Management Today - Spring 2016 - 17


DIGITAL ORDER WRITING //

mt

SPRING 2016

orders and submit them directly to suppliers from the floor of the store, starting
the order fulfillment process as early as
possible to ensure faster delivery.

// Ensuring that data is easily accessible by
the right people at the right time is critically
important in the modern supply chain.

Mobile Sales Order Writing
Orders can't be picked and packed if
the warehouse doesn't even know they
exist. When a sales rep writes an order,
and it takes a few days for that order
to be communicated to the warehouse,
shelves are left empty.
This order submission delay can
often be attributed to outdated paper-based processes like paper order
forms, fax machines, phone calls and
manual data entry. When the time it
takes for sales reps to write an order,
find a fax machine, send it to the back
office, and then have customer service
or data entry personnel try to decipher
the handwriting and type in every SKU
and line item is all added up, it can end
up being days before an order even
reaches the warehouse.
To get orders into the supply chain
faster, manufacturers and distributors
are adopting native mobile order writing
applications running on consumer technology like the iPad and iPhone. With an
intuitive, tap-to-order user experience,
these applications speed up the ordering
process. They include customer-specific product catalogs with HD images,
ensuring only products relevant to that
buyer are available for purchase and
that the sales rep can visually confirm

they are ordering the right products.
Customer-specific pricing and supplier
promotions are easily managed within
the system and applied to orders.
With key information such as pricing,
SKU numbers and shipping addresses
readily available and accurate, order
processing isn't delayed due to errors.
This highly visual, familiar digital experience enables sales reps to rapidly write
an order and instantly sync it to ERP
and WMS systems for fulfillment.
B2B eCommerce
While the face-to-face sales relationship is still a crucial part of the sales
process, manufacturers and distributors are implementing B2B eCommerce
solutions that give buyers the ability to
place orders online or on mobile devices whenever and wherever they want.
By putting the latest technology in buyers' hands, wholesalers are able to drive
operational efficiencies that reduce
fulfillment times and help retailers
better meet consumer demand.
These solutions provide B2B buyers
and store employees with a simple,
self-service B2C-like ordering experience. Retailers no longer have to
take time faxing, emailing or calling in
orders. Instead, retail staff can write

Real-Time Access
Backorders slow down order processing
and increase costs. One way to effectively improve order processing, therefore,
is to prevent backorders from occurring
in the first place. One of the best ways
to do this is to provide access to inventory levels - both to the reps as they're
placing orders during store visits, and to
buyers who may be placing orders on a
B2B eCommerce portal.
When they know exactly what products are in stock and what's unavailable,
sales reps can sell more strategically,
steering the conversation towards other
products. Customers can look at alternatives on their own as well. This simple
step can mean orders shipping faster,
and more orders shipping complete.
Conclusion
With orders being quickly written and
submitted to back office teams, the fulfillment process for an order can begin
minutes after the order has been written. Staff can confirm the order and start
the next steps - in many cases, allowing
orders to be sent to the warehouse,
picked and packed for shipment same
day, and delivered the next.
By consolidating sales channels
through an automated digital ordering
platform, procurement and production
teams have improved visibility into
demand and the resulting impact on
inventory levels. They can make more
informed decisions on materials purchases and necessary production runs
while reducing costs, eliminating waste
and lowering risk. mt
Michael Elmgreen is the chief revenue
officer at Handshake.

SPRING 2016 MANAGEMENTTODAY-MAGAZINE.COM

17


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Table of Contents for the Digital Edition of Management Today - Spring 2016

Contents
Management Today - Spring 2016 - Cover1
Management Today - Spring 2016 - Cover2
Management Today - Spring 2016 - 1
Management Today - Spring 2016 - Contents
Management Today - Spring 2016 - 3
Management Today - Spring 2016 - 4
Management Today - Spring 2016 - 5
Management Today - Spring 2016 - 6
Management Today - Spring 2016 - 7
Management Today - Spring 2016 - 8
Management Today - Spring 2016 - 9
Management Today - Spring 2016 - 10
Management Today - Spring 2016 - 11
Management Today - Spring 2016 - 12
Management Today - Spring 2016 - 13
Management Today - Spring 2016 - 14
Management Today - Spring 2016 - 15
Management Today - Spring 2016 - 16
Management Today - Spring 2016 - 17
Management Today - Spring 2016 - 18
Management Today - Spring 2016 - 19
Management Today - Spring 2016 - 20
Management Today - Spring 2016 - 21
Management Today - Spring 2016 - 22
Management Today - Spring 2016 - 23
Management Today - Spring 2016 - 24
Management Today - Spring 2016 - 25
Management Today - Spring 2016 - 26
Management Today - Spring 2016 - 27
Management Today - Spring 2016 - 28
Management Today - Spring 2016 - 29
Management Today - Spring 2016 - 30
Management Today - Spring 2016 - 31
Management Today - Spring 2016 - 32
Management Today - Spring 2016 - 33
Management Today - Spring 2016 - 34
Management Today - Spring 2016 - 35
Management Today - Spring 2016 - 36
Management Today - Spring 2016 - 37
Management Today - Spring 2016 - 38
Management Today - Spring 2016 - 39
Management Today - Spring 2016 - 40
Management Today - Spring 2016 - 41
Management Today - Spring 2016 - 42
Management Today - Spring 2016 - 43
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Management Today - Spring 2016 - 46
Management Today - Spring 2016 - 47
Management Today - Spring 2016 - 48
Management Today - Spring 2016 - 49
Management Today - Spring 2016 - 50
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Management Today - Spring 2016 - 53
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Management Today - Spring 2016 - 60
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Management Today - Spring 2016 - 62
Management Today - Spring 2016 - 63
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Management Today - Spring 2016 - 65
Management Today - Spring 2016 - 66
Management Today - Spring 2016 - 67
Management Today - Spring 2016 - 68
Management Today - Spring 2016 - 69
Management Today - Spring 2016 - 70
Management Today - Spring 2016 - 71
Management Today - Spring 2016 - 72
Management Today - Spring 2016 - Cover3
Management Today - Spring 2016 - Cover4
http://www.nxtbook.com/nxtbooks/knighthouse/mgt_2016spring
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2016winter
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2014fall
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2012fall
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2012summer
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2012spring
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2012winter
http://www.nxtbook.com/nxtbooks/phoenix/mgt_2011fall
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_20110607
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2011summer
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2011spring
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2011winter
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2010fall
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2010summer
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2010springsummer
http://www.nxtbook.com/nxtbooks/businessmedia/mgt_2010spring
http://www.nxtbookMEDIA.com