e-DCM_How-to-get-reliable-sales-data-en

Electronic
Distributors
Channel
Management

The electronic collection of Sell-
Out Data from the distributors &

special partners network

Automated Sell-Out Data collection
Connections without limits
Valid, accurate, real-time data

Daily ready statistical reports of Sell-Out Data

1 What is e- Distributors

Channel Management?

The solutions e-Distributors
Channel Management take over the
daily and automated electronic
collection of Sell-Out Data from
the distributors – wholesalers &
special partners network, offering
complete and reliable overview of
the company’s sales across the
supply chain.

Results
Faster & more complete sales overview & cash flow estimation
Rich statistical sales reports through the B.I. Portal
Easy performance analysis & credit notes issuance
Comparative overview on the distributors’ efficiency
Optimization of marketing campaigns /geographical area
Productivity increase
Free infrastructure for the implementation of Electronic Invoicing & EDI

Why is it necessary? 2

The collection of Sell-Out Data Delay in the Sell-Out Data
from every point of the sales collection from all the points
network is traditionally a of sales of the network
“headache” for every commercial
division that understands the Delay in the closing of month
necessity of such knowledge, for
the optimum monitoring of the Correction of errors due to
products’ value chain and the manual data entry
acquisition of competitive
advantage. High operational costs

While in theory the collection of Lack of timely stock planning
Sell-Out Data should be (especially for seasonal
immediate and accurate, in products)
practice the restrictions of
geographical distance,
technological infrastructure, or
even each distributor’s availability,
make this operation difficult, the
results doubtful and the cost
particularly high.

3 Current procedures of
Sell-Out Data collection

 Lack of authenticity & data quality
 Delayed data reception
 Expandability problems

Lose-Lose: Delayed data – High operational cost

 Automated data entry in a common system
 Reassurance of authenticity & data quality
 Real time data entry
 Maintenance cost

Win?-Lose: Quality data but High operational cost

 Automated data exchange
 Reassurance of authenticity & data quality
 Data entry at the end of the day
 Maintenance cost

Win?-Lose: Quality data but Medium operational cost

 Automated data collection
 Reassurance of authenticity & data quality
 Daily data exchange
 Possible expandability issues to other services

Win?-Lose: High quality but with maintenance cost

Effects & consequences 4

Increased (counter)checks of the documents exchanged
through triangular sales
Re-sending of lost files/documents
Lack of control in xVan sales
Lack of direct access to accurate data
Delay in the completion of the payment cycle
Lack of cash-flow planning
Delay in deliveries
Lack of stock planning
Difficulty in the commercial relationships

As the number of the distributors in the network
increases, the need for multiple communications is also
increased, which leads to delayed financial agreements

due to the necessary communication time between
them to solve invoicing issues, therefore putting a strain

in the business relationships for both sides.

5 Modernization of the procedure
through the e-DCM solution

The e-DCM (Εlectronic Distributors Channel
Management) service is based on the flexibility of SaaS
which, apart from the extraction of Sell-Out Data directly
from the distributors ERP, supports the xVan sales for

the respective data updates between the operation
systems of the distributor – supplier, offering daily &
accurate visibility in the indirect sales network as well as

timely Time to Market

How does e-Distributors
Channel Management work

Benefits in 4 dimensions 6

…for the supplier …for the distribution network

of sell-out based on
data securely, with transparency, geo-maps for targeted offers
confidentiality and reliability

daily with real of the solution
regardless of the existing
time data information systems

– regarding the
immediate accounts reconciliation

of the network final sales point
performance and xVan sales
agreements

of marketing of operational costs and
activities per geographical area mistakes

of Rebates orders forecast

…for the provider …for the consumer

thanks to the easy expandability with
to e-Invoicing, EDI & Collaborative targeted product mix according to
Replenishment (CRP/VMI) his needs

(sending of the that optimize the
customer’s transaction history, whole supply chain
orders etc.)

7 Example of commercial cycle &
interconnection

The provider collects & sends to the The provider approves & points
supplier all the distributor’s out the SKUs that will be

documents in a secure & encrypted communicated to the supplier and
way, through a simple installation at refer exclusively to his own product

the printing point portfolio

The distributor receives his own Through the e-DCM service there
unique login codes for safe is daily & automated collection of

access in the provider’s platform Sell-Out data directly from the
distributor’s database

The BI tool is updated for full
visibility of data and sales

statistics exclusively between
supplier & distributor

What is the benefit in the cooperation 8
between supplier & distributors

Build stronger and more stable partnerships by leveraging
a wealth of reference data (without Capex cost or
infrastructure limitations)

Infrastructure for 100% safe data transfer that can be used
in multiple ways, such as electronic sending of orders &
invoices with direct synergies & zero cost of additional
implementation, legally & securely

Access to rich statistical analysis through the advanced
platform of the BI portal any time and from any device
(mobile, desktop devices) with common visibility between
supplier & distributor

9 Why outsourcing?

The providers of e-DCM SaaS Decrease of cost
solutions expand continuously the
Increase of efficiency
communication and data
“extraction” technologies, Guaranteed availability of
therefore the automated data specialized personnel
Security of data
collection can be easily Better risk management
implemented, while it would be Easy expansion
extremely costly for a company to Focus on core business
processes
implement such an operation
safely, by its own resources.

Most of all, however, they offer the
chance of making the most of

critical Sell-Out Data, which can
be accessed daily, accurately,

without the risk of alteration by
human intervention, therefore

supporting all necessary
information and decision making.

Which provider? 10

ACCREDITATIONS

The provider has accreditations that guarantee the quality of procedures

SECURITY & TRUSTWORTHINESS

The provider ensures trustworthiness in the data management & storage
and complies to the General Regulation of Data Protection (GDPR)

KNOW-HOW

The provider has the necessary knowledge & experience, as well as the
necessary technical – technological infrastructures

EXPANDABILITY

The technology infrastructures of the provider are flexible and expandable, so
to cover mid-long term needs

INTEROPERABILITY

The provider has the ability of quick adaptability in the procedures and the
various formats of the existing information systems

CLIENT BASE

Control of the number of clients and market sectors that served by the
provider’s connection hub

SOLUTIONS PORTFOLIO

The provider has a big range of added value solutions and services

SUPPORT LINE

The provider ensures the availability of specialized & experienced personnel
for on the spot or remote support

Electronic
Distributors
Channel
Management

Do you want to learn more?
Telephone: +30 211 106 3800

Email: [email protected]