Business challenge story

The domestic and commercial fuel supply to Auto LPG distribution company was looking for a centralized solution to automate its various points of sale, as well as get micro level control on material consumption.

20%

Increase in customer reach

15%

Decrease in Distributor inventory levels

50%

Increase in Customer request response time

Solution

Lighthouse was involved in implementation of enterprise ERP to manage financials, procurement, logistics and sales of auto and cooking fuel products across 5 bottling plants, 50 refilling plants and at 100+ auto LPG stations. Lighthouse introduced the deployment of a new virtual fuel station mobile app to enable our sales team. In one stroke they went from day end inventory status on paper logs to real time update through mobile app picture updates. A CRM solution was designed for Commercial Sales team to collect orders from corporate customers which was seamlessly available to distributors at the warehouse to expedite delivery.

This made major change in sales experience to a new level of sophistication. Today, Head office can virtually see each setting at fuel stations and warehouses, along with all the accompanying product data and pricing on their Apple iPads, helping to more accurately and quickly communicate information to their buyers. The mobile app has become a strategic tool for the overall success of our sales efforts.

Looking to the future

"Embracing mobile and digital technologies has transformed how our sales teams work at Confidence Group" Says Abhijit Patki- Head of Sales. "As a result, we’re seeing a benefit to our bottom line. We’ve seen a 20 percent lift in company Commercial Sales revenue and a 1000 percent return on our investment. It’s also helped strengthen our client relationships and encouraged repeat business. Our digital transformation has also laid the groundwork for future improvements. "

“Embracing mobile and digital technologies has transformed how our sales teams work at Confidence Group. This new mobile technology is helping our IT team facilitate business processes and drive our business forward.”

Jitendra Jain, CFO, CPL.

Results

1. Improving sales efficiency

CPG are now able to see a much higher volume of clients and provide a more personalized experience. This is, in part, because they can use our full sales team. They can now utilize sales associates, as well as sales reps, because they don’t have to know quite as much about the products. Instead of memorizing product information, our team can use the app to answer product-related questions. They can now effectively use the full team and work with buyers that previously might not have been able to see or spend much time with.

2. Tapping into sales analytics and insights

The virtual Sales and Stock Replenishment app provides CPG with new data analytics capabilities, too. CPG can now make smarter decisions regarding product development, sales and marketing and order fulfillment. It also allows them to plan production and inventory more accurately, ensuring we manufacture the right volumes of the right products.

3. Designing an enhanced customer experience

In addition to the analytics insights the mobile app enables, CPG can also leverage sensors that reside at the fuel stations themselves. For example, during a recent location launch, we deployed Tablets throughout the setup We were able to capture more than 1.1 million points of data during the month -long event. We then analyzed the data to understand how our staff and buyers consumed our services. These insights help us to refine and optimize showroom configurations.

4. Cultivating stronger customer relationships

Today, CPG teams have more flexibility and can accommodate more clients than ever before, even when they raise orders unexpectedly. Our clients have definitely noticed the difference and have given us very positive feedback. They receive immediate answers to their questions and have more one-on-one time to interact with our sales team. The quality of the buying experience has been greatly enhanced, and aligns more closely with Confidence Group’s image as a high-quality, responsive company.

About Confidence Petroleum Ltd

Incorporated in India in 1984, Confidence Petroleum Ltd (CPL) specializes in residential and automobile LPG fuel packaging and distribution projects.

Headquarters

nagpur, India

Industry

Auto and Cooking fuel Products

Products and Services

LPG Fuel

Employees

450+

Web Site

www.confiencegroup.co