{"id":279,"date":"2021-07-28T03:15:14","date_gmt":"2021-07-28T03:15:14","guid":{"rendered":"https:\/\/senriltd.com\/?p=279"},"modified":"2021-07-28T03:15:14","modified_gmt":"2021-07-28T03:15:14","slug":"automating-sales-a-loreal-group-case-study","status":"publish","type":"post","link":"https:\/\/senriltd.com\/ja\/2021\/07\/28\/automating-sales-a-loreal-group-case-study\/","title":{"rendered":"Automating Sales \u2013 A L\u2019Or\u00e9al Group Case Study."},"content":{"rendered":"\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" width=\"800\" height=\"425\" src=\"http:\/\/senriltd.com\/wp-content\/uploads\/2021\/03\/case-study_loreal.jpg\" alt=\"\" class=\"wp-image-230\" srcset=\"https:\/\/senriltd.com\/wp-content\/uploads\/2021\/03\/case-study_loreal.jpg 800w, https:\/\/senriltd.com\/wp-content\/uploads\/2021\/03\/case-study_loreal-300x159.jpg 300w, https:\/\/senriltd.com\/wp-content\/uploads\/2021\/03\/case-study_loreal-768x408.jpg 768w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/><\/figure>\n\n\n\n<p>In an effort to strengthen its global reach and attain its target of reaching out to 1 Billion new customers, L\u2019Or\u00e9al has found great potential in the African market. &nbsp;&nbsp;In this regard, the group created zone specific structures for the African market in 2011, with a plant in South Africa and Kenya. With a keen eye on research and innovation as part of its development strategy, market \u2013 specific intelligence is central in developing cosmetics that meet the continent\u2019s assorted beauty needs and wishes.<\/p>\n\n\n\n<p>L\u2019Or\u00e9al group acquired Interbeauty \u2013 A market leader\nin skin care products held by Interconsumer Products Ltd., and other brands\nincluding Softsheen Carson Brands, Dark and Lovely, and Magic blue Ice,\nbroadening their market base. Reaching out to these clienteles, the group\nadopted a sales model that would include engaging exclusive distributors and\nsupermarkets with a sales representative attached to every distributor, each of\nthem deploying 3 modes of operation: <\/p>\n\n\n\n<ul><li>Presales \u2013 Sales people\npicking orders and sending them to the distributor they are attached to for delivery.<\/li><li>Professional Product\nDivision \u2013 that would distribute products to salons worldwide.<\/li><li>Van Sales \u2013 Sales\npersons leave with stock in vans then reconcile stock after a specified period\nof time.<\/li><\/ul>\n\n\n\n<p><strong>Challenges Before SENRI Implementation<\/strong><\/p>\n\n\n\n<p>The groups\u2019 market success and acquisitions destined\nan increased client base, and this posed interesting challenges on the\ndistribution model L\u2019Or\u00e9al had adopted. The salesmen attached to distributors\nwere mandatorily required to report their daily leads and activities between 3\nand 4 PM; an exercise that would run through 8 PM, to one receiver at the\noffice for processing. Receiving all the orders in one go was a concerning\nchallenge for the salespersons and the company. Manifest challenges resulted,\namong them;<\/p>\n\n\n\n<ul><li>Orders were\nguaranteed processing only after being received \u2013 that meant they would be\nprocessed the subsequent day.<\/li><li>Sales men and office\nworkers ended up working late into the night due to the necessity of receiving\nand processing orders.<\/li><li>Order reception and\nprocessing was overwhelming to both sales persons and office staff resulting from\nthe chunk of orders that needed processing at the same time. <\/li><li>Inability to attend\nto all sales persons at their reporting time owing to the limitation of having one\nreceiver at the office.<\/li><\/ul>\n\n\n\n<p>To this end, this process was mistake-prone. Besides\nstaff taking time off working hours to relay daily leads and activities, order\nprocessing was delayed often. Receiving such daily reports was a crucial\nprocess for L\u2019Or\u00e9al group due to its desire to design products that resonate\nwith the local market. Market reports were essential in aiding product design\ndecisions.<\/p>\n\n\n\n<figure class=\"wp-block-gallery columns-1 is-cropped\"><ul class=\"blocks-gallery-grid\"><li class=\"blocks-gallery-item\"><figure><img src=\"http:\/\/afri-inc.com\/blog\/wp-content\/uploads\/2019\/05\/banner_home.jpg\" alt=\"\" data-id=\"82\" data-link=\"http:\/\/18.196.29.251\/2019\/01\/15\/hello-world\/banner_home\/\" class=\"wp-image-82\"\/><\/figure><\/li><\/ul><\/figure>\n\n\n\n<p><strong>The Leap after SENRI Integration <\/strong><\/p>\n\n\n\n<p>The vast array of challenges the group was facing in\nin its distributorship record keeping, order processing, and sales activity\nmonitoring needed a real-time relay of reports from the field that would\nprovide adequate intelligence, as well as immediate processing of orders. SENRI\nwould not offer any less.