Peninsula Beverages is the largest
local bottler for the Coca-Cola Company products in the Western and Northern
Cape, South Africa. Due to the fast distribution process and increasingly high
demand in sales of the Coca-Cola products to a multitude of vendors, nationally,
the company needed to create a fast, efficient mobile way of work, with live
time management and asset visibility. Peninsula Beverages partnered with technology
provider Britehouse Mobility, to implement a customised sales force solution,
with a smart enterprise development platform, Atajo.
Peninsula Beverages Overview
Established in 1940 with 10 employees, Peninsula
Beverages now has a staff compliment of over 1,300 individuals and provides a wide
range of Coca-Cola products to small, medium and large vendors across South
Africa. The company successfully
supports retailers and traders with on-time deliveries, free signage, coolers,
in-store advertising, promotions, and valuable business insights.
Peninsula Beverages distributes
thousands of Coca-Cola products daily, with 24 hour delivery cycles. To maintain
on-time delivery, organised stock control and excellent customer service, where
demand and the number of vendors constantly increases, the company highlighted
ways to improve business efficiency.
The sales force and delivery team form
an integral part of the company. Taking
this into consideration, Peninsula Beverages looked at enhancing core business
processes from its sales force perspective. In
doing so, the company identified business challenges, especially those created by the manual
paper based documentation and administration process. Other challenges included lack of visibility
of assets located in the field, human error and the need for sales
teams to travel to and from the office daily, to return and capture
documentation completed each day. The sales teams also experienced
difficulties in establishing the exact location of vendors and retailers. Once
on site at a client, aside from the required checks, deliveries and job
tasks, sales teams were not able to address any new requirements a customer had, and were unable to view
recently logged job tickets, hindering the response time.
The process of capturing and uploading
data manually, was often a laborious and slow administrative task which resulted
in human error and duplication of data into SAP and Salesforce.com. Another concern was the lack of
visibility of its assets out in the field and the inability to constantly track
and manage those assets.
Peninsula Beverages needed to optimise
its infrastructure, without jeopardising existing software platforms and increase sales team productivity.
Peninsula Beverages required a solution that would mobilise the sales teams, eliminate the manual administration process and deliver accurate visibility of all assets. The need to validate the exact location of each vendor and retailer also existed, as well as to gain valuable business insights, seamlessly, in a user-friendly and efficient way from one central point of contact.
Peninsula Beverages uses SAP and Salesforce.com but needed a fast-process, mobile and cost effective solution, with the ability to adapt and change in relation to the growth and changing needs of the business.
The Smart Solution
After analysing the business requirements, Britehouse Mobility developed a fully managed end-to-end customised sales force automation solution
with complete GPS and asset verification functionality. The solution automates Peninsula
Beverage’s sales teams, enhances business operations with increased visibility,
accuracy and control. Incorporating onsite ordering of stock
for vendors and retailers, the sales teams are able to capture all required
data on hand held devices that automatically uploads into the backend system.
Further enhancements were developed to
create a reliable job queue system with full offline capabilities, to ensure that
no captured data is jeopardised due to loss in connectivity caused by unstable
service provider networks. Instead, this
valuable data is stored and automatically uploaded when connectivity is restored.
Developed on the enterprise development
platform, Atajo, the custom solution provides Peninsula Beverages with a
comprehensive view of the organisation, increased visibility of its assets in
the field, agility and smart asset verification, with enhanced live-time
management and accurate reporting.
Once implemented, Peninsula Beverages saw an increase in staff productivity and enhanced efficiencies in business operations. Customer satisfaction dramatically improved and the sales teams experienced increased productivity by being able to initiate, complete, log and upload all captured data on a hand held
device accurately, while on site or on the go, immediately. This eliminates the
need to travel back to the office each day to complete manual, administrative
Utilising the smart GPS functionality, the
sales teams plan and accurately map the best routes for the day, identify a vendor’s
exact location and avoid duplicating routes. This saves valuable time and
increases the speed at which the sales teams perform tasks.
The solution also enhances business
operations by automating paper based processes, giving Peninsula Beverages a
competitive edge by opting in and utilising a smart user friendly and stable enterprise
The solution is developed and built using the advanced technology of Atajo, a multipurpose development platform that interacts across an entire organisation to mobilise and automate business operations. It enables improved operational productivity and enables organisations to expedite time-consuming manual administrative processes, while reducing costs by integrating a multitude of systems. Atajo's success in the market is due to seamless integration capabilities, secure connectivity, effective support structures and full end-to-end solution capabilities.
Business Benefits experienced by Peninsula Beverages:
- Clear visibility of assets in the field.
- GPS integration.
- Thousands of rand's saved in document storage.
- Visibility of sales teams whereabouts.
- Enhanced customer experience.
- Increased motivation.
- Expense and time reduction in administration and travel costs.
- Ability to address a customer's need immediately, while on site, that increases customer satisfaction.
- Data posted to both SAP and Salesforce.com simultaneously.