Lawson e-Sales: Sales management of distributors

Lawson e-Sales system: Sales management of distributors allows to obtain data on shipments to distributors and to their sales of products in outlets "today for yesterday" — it gives the chance to quickly monitor a situation in the market and to plan shipments and sales. Besides, this solution is implemented based on Web technologies - it provides quick and uninterrupted access in the system of an unlimited number of users (all work with distributors is carried out via the Internet browser) on all geography of distribution and also saves from need to set specialized software on platforms of distributors.

The solution Lawson e-Sales developed by BSC company: Sales planning of distributors allows to create plans of secondary sales of distributors by trade commands and with detailing to the sales representative, outlet and goods items (SKU). Work in a system is carried out via the Internet browser that saves from need to set specialized software on platforms of distributors.

The solution Lawson e-Sales allows producers of the market of FMCG to include distributors in planning process of sales and to increase its transparency. Uniform standards of planning provide the accuracy of sales plans and correctness of distribution of effective objectives (on sales volumes, the Active Customer Base, etc.) on all distributor network.

The quantity and geographical distribution of participants of planning do not matter - the Lawson e-Sales system is developed based on Internet technologies - end users work in the centralized DB only via the Internet browser. All information becomes instantly available to the analysis, and operational interaction within a single system of planning reduces terms of preparation of plans.

Sales planning of distributors in Lawson e-Sales is performed according to the set global parameters defining a procedure of planning for each structural division of manufacturing company taking into account Demand forecasts, Statistics of sales, the Obligatory range (Minimum Must List, MML) and Actual ACB (Active Customer Base). For the end user the procedure of sales planning in Lawson e-Sales is extremely simple – literally "in several buttons". It is only required to select a planning period, to set the plan for opening of new outlets and the private purposes for trade commands – all other parameters and data necessary for planning are considered by a system automatically. According to the results of the procedure of planning in the Lawson e-Sales system the user receives most detailed sales plan – up to SKU (including with breakdown by Categories of products, Brands, Sales representatives, Outlets, etc.).

For the purpose of ensuring confidentiality data encryption using the SSL certificate is executed. All necessary program and the hardware is in the territory of the supplier (producer), it is not required to set additional software on platforms of trading partners (distributors) – it significantly reduces the cost of ownership of a system, simplifies both implementation process, and the subsequent operation of this solution.

Lawson e-Sales allows to arrange the procedure of sales planning of distributors and to make it clear for all participants. Having the fact and the plan of secondary sales within a single system, the producer has an opportunity to control achievement of the global purposes, compliance to the obligatory range (MML) and dynamics of development by the Active Client of Base (ACB).