Case Studies> Bits ‘N’ Bobs
Bits N Bobs is an FMCG wholesaler specialising in fast-moving consumer goods located in Manchester. They cater to numerous convenience stores across the North West region. Their product range includes household essentials, stationery, vaping products, and mobile phone accessories. To ensure their products are readily available to customers, Bits N Bobs utilises Spinner Stands which their representatives are tasked with restocking and arranging for optimal display.
The key area of concern for Bits ‘N’ Bobs has been the need for better stock control across their organisation. In their earlier system, each route would have its own stock warehouse and reps were able to top-up their stock daily from the central warehouse. Stock control using their manual system was largely based on trust, resulting in either stock being lost, reported missing or the drivers had to deal with stock shortages on the route. Managing stock became a weekly burden of stock-takes for each van and manual verification, with an unacceptable level of stock shrinkage and limited visibility of the actual cause.
In order to improve efficiency, accountability, and performance tracking, they acknowledged the need to enhance the van sales operations. Before the implementation of a Van Sales Management System, Bits 'N' Bob lacked real-time visibility into the performance of their van sales representatives, as well as stock distribution and van sales performance. Here are some of the challenges they faced:
Bits ‘N’ Bob relied on manual methods for tracking van sales, including paper-based records and spreadsheets. This manual approach was prone to errors, inconsistencies, and delays in data entry.
The lack of real-time visibility into van sales activities made it difficult for Bits ‘N’ Bob to monitor sales performance, track stock levels, and identify areas for improvement.
Without a centralised system for managing stock distribution to van sales representatives, Bits ‘N’ Bob struggled to ensure accurate allocation of stock and prevent stock outs or overstocking.
Bits ‘N’ Bob had limited means of monitoring the activities and performance of van sales representatives, including the number of calls made, products sold, and cash transactions completed.
Bits ‘N’ Bob decided to implement RouteMagic, a Van Sales Management System to address these challenges and streamline its van sales operations. The RouteMagic’s Van Sales Management System provided a comprehensive solution for tracking sales transactions, managing stock distribution, monitoring van sales representatives' activities, and analysing performance metrics. Key features of the system included:
RouteMagic enabled Bits ‘N’ Bob to track sales transactions in real-time, capturing data on products sold, quantities, prices, and customer information.
RouteMagic lets the team manage all stock movements from issues and returns to the main warehouse, allows drivers to manage stock loads with van-to-van transfers and manual picks from the main warehouse. This ensures the integrity of stock levels and valuation.
Van sales representatives were equipped with mobile devices integrated with the system, enabling them to record cash transactions, reconcile cash balances, and generate end-of-day cash reports.
The system provided tools for monitoring van sales representatives' activities, including the number of customer visits, sales calls made, products demonstrated, and orders taken, in real time manner.
Bits ‘N’ Bob could analyse performance metrics, such as sales volume, revenue, profitability, customer satisfaction, and van sales representatives' productivity, to identify trends, patterns, and opportunities for improvement.
The implementation of a Van Sales Management System revolutionised Bits ‘N’ Bob's van sales operations, addressing critical challenges and driving efficiency, accountability, and performance. By leveraging digital innovation, Bits ‘N’ Bob has transformed its van sales process into a strategic operation, enabling it to optimise stock management, enhance customer service, and maximise van sales performance. The Van Sales Management System has positioned Bits ‘N’ Bob for sustained growth and competitiveness in the dynamic market for staple goods distribution.
Impact of Van Sales Management System Implementation:
They can now see the real-time activity of his sales team and track their movements through the Route Monitor. The display spinners can now pre-configured as Planograms ensuring all retailers are stocked to the optimum level and merchandised correctly. Bits ‘N’ Bobs now have full control of their stock holding, eliminating the stock shrinkage that was previously at 14% and saving time throughout the sales process.
The Van Sales Management System improved efficiency by automating sales transactions, stock management, and cash reconciliation processes, reducing manual errors and administrative burden.
With real-time visibility into van sales activities and performance metrics, Bits ‘N’ Bob enhanced accountability among van sales representatives, fostering a culture of responsibility and performance-driven behaviour.
The centralised stock management capabilities of the system allowed Bits ‘N’ Bob to optimise stock allocation, minimise stockouts and overstocking, and ensure timely replenishment of inventory.
The availability of comprehensive sales and performance data enabled Bits ‘N’ Bob to make informed decisions regarding resource allocation, route optimization, product mix, pricing strategies, and sales incentives.
