Zed-Sales is a web-based sales tracking and retail scheme management system that was implemented by Zed-Axis Technologies for a leading Indian FMCG company. The system centralized and consolidated retailer purchase and sales data across multiple levels of distribution to provide visibility and analytics previously unavailable. This enabled more effective retailer schemes, membership programs, and strategic decision making regarding product sales and production planning.

1. A CASE STUDY ON Zed-Sales™
Client: A Leading Player in OTC Pharmaceutical & Personal Care Products
Business Sector: Pharmaceuticals & FMCG
Solution: Sales Tracking and Retail Scheme Management System
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The Client:
The client in question is a leading Indian FMCG company with brands well known in the Health care & Personal
care space. With over four decades of experience and a series of successful brand launches, the client has gained
the position of a leader in providing innovative solutions to everyday health and personal care.
The Challenge:
With operations spread across 2 manufacturing plants, 1 central warehouse, 5 Zonal offices, 22 CFAs, 1,800
distributors, 6,000 wholesalers and 10, 00,000 direct and indirect outlets, the outbound logistics of the company
are incredibly extensive.
The Client had already implemented a web-based solution to track and manage secondary level sales from
distributors, national distributors and sales managers. As a result, it was getting the consolidated sale of the
Distributor for various SKU’s but no details on which retailer had been sold what SKU, and in how much quantity
per SKU.
Their major challenges hence included:
• Unavailability of Retailer Wise Purchase Data
• Lack of -Validation of Retailer Purchase versus Distributor’s Sales Data
• Improper Tracking of Tertiary Sales with Retailer Schemes
• Lack of proper planning of Retailer Schemes, based on Purchase and Sales of the Retailers
• Stock Validation at Retailer Level for Schemes running at any point in time
Poor visibility over retailer’s sales, retailer schemes being run, as well as the retailer’s club membership at the
organized retail stores created a need for an automated solution that could solve & simplify the challenges
related to data capture and data validation.
In the organized retail centers, where the scale of operations is much large in magnitude, compared to the
individual retailers, managing logistics operations manually was getting difficult. In the absence of such data, the
strategic decision-making was getting hampered.
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2. Proposed Solution:
After a detailed study and thorough understanding of the client’s business processes, the business strategists at
Zed-Axis Technologies proposed our web-based sales tracking solution Zed-Sales™ to meet the identified
requirements. The system was proposed to be driven by the client’s own team, with availability of individual
interfaces for the client’s distributors, sales personnel and even retailers. The system would allow the client to:
• Centralize and Consolidate Retail Stores’ OPSI (Opening Stock, Purchase, Sales & Inventory) data- Prior
to using Zed-Sales™, the client’s distributors used to punch in the consolidated data of retailer’s
purchases. Zed-Sales™ has helped the client to get access to current reports of distributor’s sales
available through their existing web-based system and validate it against retailer’s actual purchase data.
This means that the client now has access to the total invoice value billed to individual retailers, along
with details of each SKU billed.
• Use the Retail Stores’ Data for Running Retailer Schemes – Empowered with the extensive purchase
data of the retailers, the client can now run effective retailer schemes which are Time bound, SKU
bound and Brand bound. Our system has the configuration to run both value-based and volume-based
schemes.
• Classify Retailers for various Club Memberships - The retailers at the organized retail stores are entitled
to certain memberships & benefits based on the pre-defined criterion, say volume or value based
product purchase, or sale. Based on the chosen criteria, retailers are classified to a membership level.
Our system calculates and manages this membership classification and incentivization criteria of the
retailers. The system also facilitates credit note generation of the retailer’s incentives that go to the
client for redemption.
Extensive Reports for Quick Analysis and Decision Making
Zed-Sales™ is an intelligent system that helped to centralize and consolidate the data at Organized Retail Stores
by offering an array of reports for quick analysis and decision making. Following are some of the key reports that
can be generated through the system:
• Sales/Return Report
• Purchase/Return Report
• Stock/Inventory Report
• OPSI Report
• Points Accrued Report
• Point Redemption Report
• Organized Retail Stores Listing Report
• Expense Report
• New Stores Added Report/ Inactive Stores Report
• Non-active Products Report
• Quarter to Quarter Comparison Report
• Laggard Report - For listing the users not uploading the data
• User Activity Tracking – Tracks IP and module used/visited
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ALL RIGHTS RESERVED, INCLUDING THE RIGHTS TO REPRODUCE THIS PUBLICATION OR
PORTIONS THEREOF IN ANY FORM. THE INFORMATION SET FORTH IN THIS DOCUMENT AND THE MATERIALS, METHODS, TECHNIQUES,
OR APPARATUS DESCRIBED ARE THE EXCLUSIVE PROPERTY OF Zed-Axis Technologies (P) Ltd

3. Technology Used:
• ASP.NET 3.5
• Web Server – IIS 6.0
• Database Server – MS SQL Server 2008
• ASP .NET 5.0
Impactful Result of Zed-Sales™:
After implementing Zed-Sales™, our client has a tight control on its consolidated retailer’s sales & purchase data
and they can manage retailer schemes effectively.
Before Zed-Sales™ After Zed-Sales™ Implications Result
Track tertiary sales on
Streamlined system to
No system to track and OPSI* modus operandi Centralized and
track and validate
validate tertiary sales at (*Opening Stock, Consolidated retailer’s
retailer’s purchase &
Organized Retail Stores Purchase, Sales and purchase and sale data
Sale
Inventory)
No measure to track Acute visibility on sales Ability to take informed
Effective monitoring on
Organized Retail Stores and purchase of decisions on product
performance of
performance in view of products made at sale at Organized Retail
Organized Retail Stores
product sales Organized Retail Stores Stores
No measure to track Facilitates Point
Independent modules
membership of stores Allocation for Club Better coordination
for Retailer’s Club
based on Memberships of stores, between stores and
Membership/Point
schemes/discounts and Credit Note/Invoice client
Management
availed Generation
Successful and Effective management
Streamlined criteria for
Unable to manage Foolproof Tool to plan of retailer’s scheme on
running retailer’s
retailer level schemes and monitor Retailer retailer’s purchase and
schemes and offers
Schemes sales
No platform for Analysis of Product
Ability to plan product
strategic planning on Movement & Sales Facilitates Better
sales and production
product sales and Trend for Strategic production planning
effectively
production Purposes
Please feel free to contact us for any query or feedback about this case study:
Zed-Axis Technologies Pvt. Ltd.
S-4 Unicom House, A-3 Commercial Complex, Janakpuri, New Delhi – 110 058 [INDIA]
P: +91-11-4564 1144; F: +91-11-4564 1199
Website: www.zed-sales.in Email: sales@zed-axis.com
Confidential
ALL RIGHTS RESERVED, INCLUDING THE RIGHTS TO REPRODUCE THIS PUBLICATION OR
PORTIONS THEREOF IN ANY FORM. THE INFORMATION SET FORTH IN THIS DOCUMENT AND THE MATERIALS, METHODS, TECHNIQUES,
OR APPARATUS DESCRIBED ARE THE EXCLUSIVE PROPERTY OF Zed-Axis Technologies (P) Ltd