focusing on these key features:

Results

The SSR initiative transformed their rural market operations, achieving the following outcomes:

• Improved compliance and operational efficiency.
• Streamlined distribution processes and reduced manual workload.
• Enhanced engagement with rural markets, driving better business outcomes.
• Supervisors gained real-time visibility and control through an intuitive approval process.
• Field teams experienced a significant reduction in administrative tasks, enabling them to focus on core activities.
• Allowed field teams to plan and adjust their journey schedules seamlessly on a monthly basis.

“By addressing unique challenges like multi-level distribution and dynamic planning, we created a tailored solution that not only improved operational efficiency but also simplified tasks for field sales teams.”

Why Did They Choose Vxceed?

• Proven expertise in designing tailored solutions for complex distribution challenges.
• Deep understanding of FMCG operations and the nuances of rural markets.
• Ability to re-engineer platforms and deliver custom features like multi-level distributor management and dynamic journey planning.
• Seamless integration with existing systems, ensuring minimal disruption.
• Collaborative and client-focused approach, fostering trust and delivering measurable results.