Ace.ppt

INFORMATION SYSTEM MEET

December’09

eBusiness

ReachingReaching Out For AOut For A Better TomorrowBetter Tomorrow

CFA

ERP

Regional Offices

Factories

Centralized

• GSLL Supply Chain :

Head Office

e-Business

Vendors

e-Business

Warehouses

eBusiness

eBusiness

Sales Force

INDIGO Distributor

Non INDIGO Distributor

CFA

ERP

Regional Offices

Factories

Centralized

• GSLL Supply Chain :

Head Office

e-Business

Vendors

e-Business

Warehouses

eBusiness

eBusiness

Sales Force

INDIGO Distributor

Non INDIGO Distributor

SAP BW

eBusiness

eBusinesseBusiness

B2B Portal – E-Biz DMS - INDIGO ACE – Sales Force Automation

eBusiness

B2B Portal – E-Biz

…the use of the internet and related technologies to manage a business more efficiently by greater and faster sharing of information on a day-today basis

E-Biz

TECHNICAL :

APPLICATION SERVER : WEBSPHERE 6

DATABASE : DB2 8

LANGUAGE : JAVA 1.4

J2EE 1.4

WEB TOOLS : ACTIVEX ,JAVASCRIPT

eBusiness

MAJOR MODULES

• Secondary Sales Capture

• Replenishment

• Centralized Scheme

• Centralized Master

• Claim Processing

E-Biz

eBusiness

E-BIZ - Secondary Sales Capture

Internet link Internet link

INDIGO Distributors

www.godrejsaralee.biz

Sales TeamInternet link

NON - INDIGO Distributors

Data Flow

eBusiness

INPUT :

INDIGO : SKU WISE SALES & STOCK DETAILS

NON-INDIGO : SKU WISE CLOSING STOCK & RECEIPTS DETAILS

OUTPUT :

SECONDARY SALES REPORTS

MONTHLY SALES & STOCK FO PERFORMANCE ASM PERFORMANCE BRAND,CATEGORY & FORMAT


eBusiness

Some important Reports : Field Officer

– MSS

– Secondary Summary Report

– Stock Report

– Upload Status

– BPR

– Combined MSS

– Scheme Circular

– TLSD & Productivity Report


eBusiness

Some important Reports : ASM

– MSS

– Secondary Summary Report

– Stock Report

– Upload Status

– BPR

– Combined MSS

– Monthly Sales Report

– Quarterly Sales Report

– Scheme Circular

– Track Distributor Upload

– TLSD & Productivity Report


eBusiness

E-BIZ – Replenishment - Phoenix

Reduce Inventory, Improve the Flow of Goods Across the Entire Demand Chain.

Definition :

Replenishment is a proven way to free up more working capital. Companies can employ technology to lower inventory, while still ensuring that items are in stock when customers want them.

eBusiness www.godrejsaralee.biz

Distributor SAP

•Sales & Stock

•TLSD

•Productive Calls

•Active Outlets Etc

Order Dispatch

•Item Master

•Price Master

•Scheme

•Calendar

•Purchase

Maste

r &

Tra

nsacti

on

s

Store Stock information

Sec Sales calculation Analyze Data

Orders Generation

Rep

len

ish

men

t O

rder


Data Flow

eBusiness

Order Generation Logic

Stock Norm (N days)

FINAL PURCHASE ORDER QUANTITY

Stock Norm for the Product Family (in Pieces)

Closing Stock , GIT and Open Order (in Pieces)

Secondary Sales in pieces for a Particular Product Family Past 30 days)

(Difference)

(Conversion)

Multiply with Seasonal, Growth and Activation Index

FINAL NORM QUNATITY FOR THE PRODUCT FAMILY


eBusiness

Benefits :

• More accurate order• Auto order generation• Lower inventory at distributor point• Improved Service• 1-2 % stock out instances at distributor point• Higher TLSD at distributor point• Increase sales at distributor point• Increased productive time for FO and ASM


eBusiness

KPIs

• Order Value adherence • Number of Order Adherence• Case Fill Rate• Line Fill Rate

