SFA PROJECT – Success Story
- 1. SFA PROJECT – Success StorySFA PROJECT – Success Story
- 2. AGENDA :AGENDA : Background & Objective SFA flow Process SFA PROJECT - Benefit Project Scope
- 3. Background & ObjectiveBackground & Objective Back Ground :Back Ground : • Distribusi Direct Cover telah berjalan di area JKT,BDG,SMG dan SBY dengan 20 SLD (9 Canvas dan 11 TO), dan akan dilanjutkan dengan area cabang lainnya(+/- 155 SLD) pada tahun 2007. • Penanganan proses administrasi back office baik Sales, Logistic dan Finance digunakan sistem Scylla dan SAP. • Saat ini PJP, Master Card, A/R jatuh tempo, Sales&Retur, Laporan Dinding didapatkan dari laporan-laporan yang tersedia di sistem Scylla. Waktu yang diperlukan SLD untuk mempersiapkan dokumen yang akan dibawa sebelum berangkat maupun dokumen yang akan diserahkan setelah kembali dari outlet memakan waktu yang cukup lama. • Manual input / administrasi yang dilakukan oleh Sales Admin juga cukup memakan waktu yang lama.
- 4. Background & ObjectiveBackground & Objective Objective :Objective : • Untuk meningkatkan Produktivitas dan efisiensi dengan menerapkan Sales Force Automation, dimana SLD diperlengkapi dengan perangkat PDA. • Meningkatkan Competitive Advantage dan Mempertajam kompetensi dasar TRS sebagai perusahaan distribusi yang ‘Known your market, Relationship Management, & Supply Chain Management’.
- 5. Project ScopeProject Scope Activity CoverageI. Sales Call Preparation II. Salesman Activities III. Sales Admin Activities A. Today Information B. Sales Route /PJP C. Today A/R D. Today Promotion E. Today Sales Target F. Recording time out/scan out from office A. Recording Time Out/In From/To office B. Recording Time In/Out To/From Outlet C. Sales Canvas D. Sales TO E. Good Return & Reason A. Process Real Order B. Process Faktur Canvas C. Process Invoice. D. Process Return & Reason F. Payment G. Competitor Activity H. Recording Reason Not to Buy I. Recording Salesman/Operational Expenses E. Download Sales Call Preparation F. Upload Salesman Activities
- 6. Project ScopeProject Scope Area Coverage 1st Phase : Existing Direct Cover (20 SLD) • Jakarta (8), Bandung (3) • Semarang (6) , Surabaya (3) 2nd Phase : Future Direct Cover ( 160 SLD) • Jakarta (38 ), Bandung(7), Semarang(5), Yogya(12), Surabaya(10), • Denpasar(10),Pontianak(4),Balikpapan(5),Banjarmasin(7),Makassar(7) • Manado(9),Medan(12),Pekanbaru(10),Palembang(7),Lampung(8) 3rd Phase : Cover by Subdist ( 83 Subdist /286 SLD) • National
- 7. Project ScopeProject Scope Hardware Coverage PDA - Processor Min 300 Mhz Mobile Printer Wireless – Wi Fi BarCode/Scanner GPS GPRS
- 8. SFA Flow ProcessSFA Flow Process Record Time Out from office Subdist Start activity Sales Call Preparation • Today information • Sales route • Today promotion • Today sales target • Today A/R Salesman 1 Branch Office Master ProductMaster Product Master OutletMaster Outlet Master InfoMaster Info Van StockVan Stock Salesman TargetSalesman Target Historical Sales Master A/R Download Master Data Scylla Pro -> PDA Scylla Operator Master CardMaster Card 2 Record Time In First Outlet Sales Activities : • New Out, Payment • Sales for TO/Canvas • Delivery (Canvas) • Return & Reason • Outlet Stock,Stock Online • Competitor • Market Share • Reason not buy Sales Activities : • New Out, Payment • Sales for TO/Canvas • Delivery(Canvas) • Return & Reason • Outlet Stock,Stock Online • Competitor • Market Share • Reason not buy 3 Next/Last Outlet Record Time In Record Time Out Record Time in to Ofiice Record Time Out • Today sales achievement (Total, /Sld) • Average selling time/outlet/Sld • Average SKU/outlet • Today detail sales transactions • Today payment settlement • Outlet’ stock vs. Average sales report • Competitor activity report • Market share • Outlet suggestion • New Outlet Upload Transaction to Scylla 4
- 9. SFA BenefitSFA Benefit •SALESMAN •Opr & Adm•Off. Manager Operational Distributor Less Paper Work Capture SLD Activity Sales Service Level (ord Vs Sales) Proposed Activity to PCP Voice Of Customer (VOC) KPI Inkaso & Cashier latest Outstanding AR Info Collection schedule Cash Flow terencana KPI Warehouse Latest info Stock position Logistic Service Level (ord Vs Delivery) Est. Stock Request KPI •Distributor Sales Focus Promo Activity Historical Sales Outlet Product Focus Sales Target Vs Achievement Sales Cov. & Stock Info PJP Product Status Stock Posisi (SLD Canvas) Lates Price Collection & Outlet Profile Latest Info Outlet Profile Collection Schedule Sales Strategic : Sales Target Vs Achievement Capture SLD Activity SLD Productivity Routing SLD (PJP) Competitor activity Info Stock Toko Voice Of Customer (VOC) Market Share Info AR & Collection activity Outstanding AR Position Collection Schedule Cash Estimation Stock Availability Stock Position Est. Stock Request to PCP Waktu Entry Data berkurang Error Accuracy Knowledge Quality Review & Continous Improvement