Transforming field sales operations for 450 representatives and streamlining distributor management for 400 partners through integrated Salesforce and SAP solutions.
A leading manufacturer and distributor in the frozen dessert industry, operating across multiple regions with an extensive network of field sales representatives and distributor partners.
The client faced significant operational challenges with manual processes, limited visibility into field operations, and disconnected systems.
Field sales activities were tracked manually, leading to inefficiencies and inconsistent data collection across the sales force.
Management lacked real-time insights into field activities, distributor performance, and asset utilization at retail locations.
Sales, distribution, and ERP systems operated in silos, creating data inconsistencies and operational delays.
A comprehensive solution built on Salesforce platform with seamless SAP ERP integration for end-to-end business process automation.
Field sales automation, opportunity management, and customer relationship tracking.
Customer support, case management, and service request processing.
Freezer asset management, visit planning, and expense tracking.
Self-service portal for distributors to manage orders, invoices, and claims.
Communication channels, document sharing, and knowledge base access.
Real-time insights into sales performance and market trends.
Real-time synchronization of product catalogs and pricing data.
Centralized distributor information and territory management.
Automated order processing from distributors to manufacturing.
Comprehensive automation covering every aspect of field sales and distribution management.
Intelligent route optimization and real-time location tracking
Streamlined order processing with automated incentive calculations
Digital expense reporting with approval workflows
Freezer asset monitoring and utilization analytics
Direct factory ordering with real-time inventory updates
Track distributor-to-retailer sales performance
End-to-end logistics and delivery coordination
Receivables tracking, claims processing, and marketing funds
Measurable improvements across all key performance indicators, driving significant business value and operational efficiency.
"The Salesforce solution with SAP integration has transformed our operations completely. Our field sales team is more productive, distributors are more engaged, and we have unprecedented visibility into our business. The ROI exceeded our expectations."
Distributor orders moved from phone and messaging into a structured portal and mobile app with product, scheme and credit rules applied at entry, so orders arrive validated and flow to SAP without a coordinator retyping them.
Beat plans, route coverage, outlet-level visit compliance, freezer placement and secondary-sales capture are modelled in the CRM, so field supervisors can see coverage against plan by route rather than reconciling registers after the fact.
Service Cloud handles distributor and outlet complaints, freezer breakdowns and replacement requests against entitlements and SLAs — turning ad-hoc escalations into a queue with ownership and response times that can be reported on.
The distributor portal, beat planning and secondary-sales models are accelerator assets and are reused across dairy, beverages, packaged foods and personal care, with product hierarchy and scheme logic configured to each business.
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