• Distributor Stock Out Instances• Pull – Push Analysis



Value Order CASE LINE

MUMBAI 27.5 15.44 13.77 29.21 56% 79% 81% 76% 53%THANE 38.34 14.3 22.66 36.96 37% 76% 87% 64% 39%NAGPUR 98.48 94.97 2 96.97 96% 100% 100% 100% 98%GUJ ARAT 153.55 130.51 73 203.51 85% 98% 100% 94% 64%PUNE 380.22 334.06 25.41 359.47 88% 100% 100% 96% 93%WEST 698.09 589.28 136.84 726.12 84% 91% 94% 86% 81%KOLKATA 640.49 491.84 129.06 620.9 77% 96% 98% 89% 79%CUTTACK 309.48 282.36 47.48 329.84 91% 100% 100% 99% 86%RANCHI 117.14 96.72 3.777 100.497 83% 96% 100% 90% 96%VIJ AYAWADA 348.82 203.94 184.04 387.98 58% 76% 88% 77% 53%HYDERABAD 435.17 224.2 114.04 338.24 52% 72% 84% 70% 66%EAST 1851.10 1299.06 478.40 1777.46 70% 88% 94% 85% 73%CHENNAI 550.55 405.45 184.88 590.33 74% 95% 97% 87% 69%MADURAI 378.34 290.06 138.34 428.4 77% 96% 99% 89% 68%COCHIN 289.37 232.62 52.18 284.8 80% 98% 100% 91% 82%BANGALORE 332.72 297.56 20.38 317.94 89% 100% 100% 93% 94%HUBLI 112.74 87.35 14.02 101.37 77% 92% 96% 90% 86%SALEM 435.72 363.09 45.69 408.78 83% 98% 100% 92% 89%PONDI 25.19 22.38 7.31 29.69 89% 100% 100% 94% 75%SOUTH 2124.63 1698.51 462.80 2161.31 80% 97% 99% 91% 79%

DELHI 348.23 165.89 170.74 336.63 48% 71% 81% 66% 49%

ALL INDIA 5022.05 3752.74 1248.78 4664.89 75% 87% 92% 82% 80%

KPIsPull Adherences Fill Rate

PULL % ON TOTAL

BILLINGCFA

Total Pull Order

GeneratedPull Billing

[A]Push

Billing [B]Total Billing

[A] + [B]

eBusiness

E-BIZ – Centralized Scheme

RPO / Stat Off

RGM

Sales Force

INDIGO Distributor

Enter Scheme based on RGM’s information

Check and Release Scheme

Upload Scheme in INDIGO

View Scheme Circular

E-Biz

Data Flow

eBusiness

Benefits

•Control on Scheme

•Slab based scheme

•Separate Scheme for Super Stockist

•Scheme can be maintain at retailer level

•Ensured schemes are passing to the retailer

•Result in More Secondary Sales

E-BIZ – Centralized Scheme

eBusiness

INDIGO Distributor

SAPE-Biz

Item, Price, Tax, Customer, JC Calendar, Purchase

Sec Sales, TLSD, Prd Calls, Retailer data, Order , Claims

Master Download

E-BIZ – Centralized Master

Data Flow

eBusiness

Benefits

• Masters are downloaded based on logged in Distributors Credential

• Manual intervention eliminated to avoid any kind of mistake

•Control on master

•Distributors need not to enter purchase

•Time Save

•Ensuring proper pricing and taxation

E-BIZ – Centralized Master

eBusiness

E-BIZ – Claim Processing

INDIGODistributor Ebiz Platform

Sales, stock Retailer dataAnd Claims

Product masterPrice masterJC calendarInvoice detailsScheme

SAP

Product masterPrice masterInvoice details

Processed claim

Invoices withCredit note for claims

Data Flow

eBusiness

PROCESS

Scheme Spent from Indigo

SKU wise FINAL Claim Amount

Primary Discount for the same period and same distributor

(SKU wise Difference amount)

(SKU Wise Tax on Difference Amount )

E-BIZ – Claim Processing

Action

•Replenishment of Stock

•Forecasting of Demand

•Availability of Sales Information

•Report Compilation

•Master Control

Results

•Replenishment avoids excess stocks

•Better Decision Making

•Focus on Secondary Sales

•Time Saving in Report Compilation

•Better Control over Market

E-Biz At a Glance

eBusiness

eBusiness

In E-Biz Secondary Information comes weekly / monthly.

Company requires Secondary Sales Information on a daily basis To run replenishment and to plan in much better way.

But how can we get distributor and retailer information daily from the Distributor?

