Tag Archives: distributor management solution

‘Convincing Demo, Sure Sell’- through team learning with BeatRoute

BeatRoute is an intelligent field execution platform that makes every field team member 10x more effective. It is a one-stop platform that helps you drive more sales through field teams. One of the key use cases that BeatRoute solves is helping the organization communicate and deliver standardized communication to its Field Teams and Customers. A few pillars make BeatRoute’s mechanisms foolproof-

  1. Multimedia Content

The chances of your product being successful should not be based on the memory of a field force person, rather on solid formats that the field force can refer to, as and when needed. BeatRoute allows you to store and publish content on the app in the form of PDFs, Videos, Audio, word documents, pictures etc. These may contain detailed explanations and various factors that might come handy for your team on the ground.

Based on your product or need these can be neatly divided for easier understanding and quick accessibility.

  1. Training

With everything stored in the app, BeatRoute gives you and your team the power of learning. A manager can easily publish pieces of information to the app and in one go the whole team will have an access to it. This ensures that no member of your team is exempted from receiving even the slightest of the details. So you can train your entire team, sitting at one place through demo videos, well-explained PDF documents, and brochures designed specially in the language of the field force.

  1. Assessment

It’s often a concern for the managers whether their team was actually able to grasp all the information and understand it to the extent of actually using it effectively.

BeatRoute has a solution for that as well. Within the app one can make assessment modules linked to a particular training content. The team can be asked to fill these, thus making it easier to understand how much has a team member ascertained. These assessments don’t come with a marking or grading system, so your team never feels judged rather they understand it is solely for the purpose of making the training documents more easy to grasp. What more? These results can be ascertained in seconds.

  1. In-field Sharing & Demo

The data stored in the app can be shared, not only with the shopkeepers and agents but directly to the customers as well.  

Consider a product of a financial company, if a customer asks a particular question or a query, your field force can share with him/her particular documents and policy information for their satisfaction. What makes this feature even more amazing is that your customers don’t need to have the app, the documents are directly sent to their emails. Moreover, the brochures, objection handling documents, etc. can be shared with customers with a single click.

  1. Secure Multimedia content set up for Demonstration and Learning

With all this sharing, the question of security and your content getting misused is bound to come in your mind. But worry not, the security of your documents is entirely in your hand. You can choose which documents you want to be shared and those will be the only ones that will be shareable.

  1. Content consumption assurance

Having covered the training and assessment segment we have also focused on fetching content consumption analytics for the same. BeatRoute is designed in such a way that each training documents rolled out by you is monitored down to how many people have actually opened it and for how long.

Exactly when you thought you couldn’t be more in control, behold!

BeatRoute is an intelligent platform through which you can target stores and get accurate analytics of when, where and by whom a particular content was played or viewed. This data can collectively be used to check if the content was shared efficiently at the target location or not. Thus, chances of fiddling are cut down to negligible.

With BeatRoute, we’ve built solutions that help you tackle all the field force handling problems that too with diligence. Enabling you to empower your field force and making them self-sufficient, is our ultimate aim.


Last, but far from least.

We recognize that dissimilar teams and people at varying levels, need different content for training.

BeatRoute allows you to target your content and send it to specific teams. This not only saves time but also makes your work more systematic, as separate content can be sent based on the size and location of the stores as well.   

To top it all, we present to you the most cherished weapon of BeatRoute, Offline- which means all of the above-mentioned features can work even if there is low or almost no connectivity on the mobile phones.  

Equipped with such astonishing features, nothing could possibly stop you from getting BeatRoute for you and your team.

Start with BeatRoute now, for a one-stop solution to all your sales and field force challenges and get rid of the losses caused by the gap in communication.

Each of these features is meticulously planned and provide an excellent user experience.  Further, regardless of the industry BeatRoute has got a lot more power packed specific use cases designed for you. If you are in sales you would definitely be doing visual merchandising, read here to know how you can best optimize it and for BFSI there is a lot you can do to leverage it through.

Sounds just about perfect, doesn’t it? Give us a call at +91 9999463675, or get started for free  and we’ll help you get the most out of your field force.

