SFA & DMS for

FMCG|Pharma
MMM - IT
Group 4

RAHUL SABALE 20 - M - 443

KARAN GUPTA 20 - M - 412

VIVEK SINGH 20 - M - 453

NIKET PATIL 20 - M - 438

 Problem
● The FMCG/CPG & Pharma industry has been around for
a long time.

● The traditional way of distribution planning, which relies

entirely on human intelligence, was no longer good
enough to cater to the ever increasing demand.

● This was resulting in delivery inefficiencies and

increasing costs.

● Lack of ground level data on sales, sales executive

performance, SKUs, etc.

● These data points can potentially help company

strategize on-ground sales better and also in deciding
potential locations for warehouses, manufacturing
process, and supply chain hubs.
Supply Chain Bottlenecks
Field salesforce Challenges
● If a sales rep does not get back to a lead fast
enough, your customers might settle with a
competitor that responds swiftly.
● Increasing competition & zero tracking.
● Longer sales cycles fragmented lead data
● Challenge of keeping their sales force aligned,
informed and engaged to the omnichannel
customer base, with fragmented digital trails.
● The top two process challenges that sales
team was facing was meeting the customers’
expectations and staying ahead of the curve
● The more effort they put to generate sales, the
more likely they were to feel perturbed by
reduced productivity.
Distribution Challenges
● Majority distributors are small, unorganized
entities that have inadequate capital and tech
infrastructure.
● Multi brand distributors find it difficult to
manage data for the various brands they
handle.
● Large distributors lack the actionable data and
information.
● To penetrate rural areas, it’s necessary to add
several levels in the distribution chain, adding
cost and inefficiency.
● Lack of real time data on orders, inventory,
claims and returns leading to stockouts or
overstocking.
● Limited penetration of the internet, and
substandard logistics infrastructure.
Salesforce Automation [SFA] &
Distribution Management System
[DMS]

➔ Complete primary & secondary sales

automation from order booking, processing,
sales return to invoice management

➔ Order management solution for smarter

salesforce & fieldforce

➔ Automate real time field insights [orders &

returns] - eliminating manual bottlenecks

➔ 360 degree real-time primary and secondary

sales automation solution

➔ End to end solution for distribution

management

➔ Geo-fencing & geo tagging

SFA & DMS Solution
SFA
DMS Solution
Operational Insights
Outcomes
Results
Performance Tracking

➔ Product-wise
➔ Category-wise
➔ Brand-wise
➔ Retailer
➔ Distributor
➔ SKU-wise
➔ Buying trends
➔ Location-wise Mapping Previous Year Current year

➔ Inventory Mapping Previous Year Current year

FUTURE
With new digital solutions using AI & ML it can help company to improve the sales productivity and build stronger
relationships with their distributor networks.

❏ Image recognition-based merchandising

❏ Gamification for sales reps
❏ AI/ML-based suggested orders
❏ Demand forecasting features.
❏ AI and IoT: Future drivers of Field Force Management
❏ Integration-friendly Data Structure

ML PROCESSING AI + HI DEEP INSIGHTFUL DATA

INTELLIGENT AUTOMATION FOR AI BASED COMMUNICATION ALONG WITH INSIGHTFUL DATA GATHERING FROM
RETAILERS | DISTRIBUTORS HUMAN INTELLIGENCE BETWEEN MFG,, ALL THE TOUCHPOINTS WILL HELP
WAREHOUSES DISTRIBUTIONS, TRANSPORTATION, COMPANY TO STRATEGIZE SALES &
SALES RETAILERS, CUSTOMERS OPERATIONS
THANKS!
MMM
GROUP 4

Rahul Sabale
Karan Gupta
Vivek Singh
Niket Patil