Field Service 365 proposes that digitalization in the FMCG industry mainly consists of five onlineizations: personnel onlineization, customer onlineization, marketing activity onlineization, channel order onlineization, and channel inventory onlineization. Among these, channel order onlineization, which manages orders for products sold by distributors, is undoubtedly the most challenging. Most domestic FMCG brands typically only manage orders from their direct sales to distributors, but have no visibility into orders where distributors sell goods to downstream stores or second-tier wholesalers (also known as sell-out orders). In such cases, companies cannot gain insights into market dynamics, and various sales strategies often fail to be precisely targeted, resulting in wasted market expenses with little effect. If companies could access distributor sell-out orders, they could understand the flow of products, i.e., which terminal stores the products are ultimately sold to; how different products perform across various channels; and which regions experience cross-regional selling (channel conflict), and which distributors are responsible. Additionally, based on online channel orders, targeted marketing activities can be designed, achieving personalized strategies for each store. This ensures maximum effectiveness of market spending and timely feedback. In the FMCG industry, the extent to which channel order onlineization can be achieved varies by category. For example, high-value products like mobile phones, home appliances, and furniture, as well as strong brands in tires and pharmaceuticals, have higher feasibility. For general consumer goods, mastering channel orders is more difficult. But difficulty does not mean impossibility. If not all distributor sell-out orders can be onlineized at once, it can be done step by step: first, accurately collect orders from KA stores and key terminal stores, gradually increasing the onlineization rate of channel orders. Based on the experience of many FMCG companies served by Field Service 365, achieving channel order onlineization involves the following six key steps: 1. Online Ordering: Sales representatives place orders on behalf of customers, or customers place orders themselves via mini-programs or apps. 2. Online Payment: When terminals place orders, they pay online via remittance, ensuring that every terminal order is a genuine transaction. 3. Online Approval: Orders follow standardized approval processes, where superiors review price, quantity, product type, inventory, and funds, approving or rejecting them. 4. Online Shipping: After approval, the system reminds distributors to ship promptly and tracks logistics; if shipping is delayed, the system automatically alerts the responsible salesperson to follow up. 5. Online Receipt: After shipping, terminal owners can confirm receipt independently, or distributors can confirm by entering a receipt code on behalf of the terminal. 6. Online Promotion: Based on different sales situations of each distributor, various promotional policies such as buy-one-get-one, tiered discounts, special prices, and bundles are created to stimulate orders; also, during holidays like May Day, Dragon Boat Festival, and Mid-Autumn Festival, targeted coupons can be pushed to terminals to encourage orders and help distributors move inventory. By completing these six steps, companies can fully ensure the authenticity of channel orders, achieve channel order onlineization, and thus control the market. Based on the different order situations of each distributor and terminal, they can implement precisely matched marketing activities to improve sales efficiency. Field Service 365, with eight years of industry implementation experience, has helped over ten thousand companies achieve channel order onlineization, accelerating the digital transformation of FMCG companies! Source: Field Service 365 AirPalm (ID: waiqin365) Scan to register and experience now -END- Are you watching me?