Distribution Value Chain - Brief

11Hewani IM presentation v2AMS

Distribution Value Chain - Brief

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Key Pain Points Affecting the FMCG Market

Have you mapped all your outlets? Are you available in all these outlets?

What are retailers ordering right now?

What has been delivered and when?

Has it been dispatched and invoiced?

Are you maximizing on your order capacity from your

customers?

What is the payment and/or credit status of each customer?

Are you managing receivables effectively? Are you loosing money?

Do you have real time data on your inventory/stock?

Are the stock levels per store managed well and reconciled?

Can you get immediate market insights to make better real-

time decisions?

Are you able to digitally track your team?

What is their 8-5 protocol?

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What our solutions can do for your businessWhat our solutions can do for your business

Distribution

Market Intelligence

People

Universe

Financial Management

Inventory

• Ability to have cashless transactions via mobile wallets, vouchers & cards which reduce cases of fraud and increases cashflow from proper debt collection for better accountability

• Real time reconciliation of sales vs. cash vs. inventory

• Condition monitoring which increases productivity as a result of visibility on inventory and the sales process

• Periodic stock take by salesmen to reduce stock outs and increase orders

• Stock reconciliation per distributor and vehicle which reduces inventory cost

• Confirmation of universe and reach to grow market share

• Current visibility of field operations as a result of outlet mapping

• Increased productivity from universe of outlets tracking against growth targets

• Qualitative and timely reports which aid in quick data-driven decision making • Realization of market opportunity from market intelligence reports especially on competitor activity which provides competitor

advantage

• Improved team productivity as a result of sales, outlet and route performance tracking

• Realtime visibility of targets vs. achievements increasing accountability

• Tracking deliveries of products to the outlets against orders which leads to faster order fulfillment times• GPS location and time stamp of actual delivery which aids in eliminating missing orders

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Who is Virtual City?

Virtual City began it’s operations in 2000 and has grown to be the current leader in supply chain automation solutionsin East Africa. We are a technology company that focuses on end to end transformation of supply chains for meaningful impact.

The value we bring to our customers is in providing efficiency, visibility and transparency along the supply value chain. Having a positive impact on business growth by enabling our clients to drive decision making and build on sales volumes and market share.

Virtual City has brought forth a paradigm shift in the way supply chain is managed through innovation and we are honoured to have been recognized for this over the years through various awards and partnerships both local and international.

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How we bring value across the Supply Value Chain

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Value Proposition to the Market

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TASK• Monitoring of sales operations • Monitor productivity of field resources (strike

rate and coverage) • Monitor pricing per market tier • Products & Pricing Inventory management, stock

levels in each sales van and in warehouse/ stores

• Real time tracking of order taking and payments management

• Credit & cash customer’s management Sales vs stock snapshot tracking

RESULTS

• Ability to do differential pricing per customer which has led to customer retention

• Ability to do rebates per customer for loyal and frequent customers which has led to a sales increase from customer retention

• Increased productivity due to end of day reconciliation from 2 hrs. to 20 mins.

• Increase in sales as visibility on lost sales and customers not visited increased service delivery to them

Case Study - Top Meat Processing Company SOLUTION: SalesForceAPPLICATION: DistributrVAS: Loyalty Program

Analytics (BI)

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TASK

• Produce analytics to drive decision making• Monitor productivity of all field resources • Monitor sales performance of each outlet and

SKU• Track competitor promotions within the

category

RESULTS

• Productivity increase by 32% on the orders placed in a duration of one month as a result of successful calls

• Increase of 40% in sales calls by in ground sales team • Increases sales as a result of field force and outlet

monitoring• Customer retention as a result of market intelligence

obtained on competitor activities which enables the team stay ahead of competition

Case Study – Top Flavoured Tea Packers in EA

SOLUTION: SalesForceAPPLICATION: MerchandizrVAS: Analytics (BI)

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Picture of Success

Consumers

Distributors & Aggregators

Financial Partners• Farmer Specific Financial Products• Entrepreneur & SME Focus• Invoice discounting opportunities• increased Access to Credit

Market Buyers & Sellers

Retailers

ServiceProviders

Data ServicesAnalysts

Distributor• Increased Turnover & Profitability• Control of Business• Ease in Reconciliation• Increased Market Share• Improved Business Processes

Retail Merchant• Customer Satisfaction• Increased Sales• Sustainable Business• Access to Financial Credit

Manufacturer• Increased Market coverage• Improved Visibility• Faster Sales to Cash Cycle• Increased Revenue

Impact Visibility in Ecosystem Partner Benefits

Youth Jobs

Digital Driven Income

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The Virtual City Advantage

Two decades of experience in East Africa.

Continuous innovation to solve real problems.

Over 350,000 farmers are our success story.

We simplify lives.