Industries

Each organization has special characteristics and requirements that will shape the most viable and efficient customer engagement model. Likewise, there is no one set of operating processes that can be applied to all companies; each one has special circumstances that must be considered.

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Telecom Infrastructure

Each organization has special characteristics and requirements that will shape the most viable and efficient customer engagement model. Likewise, there is no one set of operating processes that can be applied to all companies; each one has special circumstances that must be considered. But it is not our point that all companies have the same organization and processes, only that whatever organization and process solution model they settle on be spread consistently throughout the company. From the technology aspect, however, it is quite possible to implement a systematic approach utilizing the best practices of many other organizations. This can be achieved through the use of a single, commercial off-the- shelf software system for workforce management across the entire enterprise. The attraction here is that while this system may indeed be used by many other organizations, it can be configured specifically to the requirements of the company implementing it. One can then enforce the desired objectives of achieving One Company and One Workforce while also allowing for individual needs to be addressed. The ESBApps Service Suite is a prime candidate to provide Tailor made solutions complementing the DNA of the organization. Incorporating the four major components of such a solution (Scheduling, Dispatch, Mobile and Performance Reporting), this system applies each of them to all four of the major order activities that an enterprise might perform in the field (customer service, outage, inspections/maintenance and construction).

Installation, Repair & Maintanance

In order to stay ahead of competition, successful organizations understand the need to equip their foot soldiers with tools more powerful than paper and telephone-based systems. These foot soldiers – your front-line employees -need robust information gathering and retrieval systems for their success and yours. 24/7 access to pertinent information and data collection via software applications not only increases worker productivity but also enables superior customer service. They help in closing sales, tracking deliveries, customer queries, servicing equipment or performing inspections.

In the past, the traditional distribution model was largely about moving packaged material from one location to another to service the ‘customer tail’. It was about moving high- volume business that could benefit from operational efficiencies. Distributors were often another channel member between the customer and supplier, capturing a portion of the value generated by suppliers. Interaction was limited to purchasing managers (at the customer) and distribution managers (at the supplier). Distribution was about network optimization, inventory management and a single point of contact for sourcing.

While the above continues to serve as a strong foundation, the distribution model has gone through (and continues to go through) a transition. Both small and large distributors are now aiming to offer expanded services to further enhance their ability to provide solutions and not just products. The degree to which these services are offered depends very much on the distributor.

Distributors today are involved in technical problem solving and are an extension of both customer and supplier technical teams. They play a significant role in the supplier innovation process through testing, benchmarking, formulation development and application. They are a highly effective communication channel, and can be a single point of contact for sourcing and lab support, problem solving, market intelligence and achieving profitable growth. They can provide pre-blending to aid in the customer’s manufacturing process. Distributors can offer enhancements in supply chain (operational) efficiency through network planning (S&OP process) and backward/forward integration for improved just-in-time capabilities. They also partner with suppliers and customers to help them expand into new markets.

How can we help?

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Installation, Repair & Maintenance

In order to stay ahead of competition, successful organizations understand the need to equip their foot soldiers with tools more powerful than paper and telephone-based systems. These foot soldiers – your front-line employees -need robust information gathering and retrieval systems for their success and yours. 24/7 access to pertinent information and data collection via software applications not only increases worker productivity but also enables superior customer service. They help in closing sales, tracking deliveries, customer queries, servicing equipment or performing inspections.

In the past, the traditional distribution model was largely about moving packaged material from one location to another to service the ‘customer tail’. It was about moving high- volume business that could benefit from operational efficiencies. Distributors were often another channel member between the customer and supplier, capturing a portion of the value generated by suppliers. Interaction was limited to purchasing managers (at the customer) and distribution managers (at the supplier). Distribution was about network optimization, inventory management and a single point of contact for sourcing.

While the above continues to serve as a strong foundation, the distribution model has gone through (and continues to go through) a transition. Both small and large distributors are now aiming to offer expanded services to further enhance their ability to provide solutions and not just products. The degree to which these services are offered depends very much on the distributor.

Distributors today are involved in technical problem solving and are an extension of both customer and supplier technical teams. They play a significant role in the supplier innovation process through testing, benchmarking, formulation development and application. They are a highly effective communication channel, and can be a single point of contact for sourcing and lab support, problem solving, market intelligence and achieving profitable growth. They can provide pre-blending to aid in the customer’s manufacturing process. Distributors can offer enhancements in supply chain (operational) efficiency through network planning (S&OP process) and backward/forward integration for improved just-in-time capabilities. They also partner with suppliers and customers to help them expand into new markets.

