Kansai Nerolac Paints : Sales Force Automation

A Web based portal was built that provides all the required information to 400+ sales personals, while on the move

Monday, June 01, 2009

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At KNPL there is an existing system comprising of enterprise wide applications like ERP Solutions such as SAP R/3, SCM Solutions and SAP APO to integrate the entire supply chain within the organization. These solutions automate processes from demand forecasting to demand fulfillment.

However, there was no automation in processes that exists before demand forecasting and after demand fulfillment carried out by the sales team. Before this project, there was no standardization of processes carried out by sales teams and most of the information exchange was manual.

To enhance efficiency of sales teams, a web based portal was built and individual logins were provided to members of sales teams. This web portal provided all the necessary information of the customer, plus the sales team members were able to submit their reports online. Moreover, the sales team was able to harness real time information like company circulars, making the complete sales process almost paperless. Other than the sales portal, the web portal for dealers was also built to streamline process like stock availability, details of payment, etc involving dealers. A key challenge in this project was training sales teams and dealers who are usually not so tech savvy and reluctant to change. To increase the life span of this project, in future, it would provide information on a mobile phone.

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