&nbsp; Since its adoption into the L\u2019Or\u00e9al group\u2019s\nsales and reporting process in November 2018;<\/p>\n\n\n\n<ul><li>L\u2019Or\u00e9al and its\ndistributors know where their salespersons are and what they are doing during\nworking hours. <\/li><li>Orders are received\nin seconds from the field facilitating immediate processing.<\/li><li>One staff at the\noffice is able to attend to all field staff easily.<\/li><li>Orders are now\nprocessed on an as-they-come basis. <\/li><li>Office hours for the sales\nstaff has been reduced to 5 PM \u2013 There is no more calling to parse orders to\nthe office. <\/li><li>Data is tabulated\nboth quantitatively and qualitatively making its analysis easy.<\/li><li>Both orders and field\nreports are received immediately facilitating immediate action.<\/li><li>L\u2019Or\u00e9al group now\nknows where their customers are and what they need.<\/li><li>Distributors are able\nto set routes for their sales persons.<\/li><li>Van stock reconciliation\nis done as soon as a sale is made on SENRI. <\/li><\/ul>\n\n\n\n<p>&nbsp;Mapping customer locations, especially, has given the L\u2019Or\u00e9al group unmatched intelligence on the areas to target in order to attain the 1 Billion new customer target. Besides, the challenge of not having enough information on what the distributors were doing, or what the salesmen were selling, to who they were selling it to; their daily route plans and their exact locations during working hours, all this information is relayed to L\u2019Or\u00e9al in real time. Salespersons and Merchandisers are able to send timely reports including an image, where necessary. These reports are analyzed individually or tabulated for easy decision making.<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img src=\"http:\/\/afri-inc.com\/blog\/wp-content\/uploads\/2019\/05\/solutionbanner.jpg\" alt=\"\" class=\"wp-image-83\"\/><\/figure>\n\n\n\n<p>SENRI provides amazing back-end functionalities which\nare made robust by a powerful UI that is easy to use. \u201cData is now at the tips\nof our fingers; we are only left with the decision-making process. We know\nwhere our sales people are, and what they are doing. They have indulged more in\nvisiting new customers rather than sending reports via call to the office. We\nknow what our distributors are doing and what each of them is selling more than\nthe other, and to which areas they are distributing such. Intel has been\nreduced to numbers easing the decision-making processes for us, and our\nstakeholders. There is an unimaginable array of benefits here\u201d, Said their\nOperations Director. L\u2019Or\u00e9al started using SENRI in such a way that they almost\nadopted the company\u2019s customer support team. They Customer support team from\nAfrica Incubator Limited checks in and offers support on a daily basis \u2013 Making\nthem part of the whole team, each day. Every day. Loreal has identified where\nthey are, and what they need!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In an effort to strengthen its global reach and attain its target of reaching out to 1 Billion new customers,  [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":140,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_locale":"ja","_original_post":"http:\/?p=1"},"categories":[17],"tags":[],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/posts\/279"}],"collection":[{"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/comments?post=279"}],"version-history":[{"count":1,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/posts\/279\/revisions"}],"predecessor-version":[{"id":281,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/posts\/279\/revisions\/281"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/media\/140"}],"wp:attachment":[{"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/media?parent=279"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/categories?post=279"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/senriltd.com\/wp-json\/wp\/v2\/tags?post=279"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}