What unique perspectives/benefits do distributors bring to industry? Distributors bring a breadth of product lines, with access to a very large set of potential solutions. They provide fast technical response because a similar problem has likely been seen before, which serves as a strong starting-point foundation. Distributors offer participation in a wide array of end markets to help suppliers expand into new areas. They have greater access to material during times of product shortages (greater security of supply via multiple vendors). Distributors are a valuable source of information (commercial and application usage) for suppliers and customers, and they have the ability to touch a broader customer base.

What trends are distributors seeing right now? Geographic expansion is a big trend. Distributors are expanding regionally as well as globally, and Asia and South America continue to be regions of focus. We are also seeing the early stages of consolidation. Considering the highly fragmented nature of the distribution industry, consolidation is inevitable, similar to what the specialty chemical industry has gone through over the last decade. As suppliers and customers continue to scale back commercial and technical resources, ‘evolved’ distributors are very capable of filling the void. Suppliers that see value in the expanded services offered by distributors are providing more product and customer access. Another trend is selectivity. Since not all partners think alike, suppliers, distributors and customers are being more selective on whom they want to work with. Exclusivity or at least the formation of contractual relationships between distributor and supplier is also something to take note of.

What challenges do distributors face? One challenge is changing customer and supplier perceptions of distribution companies – trying to get them to see the value that the new and changing distribution model can bring. Another is evolving the organizational mindset. As the distribution model develops, it is important for the organization mindset to evolve at a similar pace, or they can be left behind. Managing supplier relationships during a high growth/expansion phase is also challenging. As customers and suppliers grow, there could be conflicts in pre-existing contractual relationships. Ensuring distributor locations align well as suppliers and customers continue to grow geographically is another. For a distributor to be competitive, they must mirror the growth pattern of their key suppliers and customers. And, in an environment of high price transparency, the importance of validating and quantifying the value a distributor brings to the customer can also be a challenge.

How can we help?

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Pharamaceuticals

ESBApps to transform the effectiveness of the pharmaceutical industry sales force by helping them formulate appropriate marketing strategies, delivering dynamic audio-visual presentations / marketing materials, improved field reporting, and seamless integration with the organization’s enterprise system.

ESBApps can drivers host of benefits for the sales force and medical representatives in pharmaceutical industry by enabling them stay continually and effectively connected with care giving community, competitors and  co-workers. Connect to office staff for reporting purposes. It also permits seamless integration of the sales force with their organization’s enterprise systems, enables improved field reporting, offers the benefit of enhanced business performance by formulating the appropriate doctor detailing strategies by delivering the appropriate and dynamic audio-visual presentations by using enhanced communications and engaging marketing materials.

ESBApps enables the efficient use of smart phones, tablet PCs, and cloud technology thereby eliminating the cumbersome need of carrying bulky laptops, continued visits to internet cafés to enhance their sales approach and reporting processes.

Sales Force Challenges: The sales force in pharmaceutical companies confronts numerous challenges. The key operational challenges for the sales force along with information on how mobile technology can help them tackle it effectively are given below.

Appointments

The biggest challenge for any pharmaceutical sales representative is the physicians’ barrier of restrictive appointment policy. Sales representatives solely contribute towards boosting sales turnover by influencing physicians and building effective and long lasting customer relationships. As physicians regularly deal with sales personnel from numerous pharmaceutical companies they tend to build the barrier of restrictive appointment policy. Most often when a sales representative gets a physician’s attention, the physician may have very less time for the sales representative to effectively deliver a presentation and lay the groundwork for a more substantial relationship. Mobile technology steps in here to aid the sales representative in planning, preparing, and delivering effective sales presentations within the restricted time 66% of pharma sales reps use less than 20% of the functionality available to them in their current Sales Force Automation (SFA) system. Source: Health Industry Insights

Although Sales Force Automation (SFA) tools or software can generally take care of the specific needs / requirements of pharmaceutical companies, mobile technology enables them to go to the next level by transforming the effectiveness of the pharmaceutical sales force. This includes the ability to access the critical business information required and redefines the way that they interact with physicians. Mobility enables sales personnel to create customized sales presentations, respond quickly to physicians’ queries, substantiate answers with accurate and relevant data, present the appropriate marketing and promotional materials, and shorten the sales cycle. Mobility helps sales personnel to make the most of their limited time with physicians and set the foundation for lasting professional relationships with physicians.

How can we help?