INDIGO

eBusiness

Not likely to happen

Possible, but difficult to achieve

Easiest Solution• Distributor can have a standardized Software from which the data can be extracted

INDIGO

INDIGO

Distributor could email the data to us

We could extract the data from distributor’s current software

Options We Had

Integrating Nationally Distributors Into Godrej Sara lee

• Concept

INDIGO is all about partnering with distributors for mutual benefit, i.e. From Selling to Distributor To Partnering Distributor

• Process

Standardize the Distributor Management Software Across All INDIA. At Present 500 distributors, who are contributing 73% of trade Sales, are using this S/W for their daily inventory & financial transactions.

INDIGO

eBusiness

eBusiness

TECHNICAL :

DATABASE : ACCESS

LANGUAGE : DELPHI

INDIGO

eBusiness

INDIGO - Benefits

Control on Stock Holding

•System v/s physical stock checkSales & Stock statement

can be generated at end of day and compared with physical stock

•Damage Accounting Saleable stock can be segregated

from unsaleable stock

•No pilferagesLoading sheet can be compared with

After delivery report to account for returns

•Minimize wrong deliveries Detailed loading sheet is available

eBusiness

Team performance

•Coverage of retailers by each salesman

•Productive calls

•Target Vs actual analysis

•Salesmen incentive parameters and calculation

•No of lines sold by each salesman

INDIGO - Benefits

eBusiness

Control on Schemes and Claims

Schemes• Primary /Secondary• Scheme efficiency can be tracked• Discount calculated based on slabs• Configurable option for modification of Scheme discounts

Claims

Automatic generation of Claims to the company

INDIGO - Benefits

eBusiness

Control on Market Outstanding

Process

• Fix the number of days credit• Fix the number of Bills on credit• Fix the Credit Value

Reports

• Pending Bills report• Market Outstanding Report• Customer Ledger• Active Outlet Report

INDIGO - Benefits

eBusiness

INDIGO – Some Major Reports

– Sales Report Attribute wise

Brand / Category wise sales of distributors

– Daily Call report

This report generates details of retailers, the Products purchased by them and the productivity of each salesman with their reason codes

– Product Track Report

This report keeps track of the Products based on the transactions carried out for them over a specified period.

eBusiness

– TOP Outlet Report

This report generates the retailer performance for the given period. The generated report contains the following information market name, retailer name, retailer code, sales value and the % of contribution made by each retailer.

– Dead Outlet Report

This report generates information about the retailers who have not purchased for the given count of days until the specified date

– Retailer Class Shift Report

This report shows the growth and de growth indicators of retailers– ABC Analysis

This is available at different level. i.e. Product Attribute, Market , Retailer, Retailer Category


eBusiness

– Marketwise Retailing Summary

This report generates the route wise retailer summary details for the given period. The generated report contains the following information Outlets Summary, No of Customers buying in the Month and a set of sales analysis details.

– Dealer Card Report

This report displays the Products purchased by the retailer, for a given period. Can be analyzed main moving products for the particular retailer.

– Drill Down Sales Report

This report generates information on sales, which can be drilled down from the company to the least level in the Product hierarchy as well as from the markets to the bills raised by the retailers. This also gives information on average sales and the last month’s sales.


eBusiness

– Distribution Width

This report generates information on the Products distributed to the retailers as per their respective hierarchy. This report can be filtered as per cases or units.

– Coverage Report

This report generates the effective coverage for the specified JC Month based on the selected Salesman market route.

– Call Analysis

This report displays comprehensive information about salesmen contribution. This report includes Salesman name, Avail - No. Of Availed days, Work - No. Of days worked, number of retailers, Calls, Average Calls, Percentage Of Product calls, Sales, Sales Day, Bill and Total lines in the bill.


In this solution, the distributor salesman carries handheld device which will contain all the necessary information.

This not only simplifies the retailer order booking process but also enables a significant improvement in Sales productivity. This increases sales and service in the marketplace.

eBusiness

ACE : Sales Force Automation

eBusiness


eBusiness

Logical Data Flow

HH Client

Indigo

DB: MS Access

Sync Engine Sync Engine

DB: Derby

XPD Desktop

Distributor System


eBusiness

Business Imperative: Area of Opportunity

• Increase in effective selling time due to the reduction in non value added sales activities

• 1200 DFS covering 15- 25 retail outlets per day.• Manual entry of Daily Station Report and computation of value of sales

for each outlet• Time spent in computing value of retail sales alone, is approximately 15-

