The company’s sales channel includes selling to large wholesalers, semi-wholesalers, Institutions and Retail. While the major sales come from Wholesale and Semi-wholesale customer channels who buy in bulk (cartons), for AAVA the focus is on Retail Channel that comprises small volume customer outlets, but many in numbers who may usually buy in pieces.
These customers are serviced by Sales Representatives (SR) who carry stock in Vans (which are provided by the company and branded by brands). The stocks in the Vans are loaded and reconciled with sales & collections usually once every week. The SRs are the primary custodians of the stocks in their respective vans. Each SR had a sales cycle, which can vary from a week to a month. The cycle duration is determined based on the sales volume and the geographical area covered. At the end of the cycle, the stocks in the van are offloaded and reconciled with sales and collections during the cycle. This process was done manually which caused delays, inaccuracies and inefficiencies. The need was thus to integrate the field retail sales and the associated supply chain with the back-end Oracle EBS R12 ERP application to operate the retail supply chain in a timely, efficient, scalable and accurate manner. This was to ensure