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Consumer Electronics

Increase in income levels, consumer awareness, easy availability of loans and constant upgrades to the product line has spurred the demand for consumer electronics significantly. Products like washing machines, air conditioners, microwave ovens, colour televisions (CTVs) are no longer considered a luxury even in emerging economies. However, there are still very few players in categories like vacuum cleaners and dishwashers.

Consumer durables sector is characterized by the emergence of MNCs bending over to provide customer satisfaction through exchange offers, discounts, and intense competition in pricing. The market share of MNCs in consumer durables sector is 65%. A major chunk of this sector is the growing middle class of India. MNCs offer superior technology to the consumers, whereas the Indian companies compete on the basis of knowledge of the local market, advantage of brand recall, and wide distribution networks. However, the penetration percentage of consumer durables considering the size of the market is still low and expected to grow.

With reducing prices due to the entry of new players and increase in manufacturing capacity of some existing players, the profit margins are adversely affected. Poor distribution network in semi-urban and rural areas, low awareness and presence of grey markets also contribute to their dwindling profits. Hence Organizations see a need to focus on product differentiation to address various segment specific requirements. With advent of the Internet and availability of wide range of choices, consumers are educated about products before hand. Most consumers would opt for product that are easy-to- operate, good in quality and low in price. More importantly, consumers look for guarantees when it comes to finally buying the product.

How can we help?

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Stationery and Office Supplies

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How can we help?

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Organic Foods

The market for Organic food products in India is growing steadily at 20-22% yearly, with rising spending power of the growing middle class and increased awareness towards consumption of chemical free produce, the organic and natural products sector will definitely see significant growth in the coming years.

The global organic food and beverages market is expected to grow from USD 57.2 billion in 2010 to USD 104.5 billion by 2015 with a CAGR of 12.8 % according to a leading private bank. Europe was the leading contributor in 2010 with revenue of USD 27.8 billion. The Asia-Pacific organic food market had total revenue of USD 3.5 billion in 2010 and had a CAGR of 16.2 % between 2006-2010.On India, it is reported that the market for organic foods including exports is currently valued at INR 1,000 crore.

The report further added that India produced around 3.88 million tonnes of certified organic products. Organic foods industry is presently metro-based, with about 95 per cent of the brands existing in top 10 metros like Delhi (NCR), Kolkata, Mumbai, Pune, Chennai, Bangalore and the rest based out of second tier Cities.

ESBA apps will enable your products penetrate tier III towns and even Villages. It will reduce your time to market, manage your distribution network in real time; thus giving you the competitive advantage.

How can we help?

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Food & Beverages

The scope of the packaged food & beverages industry is increasing globally due to number of factors. These include access to advanced information / communication tools, economies of scale in production, distribution and marketing. Also supported by a global culture in consumption traits coupled with increased disposable incomes in both developed and emerging economies. Such factors encourage organizations formulate strategies to achieve consistency in quality the world over. However, other factors spur companies to regionally customize products. These forces influence a multitude of decisions that must be made in regards to new products; not only in pricing but also in promotional mix, along with marketplace selection and product characteristics.

How can we help?

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Personal Care

Global Industry Analysts have reported an increase in demand for personal care products due to high awareness among consumers especially in areas relating to hygiene and prevention of infectious diseases. Consumers have been found to attach great importance to personal hygiene, sanitation, health and the need to look good. Most of the products offer off- the- shelf ready made solutions for today’s time-strapped consumers. These factors are bound to provide much needed impetus to the personal care industry.

How can we help?

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Household Products

Global Industry Analysts have reported an increase in demand for personal care products due to high awareness among consumers especially in areas relating to hygiene and prevention of infectious diseases. Consumers have been found to attach great importance to personal hygiene, sanitation, health and the need to look good. Most of the products offer off- the- shelf ready made solutions for today’s time-strapped consumers. These factors are bound to provide much needed impetus to the personal care industry.

How can we help?

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Food and Beverages

The scope of the packaged food & beverages industry is increasing globally due to number of factors. These include access to advanced information / communication tools, economies of scale in production, distribution and marketing. Also supported by a global culture in consumption traits coupled with increased disposable incomes in both developed and emerging economies. Such factors encourage organizations formulate strategies to achieve consistency in quality the world over. However, other factors spur companies to regionally customize products. These forces influence a multitude of decisions that must be made in regards to new products; not only in pricing but also in promotional mix, along with marketplace selection and product characteristics.

How can we help?

Lorem ipsum dolor sit amet, consec adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.

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