Forrester

Like other channel partners, distributors are realizing that their business models will need to change radically as a result of the trends toward cloud computing. Visionary distributors are already beginning to react and offering a range of new services.

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From the customer relationship management prospective, companies strive to meet the following targets:

  • Specify metrics to define the correlation between a manager’s activities and sales volumes.
  • Select an incentive scheme to increase sales and reduce churn.
  • Adapt to fast changing demand in order to guarantee the best service to key customers.
  • Optimize processes to remove dead stock.

Successful experience of distribution business software implementation and unique knowledge of the realities of distributors and their processes enable BPMonline to provide distribution management software for the following goals:

Manage Product Portfolio
  • Create and maintain an extended catalogue that contains complete information about products and services.
  • Track and collect statistics about manufacturers and distributors, including prices, shipment dynamics, and overdue deliveries.
  • Use distribution CRM to automatically calculate selling prices based on purchase prices.
  • Manage prices, assign special discounts and prices for promo campaigns with flexibility.

Warehouse Management
  • Use software for distributors to build reports about sales, dead stock, and selling dynamics.
  • Automate document flow, price recalculation and management.
  • Forecast depot stock balance based on aggregated data: selling dynamics, order statuses, forecasted delivery dates. Forecasting enables you to meet the demand and at the same time reduce amount of necessary product units.
  • Perform an ABC analysis to classify items by their overall inventory cost.
  • Do a XYZ analysis to classify items by consumption dynamics.

Monitor Purchases
  • Generate and monitor requests for all products that are below minimum stock levels with distributor management software.
  • Distribute your purchase orders into different shipments taking into account shipping dates and other parameters.
  • Track and manage delivery status , monitor financial operations related to a purchase.

Increase Sales
  • Make the most of every customer relationship with a price-setting approach specific to each segment.
  • Automatically track current shipment status for every invoice, analyze insufficient demand with distribution management software.
  • Forecast and supervise your sales, analyze reasons for deviation between forecast and actual sales.
  • Analyze selling history and demand in different customer segments. By defining trends for every customer profile you will deliver a more tailored customer experience.
  • Negotiate every deal more productively having effective cross selling tools, such as the product-segment matrix.

Optimize Customer Agreement Management System (CAMS)
  • Increase revenue by driving improvements in pricing for every specific segment.
  • With the help of distribution CRM perform ABC analyses of your sales points to range them by their value.
  • Enhance productivity and improve margins by implementing unique business processes for every segment.
  • Plan and supervise the work of your employees to ensure high performance.
  • Aggregate data on the receivables.

Improve Service

  • Create greater efficiency across internal and external customer service processes.
  • Deliver more intelligent and faster resolution of requests.
  • Eliminate manual processes that can lead to poor communication, wasted labor, and lost sales.
  • Improve product the shipment process by reducing the number of returns.

Control Documents
  • Store documents of any type: business offers, invoices, orders, emails, etc.
  • Maintain several document versions and a single template library.
  • Automate paper-intensive, error-prone tasks.
  • Streamline document processing by using electronic approval tools.
  • Design document distribution routes.

Boost Employee Productivity
  • Find correlations  between employees’ efforts and sales volumes based on mixed data:
    • Seasons
    • Territory
    • Market trends
    • Promotions
    • Competitive activities
  • Promote better staff collaboration with process consistency and automatically calculated metrics.
  • Supervise managers’ activities, optimize routes, check for the minimum level of available collaterals.

Analyze Enterprise Performance
  • Perform an XYZ analysis to:
    • Forecast the dynamics of sales for specific product groups.
    • Make customer behavior more predictable.
    • Estimate usage of various resources.
  • Calculate sales volumes per period for the best selling items.
  • Perform an ABC analysis to increase efficiency of the resource management system and to identify key products.
  • Use distribution management system software to unearth hidden trends, patterns and behaviors by performing a multi-dimensional analysis.

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