Demand-Pull V/S Stock-Push

What’s your strategy to drive sales and get the maximum out of your potential product!!

 

1) Stock-Push with Distributors
On one side practitioners continue to focus on stock-push with distributors by offering margins, schemes and promotions. This has worked traditionally on the belief that if your business partners has stake in it, he will go ahead and replenish at existing retailers and find new retailers continuously. Challenge however remains that often a distributor does not have the knowledge base on what is the exact potential of a territory and its demographics. The question is should you consider your distributors as link in the supply chain or sellers of your product. I will tend to believe it just the former.

V/S

2) Demand-Pull with Consumers
No. I am not talking about advertisements. I am talking about product displays at MRF or GT stores. I am talking about having own sales team that reliably visits a retailer and keeps a tab on visual merchandizing and stock levels. I am talking about investing in territory penetration by continuously analyzing a territory and having own sales team invest time in territory penetration. Demand-pull is about ensuring your products are well represented to consumers when they walk into a store.

Comments from Senior Industry Professionals on this blog….

Speaker
Chintamani Kale (See LinkedIn Profile)
Sales Manager at PKM FOODS Pune
There are different ways to look at it. Also important is the type of industry & products you are in. If the product category is established & you want take share of the shelf space you can go for Push. But the same may not work with limited shelf life products such as food or new concept products.
It really depend on the type of product & type of market you are in…

speaker2
KK Bhan (See LinkedIn Profile)
Experienced Sr Operations Professional
Most of the marketing managers always push the products and believe in the theory of ” Maal Thok Do ” but seldom do they realize that a consumer may be pushed to buy the product on a one off basis but won’t return back if there is no pull or demand for that particular product.
On the other hand if there is a demand of other product , consumers go and seek that product. Now one may argue theories of visibility, shelf availability etc etc….the products may be visible but if people don’t like them they will result in non-moving inventory .
Again most companies focus on primaries and sales nos based upon product pushed to retail stores but if the same is not getting translated into retail sales , how can you push the next lot.
Hence I always believe in creating a pull for your product rather than push …yes of course you need to create brand awareness, product awareness and must create proper visibility of the same as well.

I have enormous PRACTICAL examples to demonstrate above which I have observed during my career.

speaker3
Chironmoy Chatterjee (See LinkedIn Profile)
Chief Operating Officer at Perfetti Van Melle Sri Lanka
Stock Push is no longer possible in today’s context , Stockists and Distributor cannot be treated as agents of the companies, they have to be treated as customers, Primary sales have to be based on Secondary sales with a fixed closing stock norm. A Large Multinational company had to suffer, by pushing primary sales their distributors started leaving them, and today they have changed their way of working, today they have no concept of primary sales and only stocks that are sold is replenished.
But for the retailer both push and pull are required, push to block competition and pull so that the stocks given is sold off.

speaker2
KK Bhan (See LinkedIn Profile)
Experienced Sr Operations Professional
Well said Mr Chatterjee, companies should abolish the term Primary sales and report Secondaries only as authentic numbers since rest is just an inventory in the system. We should also teach the same to new young sales personnel and accountants . BTW not one, I know many large FMCG companies suffering by this mess of primary reporting and showing inflated numbers as sales figures , where in actual sales had never happened.
Placing product on retail should not be termed as push but just a shelf filling exercise or stock replenishment activity and the same needs to be highly efficient , which is part of supply chain function not sales.

speaker4
Tanmoy Panda (See LinkedIn Profile)
RSM – VLCC Personal Care
I totally agree with u Chironmoy Sir . Stock push was a strategy which has become old and almost obsolete . But they still r being followed at different sectors even today but with no huge success but landing in a mess . Today’s Distribution business is being driven by Business minded , young and well educated people and the success of Companies depends on how well they treat their Channel Partners by showing them the way forward aligned to Company’s vision . The whole cycle has to be driven based on Secondary Sales with Closing Stock norms based on location , category of town and seasonality . More focus needs to be given to the Second Strategy – The Demand-Pull Strategy – by ways of Merchandising , Shelf hiring . Push Strategy at Retail level works mostly for seasonal products for blocking competition and with low Brand loyalty products . Continue reading Demand-Pull V/S Stock-Push