How a Leading Auto & Lube Oil Brand Improved Sales Productivity in India with BeatRoute SFA Software

At a Glance

The Challenge

As one of the world’s largest two-wheeler manufacturers, the company needed to enhance field sales execution and optimize its service to retailers across an expansive and diverse network.

Key Issues:

• Low productivity among the sales team, impacting outlet coverage and daily execution
  
• Limited ability to service retailers efficiently, especially in high-potential zones
  
• Lack of retailer profile segmentation and beat planning, resulting in poor visit adherence
  
• No recommendation-based order collection, leading to low order relevance
  
• Fragmented retailer communication, with no self-service channel for engagement
  

The Solution

The company adopted BeatRoute to streamline sales processes, improve engagement, and build a digitally empowered retail network.

What changed:

• Deployed BeatRoute’s Sales Team App for digitized execution and performance monitoring
  
• Integrated BeatRoute with the company’s DMS via Snowflake, enabling real-time data sync
  
• Rolled out the WhatsApp-based Retailer App, providing retailers with a self-ordering tool
  
• Introduced gamified KPIs and execution logic, creating a performance-driven field culture
  

The Outcome

The company witnessed significant improvements in execution quality and retail collaboration within months of deployment which includes: 

• Improved visit discipline and field productivity, driven by structured workflows
  
• Higher order accuracy and frequency, through input-based order recommendations
  
• Faster retailer engagement, enabled by a familiar and intuitive WhatsApp channel
  
• Stronger data-backed execution planning, supported by connected systems and real-time visibility