Effective Master Coverage Planning (MCP) By Using DMS Solution

In distribution sector, multi-channel planning (MCP) is not a strange concept. Effective MCP will support enterprises expand their markets, increase their sales, and, more importantly, MCP will have direct influence on sales activities. Ineffective or suboptimal MCP will “interrupt” an employee’s work time.

So, how to optimize a channel? and how to measure and plan a channel effectively? These questions are difficult to answer for Enterprisers, especially such positions as Sales Manager, Local Director, and Regional Director, as they are the ones that develop MCP.

Depending on their specific conditions, each Enterprise may develop their MCP differently, but they are still required to comply with the rules of visit hours and geographical distance for each distributor. There are inherent difficulties in MCP, such as how to avoid conflicts with delivery channels, fail to visit requesting customers, establish inappropriate visit frequency, or difficulties in channel adjustment and update, etc.

Understanding the “pains” of Enterprises, Multi-Channel Planning (MCP) function has been implemented by us and integrated into eSales Cloud DMS solution to help enterprises set up optimal channels.

Now, we will walk you through the steps of eSales Cloud DMS application process to create and manage a Multi-Channel Planning (MCP) effectively.

Step 1: Generate a sales channel:

+ Determine distributor channel: based on the system, it allows Enterprises to create and manage distributor channels, update necessary information on the distributors, location, and distributor description. In addition, users may adjust, add or remove details upon inputting distributor information

+ Determine distributor sales channel: after establishing distributor channel, Enterprises will establish distributor sales channel (point of sales by distributor’s geographic region)

Step 2: Create and Modify Sales Channel and Customer Channel:

On eSales Cloud DMS system, users may create and modify MCP for salespersons and the system will display full details of customers that have and have not created an MCP, number of customers that has suspended their business, and number of customers without coordinates.

With eSales Cloud DMS solution, users can easily update their customer information, sales information, and salesperson information to customers, making it easy for administrators to sort the channels for each employee.

Sales frequency setting: allows users to flexibly set up channels once a month (F1), twice a month (F2), once a week (F4), twice a week (F8) and optionally depending on the Enterprise owner’s preferences. It is possible to set up visit week and choose the most appropriate order of visits.

In addition, the superiority of the system also allows users to import data into the system, including both MCP and customer information. In addition, users can export the list of customers into an excel file so that managers or accounting, finance and human resource departments can easily summarize and store.

Employee and customer information inquiry is very simple on the system. As the administrator inquires for information on the map, it will provide users with a full update of information on Customer Code, Customer Name, Address, Sales Frequency, Responsible Employee, Visits and Order of Visits, and Location of Customer at each POS.

Step 3: Inquire Employee and Customer Coordinates:

Via GPS, it allows the administrator to inquire the employee’s customer visit information including employee’s name, location, employee’s visit date, and actual time of customer visit. Detailed information will be updated for the administrator, including check-in and check-out time at the point of sale, collected sales, and coordinates of all employees every 5 minutes.

Through the system, managers can track employee performance and their own performance in real time. By just opening the system screen, the administrators will have an overview of customers and employees, which allows them to check the schedule of employees, customers that have been visited, customers that have orders, and, more importantly, provide the managers with details of collected sales, customers that have not been visited, and customers that have not ordered, etc.

MCP largely depends on GPS location. In case the employees do not have GPS, the system automatically updates every 5 minutes for the list of employees in areas without GPS. After that, it supports check-in settings for areas without GPS, which will optimize the tracking of employees as well as sales channels.

Step 4: Support to prepare reports for administrators:

The system will provide the administrators with all reports and updates, usually those that the administrators will report on a daily and monthly accumulative basis, and employees’ coordinates. The system automatically updates most accurate data on sales by each distributor, working hours of each employee, and their accurate coordinates.

In addition, eSales Cloud DMS Enterprise solution will support the maximum number of users, helping administrators set up reports as required by each industry.

Increased sales are also partly thanks to the administrators’ effective setup and management of sales. Based on eSales Cloud DMS solution, Enterprises can arrange and recommend an automated visit order for employees, report an analysis of the performance for each channel over time, as well as the coverage between the plan and actual performance. It helps administrators easily calculate and offer recommendations on the coverage. Good sales management will help the administrators feel secure and focus more on their business strategies. Major corporations and Enterprises that have currently selected and applied our solutions to their management include Tuong An, Kao, Hop Tri, Johnson & Johnson, etc.

eSales Cloud DMS Solution – The solution that helps Enterprises optimize their business process and maximize their profit.