DGB’s Perfect Store Execution with SAP Sales Cloud

DGB’s Perfect Store Execution with SAP Sales Cloud

28 September 2020

CONTENTS

DGB Overview

DGB Partner Journey

Why SAP C4C?

DGB Landscape

Perfect Store Execution

Potential Roadmap

Quarterly Release & Support

DGB Overview

Who we are & our brands

© AFSUG 2020 | All Rights Reserved.

DGB

DGB is one of South Africa’s largest independent wine and spirit producers and distributors

DGB (Pty) Ltd was formally established in 1990, although our true roots extend over 300 years when winemaking began at the Boschendal and Bellingham farms in the Cape Winelands. In fact, we were also doing things a little differently in the 1940’s already, when Douglas Green pioneered the wholesale sales model for wine in Paarl.

DGB owns several wine and spirits brands, as well as being the South African distributor for several global agency brands

DGB employs a highly energetic and driven sales force comprehensively covering all major regions and country areas. With dedicated channel executives, on and off-consumption representatives supported by a team of merchandisers

© AFSUG 2020 | All Rights Reserved.

DGB Owned Brands

© AFSUG 2020 | All Rights Reserved.

Agency Brands

DGB Journey With Partners

From then to now

© AFSUG 2020 | All Rights Reserved.

Partner Journey – Mobile Solutions

SAP ERPEarly 2009

SFA2014

SAP C4C (Rex)

2019

Why SAP C4C?

Looking for an integrated mobile solution

© AFSUG 2020 | All Rights Reserved.

Why SAP C4C?

DGB operates in multiple categories and required an application that was fit for purpose without ongoing development for the ever changing business needs

Our Pain points:

• Management of various systems• Multiple data sets not integrated

o Delays in changes to master data

o Duplication of work• Delays in reporting• Excessive time taken to complete audits• Historical data not easily accessible to users• No analytical platform capability• Delays in placing of orders

o Duplication of work

o Order accuracy

© AFSUG 2020 | All Rights Reserved.

Why SAP C4C?C4C Provided

- Real-time integration & reporting- Up to date visit data- View of what is still outstanding- Access to important customer data- Offline capability in remote areas- Store proximity check-in- Customer visit cycle visibility- Library Feature:

- Training Material & Videos

- In trade execution excellences- All data stored centrally- Ensure mandatory tasks are completed- Sales Rep planning view (calendar)- In store execution customisable- Effective KPI management & reporting- Real time order placement- Graphic Design Requests

DGB Landscape

High Level Architecture Overview

© AFSUG 2020 | All Rights Reserved.

DGB LandscapePhased approach:

Phase 1:- Like for like using surveys (incl. orders)

- Orders via survey mailed to Contact Centre- Customer and Product master data replication

- With Sales Rep & Manager- Visits- Perfect Store Execution

- Engagement maps

Phase 2:- SCC (SAP Cloud Connector)

- Bi-directional data flow- Sales Order integration

- ATP checks for real-time stock

- Custom business rules- SFTP reports from C4C

- Extract data for use in Business Intelligence

Perfect Store Execution

Meet consumer expectations at the shelf & keep Sales Reps up to date

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Visits (Calendar)

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Account Overview

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Previous Surveys

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Engagement Map Off-Liquor

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution

Highlights:- Visit planning- Visit execution- Check in/out- Visibility of visits & surveys- Guided tasks and activities for perfect store execution- Check product representation on shelf & price- Ensure KPI’s are met- Real-time availability of data captured- Sales Rep has full visibility of previous surveys

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Product Availability Wine

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – KPI Scoring

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Visit Overview

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – New Customer Audits

© AFSUG 2020 | All Rights Reserved.

Perfect Store Execution – Product Lists

© AFSUG 2020 | All Rights Reserved.

Customer – Sales Orders

© AFSUG 2020 | All Rights Reserved.

In Trade Excellences – Visibility Of Attachments

Potential Roadmap

What we are considering

© AFSUG 2020 | All Rights Reserved.

Potential RoadmapContact Centre with C4C Service- Receive Calls & Emails- Liquor license expiry reminders- Service Tickets- Workflow Rules- 360° View of customer with queries & complaints

Commerce platform for online presence- Integration to ERP back-end- Available for order placing 24*7/365- Extend customer reach- Streamline sales process & reduce cost- Drive efficiency through automation

Training Platform- Online Training & Fast User Onboarding

- Internal & External- Available 24*7/365- Compliance Training- Robust analytics & reporting

Quarterly Release & Support

© AFSUG 2020 | All Rights Reserved.

Support & Quarterly Releases

SAP Quarterly Releases- New Functionality- Enhanced Features For Retail Execution

- Visits & Activities

- Sales Orders

- Perfect Store & Surveys

Consnet Support Agreement- Quarterly Release regression testing performed by Consnet and test

scripts are provided for review.- Minor Changes- Reporting Requirements- Administrator & User Support Provided- Expert Knowledge

African SAP User GroupOffice: +27 11 235 6000 | info@afsug.com

SAP Business Park, 1 Woodmead Drive, Woodmead, 2148

www.afsug.com

THANK YOU