Consumer durables brands sell through dealers and counters. Reps and promoters visit when they remember to, demand and demo data lives in chat messages and nobody has a clear picture of coverage or sell-out until the month closes.
This article shows how brands can use FieldExecutives for dealer visits, demos, walk-in leads and promoter tracking, and where savings and productivity gains can come from. See also how to manage a field sales team.
Where time and money leak today
- Dealers and counters are visited unevenly.
- Demand, stock and display data sits in chat messages.
- Walk-in leads captured at the counter are not followed up.
- Promoter attendance in shops is hard to verify.
- In-shop demos are not counted or linked to sales.
- Coverage and demand reports are compiled by hand.
How FieldExecutives fits into a area sales executive's day
Here is the workflow, step by step, with the features used at each point.
1. Day plan
Each rep gets the dealers and counters for the day, with a clear objective for each.
Features used: Task and visit assignment, route and next-stop view, AI route optimisation.
2. At the counter
The visit is verified by location. The rep captures stock, display photos and demand on a short form.
Features used: Geofenced check-in, GPS attendance, custom visit form, display photos.
3. Demo and lead capture
In-shop demos are logged and walk-in leads recorded, with a follow-up assigned.
Features used: Custom forms, lead capture, follow-up tasks.
4. Promoters
Promoter attendance by store is verified and visible to managers.
Features used: GPS punch-in, attendance and location, tasks.
5. Manager view
Coverage, demand and promoter performance appear on one dashboard.
Features used: Live map, dashboards, KPIs, expenses, leave.
Use cases
Dealer coverage tracking
See which dealers were visited against plan, and which are overdue.
Demand and stock capture
Structured forms replace messages, so demand is easy to analyse.
Demo tracking
Count demos by store and promoter, and link them to follow-up leads.
Lead follow-up
Counter leads become tasks, so they are not lost.
Promoter accountability
Verified attendance and activity by store.
Where the savings and productivity gains can come from
These are the places to look for gains. They are not guaranteed results. Every business starts from a different baseline, so record your own numbers for two to four weeks before you start. Our guide to calculating the ROI of field force management software shows how.
| Area | What to measure | How the software helps |
|---|---|---|
| Dealer coverage | Dealers visited per cycle against plan | Verified check-ins and overdue lists |
| Lead leakage | Walk-in leads followed up | Leads captured on the spot with follow-up tasks |
| Promoter presence | Verified promoter days per store | Geofenced attendance |
| Reporting effort | Hours compiling demand and coverage reports | Structured data capture |
| Travel cost | Distance per dealer visit | Route order |
| Demo effectiveness | Demos logged and linked to sales | Demo forms and follow-ups |
What to measure in the first 90 days
- Dealer coverage and overdue dealers
- Leads captured and followed up within a set time
- Promoter attendance by store
- Demos logged and conversion where trackable
- Reporting hours
For definitions and more measures, see 12 KPIs every sales and operations manager should track.
Getting started
- Load dealers and counters with locations and visit frequencies.
- Build a short visit form: stock, display, demand and demo.
- Set lead follow-up rules and owners.
- Pilot with one city and a few promoters for four weeks.
- Review coverage and lead follow-up weekly.
A full week-by-week plan is in how to implement field force management software in 30 days. Location and attendance data about employees is personal data, so tell your team what is tracked and why, and take legal advice on your policy under India's Digital Personal Data Protection Act, 2023.
Related reading
- How to manage a field sales team without daily phone calls
- Mobile forms software for field teams
- 12 KPIs for sales and operations managers
- GPS attendance software with geofencing
Where FieldExecutives fits
FieldExecutives is field force management software built for Indian teams. For consumer durables teams it covers dealer and counter visit assignment, geofenced check-ins, custom forms for stock, display and demand, demo and walk-in lead capture, promoter attendance and live dashboards. The mobile app works offline and syncs when the network returns, and managers and admins work on the same live data. See the consumer durables solution page, the features and pricing.
Want dealer coverage and demand on one dashboard? Book a demo and we will walk through a dealer visit with demo and lead capture.
