FieldForce. Next generation in FMCG sales force automation

Transcription

1 FieldForce E ON Next generation in FMCG sales force automation

2 Background 20 years of mobile development experience 3rd time developing FMCG Sales Force Automation system The only company in the Nordic countries that from the beginning has been developing SFA systems for suppliers in the FMCG industry

3 Customers

4 Current Situation Large Windows application FastTrack, Windows based Sales Force Automation tool Old fashioned UI Outdated concept of using Windows software on a laptop at the store Same program with different parameters both for back office and field use > not optimal for either use Huge and relatively complex software encapsulates all the functionality Database design is however solid and has met the requirements over last two decades

5 Future Best tool for each purpose iphone and ipad can be used in sync Different UI (web based) for back office Very fast, very user friendly, with modern design

6 Several Apps for ipad and iphone Expenses Route Plan Order&Promo Apps designed based on Use Case Focusing on task that needs to be accomplished, instead of software structure Extra features i.e. electronic signature Equipment Presentations Reports Compliance

7 Route Plan Sales call calendar Sales call planning and preparation Sales call reporting Surveys Task lists Account information Contact information

8 Order&Promo Order taking, promotions and replenishment Orders to multiple deliveries Promotion calendar Trade Settlements

9 Presentations PDF files can be uploaded in back office Tagged for context Organized to smart folders Quickly displayed in store, taking into account the store context

10 Compliance Price Distribution/coverage Shelf space Placement Promotions Camera photographs

11 Reports Reports to be shown in store Opens fast and is easy to use Data preprocessed and synchronized to device

12 Equipment Administrating freezers, refrigerators etc. Allows representative to order an equipment to the store Allows representative to order a removal of an equipment from the store

13 Expenses Mileage Allowance End of day reporting

14 External Merchandizer Organization Version Supplier Supplier 2 1 R P e t u o la ul d o nm 3 e Store Store Enables external merchandising organizations, that typically work for several suppliers, also report their activities back offic e M Store Supplier Store Store Store

15 Back Office HTML5 Route planning Assortment management Price list management TPR and Campaign management Survey creation and reporting Settlement approvals and payments Equipment management Expense management Master data maintenance Back office reporting Cloud based FieldForce ONE or Classic FastTrack Windows server Classic FastTrack Client eforce FieldInformer

16 Structure Classic FastTrack will work parallel until decommissioned

17 Technical Overview iphone ipad Cloud platform Corporate Firewall Data is encrypted Only Clients and FieldForce ONE have an encryption key No information at the hub Data passing through cannot be decrypted FieldForce ONE server inside Corporate Firewall

18 Benefits Speed and ease of use Business process steering and enhancing Enhance the client meeting experience Image and brand lifting Minimize transition costs (from Classic FastTrack to new system)

19 Speed and Ease of Use No precious time is wasted during sales call for unnecessary computer work Will almost certainly result in more sales calls due to more efficient time usage Since we already have sales call reporting in place these claims can be verified afterwards

20 Business Process Steering and Enhancing System will allow setting goals, that correspond to activities planned for a sales period Point and activity type values can be assigned to activities to be performed Accumulating points can be viewed on a real time dashboard (i.e. Target burn down chart)

21 Enhance the Client Meeting Experience Ability to show things comfortably to client will engage client in sales process Ability to quickly order proposals and/or trade spend settlement documents to client results in improved ease of doing business with supplier s sales personnel Electronic brochures, TV commercials Promotion calendar Trade data reports quickly and comfortably viewable from ipad

22 Image and Brand Lifting Field personnel using modern tools will be perceived more professional by the Trade This perception is likely to be extended to supplier s products and services Modern tools and processes attract professional and skilled people

23 Minimize Transition Costs (from Classic FastTrack to New System) Gradually introducing new tools, that access the same back office database, significantly reduces chance of disturbance to business while in transition No training required, because users will learn one simple and intuitive app at the time (old system can work as a backup during transition)

24 The Concept of FieldForce ONE Trade: Lots of data Delivery Data Stock levels ONE Company Management: Business Processes Field Sales: Multiple tasks POS Data Marketing Top Management Logistics In-store Data FOCUS ONE Vision ONE Goal ONE Strategy ONE

25 Pricing First App 200 Each Additional 25 Per User Per 9 Users + 1 Demo per Month per Year per Month per Year Demo for 1 User per Month per Year Free!

26 Over 50 users Large companies get a price benefit Example: comparing to First 50 users With discount Without discount Per 49 Users + 1 Demo Per Each Additional User Per User per Month per Month per Month 3 Apps minus discount 250

27 Thank you!