30 sec per shop• Since the activity is time consuming some field officers do not compute

value of sale by outlet. This reduces selling efficiency as:• No benchmarks by previous sales retail outlet• DFS are unable to gauge remaining days target sales mid-way on

the beat


eBusiness

Business Imperative: Potential Impact & Solution

• Target Retail Sales per Field Officer per day:

• Metros: Rs 25,000/day

• Other Cities: Rs 20,000/day

• Annualised retail business time lost in computing value at 15-30 secs per retail outlet is to approximately 1,200 to 2,300 man-days per year

• Time lost in computing value could potentially be reduced by the use of hand held terminals

• Hand held terminals to provide feedback on past retail offtakes and current value of sale

• Result: Increased selling efficiency


eBusiness

Data Flow

Order Data

Desktop ClientIndigo Parking

Tables

Order Data at Product code

Processing of Order Data at Batch level

Billing From Order Data at Batch Level

Indigo Application


eBusiness

Application Data Flow

GSLL HH Application

Login

Day Target

Main Menu

Route ReportsSynchronize

Sales Dtl

Outlet Menu

Outlet Info


eBusiness

Application Data Flow

Outlet Menu

PGT OUTLET MGT OUTLET

Order Take Failed Visit

Stock Take

Order Entry

Order Summary

Day Dash Board


With help of this PDA , Order Taking Process is now

Data driven : All information would be available to improve order taking

from the retailer

Process driven :

Ensure adherence to all Sales processes of the company

Engagement driven :

Improve activation and retailer involvement in GSLL products

eBusiness


Value Derivatives - Tangible

Better productivity Higher efficiency

Lines per Bill Stationary

DFS Productive TimeProductive Calls

Data entry

Value per lineInventory costs

Lost sales

Benefits


eBusiness

Summary of quantified benefits

• Increase sales force productivity• Helps to Achieve Targets by prompting after each call• Helps to sales of Focused, Promo SKU by reminders

• Increase TLSD

• Increase Productive Calls

• Increase Number of Outlets

• Control on Credit Policy

• Helps improve customer satisfaction

• Streamlined business processes


eBusiness

SALE-IT MIS

REPORT

eBusiness

•Complaint Tracking

•Retailer Data Analysis

•Upgradation of Websphere & DB2

Major PLAN (FY – 09-10)

eBusiness

RPO

Indigo Officer

Sales Force

Distributor

E-Biz

COMPLAINT TRACKING

IS Officer

Enter the problem along with error screen shot

Mail

Mail

Mail

eBusiness RPO / Stat Off

Indigo Officer E-Biz

IS Officer

Confirm Receive and update status after solving or reason for not solving the issue

Mail

Mail

Reassign Person if require

Sales Force

Distributor

COMPLAINT TRACKING

eBusiness

•After getting Mail, distributor / Sales Force needs to Close the call as confirmation.

•If the person who is responsible for the solution, asked for any further information or files Distributor / Sale force have to provide that. Till that time problem status will be in process

•If problem is not getting solved with decided time line then a mail will trigger to Central Coordinator and RPO

•Everybody in the loop along with RGM can view All the problems in one screen with status. By drill down further they can see the communication happened.

•Monthly performance report will be generated

COMPLAINT TRACKING

eBusiness

Benefits

Analyze overall performance

Ensure timely Support

Report and compare performance of individuals

COMPLAINT TRACKING

eBusiness

RETAILER ANALYSIS

Till date from INDIGO SKU wise daily summary of inventory movements are coming.

Above information is not enough to do micro level analysis.

To meet this expectation Line Level Billing information is required.

New process is, along with “Daily Stock & Sales Data” above mentioned data also comes to E-Biz

From E-Biz different MIS reports can be generated

eBusiness

RETAILER ANALYSIS

MIS Reports

• Active Outlets at any level of Product Hierarchy• Distribution Width at Retailer Class Level• Distribution Width at Retailer Category Level• TOP SKUs at Class and Category• TLSD & Productive Call at any level of Product Hierarchy

Benefit

Better Sales Plan

Different Scheme can be operated based on sales at different Class & Category

Result in Better Secondary Sales

eBusiness

NEW VERSION -WEBSPHERE

Latest Version Upgrade :

• Websphere version 7

• Db2 Version 9

Reason :

• Capable to Handle Multiple instances more effectively

• Compatible with J2EE 5

• Capable to execute more number of Queries at a time so concurrent users can be increased

• Centralized ACE system – Lotus expeditor works with only Websphere 7

• IBM has stopped giving support on Webshpere 6

Thank You