Girnar Beverages & Foods mobilizes its sales force

Girnar Beverages & Foods mobilizes its sales force

This Mumbai based company uses sales force automation to help its sales team collect order on their mobile phones

Sunday, August 15, 2010

Girnar Beverages & Foods Mumbai was having a difficult time in tracking its daily sales as its sales force was spread at various locations. Girnar Beverages deployed secondary sales solution from AccelTree to automate its sales force. With this solution in place, the sales team of Girnar Beverages uses a mobile phone to collect stock to be ordered through the J2ME application developed by AccelTree and uploads it to the server using GPRS connectivity.

The server side app is a proprietary product of AccelTree called FRED and is loaded on a Windows 2000 server. The system supports the distribution hierarchy of salesman, route and dealer and allows capture of sales orders in real-time. It allows promotion of various sales schemes. Girnar is also able to save on paper work and lead times of capturing an order. All secondary sales figures are available with various types of reports, which provide data to track sales productivity, scheme efficacy and sales improvement.

Initially, when the project was launched, routes were mapped to the user based on weekdays -one route for Monday, one for Tuesday etc. After rolling out the system, company found that the salespersons do not necessarily traverse the route mapped for that day. So, it was decided that all routes that a person needs to traverse would be displayed on his phone and he would select the route that he would visit for the day. This provided complete flexibility to end user. Now Girnar topshots can receive live sales figures at any time. Also secondary sales data entry is replaced with mobile data entry. With Improved productivity on account of better tracking and better utilization of salespersons, Girnar has seen a 5% increase in sales post implementation of this solution.
Also Girnar is able to do faster induction of new employees as the routes and dealers and their earlier history is instantly available on the mobile application. Also, Girnar is witnessing a reduction in travel costs, as salespersons do not need to report in to the office every day to update records.

Project Specs
Deployment Location: Mumbai
Team Size: 5
Tech Used: J2ME, FRED Mobile Framework, GPRS,
Hardware/Software used: Apache Tomcat, MySQL 5.0, FRED software, Jav2 SDK
Expected life: NA

Implementation Partner: AccelTree Software

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