A scattered and large distribution network makes the task of managing distributors and outlets arduous for Consumer Packaged Goods (CPG) enterprises. They need collaboration platforms for field sales force to manage partners, gain visibility on the sales data and remain connected on the move. CPG enterprises need innovative solutions to connect with their distributors and retailers for better planning, replenishment and promotional activities. Here’s how Mindtree partnered with a Fortune 500 CPG enterprise to improve sales force productivity, through a distribution management solution.

1. A distributor network that
speaks as one.
A scattered and large distribution network makes the task of managing
distributors and outlets arduous for Consumer Packaged Goods (CPG)
enterprises. They need collaboration platforms for field sales force to Business impact
manage partners, gain visibility on the sales data and remain connected  Improved product sales, sales force
on the move. performance, promotion
effectiveness and collection,
CPG enterprises need innovative solutions to connect with their by empowering 700 TSOs
distributors and retailers for better planning, replenishment and  Reduced productivity costs
promotional activities. significantly with Google Maps’ easy
location of outlets in remote areas
Here’s how Mindtree partnered with a Fortune 500 CPG enterprise
to improve sales force productivity, through a distribution
management solution.
The challenge
India’s largest fast-moving CPG enterprise faced distributor connectivity
issues. The problem was in the distribution channel that covered 6.3
million outlets across India. Territory Sales Officers (TSOs),
in charge of primary sales, were spread out and disconnected. The use of
spreadsheet-based data further aggravated the situation. Missed
targets, incorrect reporting, lack of visibility of key sales data, led to
unrealistic forecasts.
The solution
Mindtree collaborated with the customer to provide a strategic solution
that transformed their business. An Android-based next generation
solution (called IQPAD based on the Samsung Galaxy tablet), was rolled out
and provided to the sales force. This was a first-of-its kind approach that
signficantly improved penetration in a developing market. The intuitive
interface with user-friendly graphs and interactive charts, enabled TSOs to

2. view important KPIs, which enabled quicker information processing and
faster decision making from the moment they arrived at an outlet.
It gave them real-time visibility into distributor and outlet information
on the move.
Mindtree delivered business insights on a device that would work
in a no-connectivity zone, through its rich offline functionality. It was
equipped with periodic automated synchs with the central database
(a remote-wipe facility), that ensured the security of valuable data.
About Mindtree
Mindtree is a global information technology solutions company with revenues of over USD 400 million. Our team of 11,000 experts
engineer meaningful technology solutions to help businesses and societies flourish. We enable our customers achieve competitive
advantage through flexible and global delivery models, agile methodologies and expert frameworks.
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